Professional Field Sales and Marketing Services
Our sales representatives are independent, professional sales people who have a minimum of 10+ years experience in the market segments and territories served. They handle a portfolio of related, but non-competitive product lines, working within a defined geographic territory or within a named account (or multiple named accounts) targeted by our Clients.
Solving Customer Problems
By representing multiple product lines, our sales representatives bring value to both end-customers and Clients. Our multiple-product portfolios allow our sales people to present broad-based solutions to end-customer problems rather than the typical price and delivery nature of single-product selling. As true "sales consultants" our sales people open the door for our Clients' product lines, add value to our Clients and end-customers, and develop a
partnership with the buyer, as single-product purchases grow into entire projects.
Synergy in Multiple Product Lines
Our sales representatives provide even more benefit with the synergy of our multiple product portfolio. The synergy of multiple products not only makes it possible to cost-effectively increase market potential and market share, but also increase the speed of market penetration. Our sales people have been there before with other related products. They know where to go to sell the products and the diverse product portfolio helps them to afford to call on customers too small to be profitable for a single product line. Our multiple product lines, along with the resulting multiple lead sources, get all of our Clients into more places more quickly than could be achieved by a single-product line sales force.
Basic economics will drive start-up and smaller product companies to strongly consider the outsourced sales rep route, and demonstrated successes within larger, more established product companies has also shown that 50% of them will continue using outsourced sales reps in some of their territories or market segments forever—a figure that rises above 80% in our high-tech, communications targeted industries.
Outsourced Sales Reps as a Resource
The proven ability of our sales people to outperform product company-direct sales employees arises from the benefits of our multi-product line synergy. Our sales reps' success is directly tied to their productivity. As a result of this, our sales organization tends to attract and retain the top talent in our industry—the entrepreneurial, the competitive and the goal-oriented. The professional sales rep's success is singularly linked to their contacts with customers and distributors in their local territory.
With the our sales reps being deeply rooted geographically in the territory they cover, the stability of their customer relationships is critical. They go to church with their customers. Their kids go to school with their customers' kids. They know the local hang outs and the local customs. All are key ingredients to success in a world where the customer is king.
Additionally, the multiple-line sales call is simply more cost-effective. The customer saves time discussing several needs during a single meeting and can buy products from one sales rep to solve all of these needs, even though the solutions might come from many different Clients.
What an Outsourced Sales Rep is Not
Unlike distributors, who take title and add cost to the goods they sell, our sales reps are not middlemen. They are paid commissions only, rather than salary plus incentive plus expenses of a product company employee. In fact, reaching the customer in the most cost-effective manner is probably the most common reason our Clients choose to engage our professional, outsourced sales representatives. Our Clients also report that their outsourced reps bring many marketplace advantages in addition to the clear benefit of paying no sales expense until there is a profitable sale.
Contact us today to learn more about how Rep Channel Management can find professional outsourced sales representatives who are a perfect fit for your business.
