The ability to quickly scale and grow a business through an aggressive sales strategy is appealing to many start-ups and solo entrepreneurs. After all, sales are a good thing, right? And, when an individual or company promises access to a turn-key sales staff that can move your product, you’d be stupid to pass them up, right?
Sales reps are one of the most valuable assets your company will employ. Their ability to drive margins with tailor made solutions and boots on the ground marketing (or dialing for dollars) is powerful. But, the arrangement your company makes with your sales reps is worth taking the time to hit pause and weigh the pros and cons of the arrangement.
Independent Sales Reps offer a Scalable Sales Solution
An independent sales rep is (usually) someone that has a track-record of creating sales by combining the market intelligence a company offers with the grinding effort it takes to connect with potential clients and close sales. Because of their experience, they’ve built a network of contacts that can help sell, or help them bypass gatekeepers. This could be a huge competitive advantage for your brand.
If your company is approached by an independent sales rep, or a firm of sales reps that offer themselves up for contracts, ask for an in-depth look at their sales history, and check their references! Scaling the wrong team of sales reps can be disastrous for your brand.
We’ve all had amazing experiences with sales reps that took the time to understand our needs and craft a perfect solution; following through to delivery of an excellent product or service. But, we’ve also all experienced the sleazy, pushy sales rep that says whatever it takes to close the sale, but is nowhere to be found after the check clears.
A push-button, scalable team of independent contractors could be a blessing or a curse. Due diligence is key here.
Independent Sales Reps Need the Tools to Excel
If you’ve decided to hire a sales rep (as an independent contractor, or a commissioned employee), it’s time to unleash their potential by providing them with the systems and tools they need to succeed. Remember, it’s their job to push sales, and the terms of their contract should motivate them to close as many sales as possible to beef up their commission check.
The tools you provide them, and the marketing insights you offer them, will empower them to push your brand further and strongly position it to meet the needs of your target customer.
Cloud-based, mobile-optimized CRM solutions, like SalesFollow, allow for teams of sales people to share insights and information about potential clients. Information gathering and distribution is a two-way street. The CRM software your company uses to interface and monitor sales activity needs to provide clear, timely advice, based on the real-time interaction with a customer.
For example, the SalesFollow app provides sales reps with suggestions to help them close the sale, or move the client relationship forward. Companies that get the most out of their sales team:
- Aggressively research the market and provide updated insights to their sales team.
- Closely monitor the progress of each independent sales rep to empower them to reach their goals and cash in on a huge commission bonus (keeping them engaged with the brand).
- Understand that monitoring is not the same as suffocating the sales rep with overcommunication or surveillance.
- Carefully craft a sales commission contract that clearly outlines a path to a substantial income for the sales rep based on performance, including short-term and long-term bonuses that reward commitment to the brand.
An independent sales team can galvanize your company’s sales strategy by placing additional human capital within your team, while minimizing the overhead associated with underperforming in-house sales reps. The more quality market insights, cutting-edge sales tools and guidance they receive, the greater the sales potential will be.
If you’d like to learn more about the free SalesFollow app, check out the App Store! Teams can utilize SalesFollow’s cloud-based team management capabilities for just $10 per month. It has proven to be one of the most affordable, and versatile CRM’s for sales reps in the field.