Thursday, August 18, 2011

6 reasons why it may be time for a new rep

Do you have a product or service that requires a good rep handling your business? It's no secret good salespeople are hard to come by.  Some have the innate ability to take care of the customer, while others just don't like their job and it shows in the way they correspond with their customers.  Sometimes we need to take a hard look at the people that are handling our accounts and make sure it's the right fit.  Here are some reminders on why it could be time for a change:

They very seldom pick up the phone and call you.  In this day and age many people hide behind their computer's mouse and think a quick email is a sales call.  Wrong.  It is more and more important to be in front of people and continue to cultivate the relationship between buyer and seller.  People that don't exercise this will pay dearly down the road.  The old saying stands, if you don't take care of your customer, someone else will.

They act like you report to them and forget YOU ARE THE CUSTOMER.  If you lay out your expectations in the beginning and your rep doesn't follow them, then it is probably time to find someone who will.  Business is more and more competitive all the time and the salesperson that cares about your business or service will win out.

They don't take accountability for their mistakes, often times blaming someone else.  One of the best things you can do as a salesperson is admit your mistakes and move on.  You become more human in the buyer's eyes.  Not taking accountability for your actions can be deadly.  Accountability is key in the sales cycle. 

They show no flexibility.  To be a good salesperson, you have to be flexible.  It's important to stick to your guns but it is also very important to bend a bit.  If you don't, someone else will.  Showing your customer that you are in their corner is one of the most powerful things you can do as a salesperson.

They don't take ownership in your accounts.  To show you care, you have to care first.  This means taking ownership in your accounts and treating them like it was your own company.  This shows the customer that you are in it together and care deeply about the success of their accounts.

They don't continue to strengthen the relationship.  You've tried and tried to keep the relationship going but they don't play.  There is nothing more important in the buyer and seller relationship than building trust and respect.  People that are passionate about building these relationship have much greater success than the ones that don't.  If you are working with a rep that makes no effort to strengthen your relationship, it's hard to swallow, but it's probably time to move on.  You will be glad you did!