Top 5 Mistakes Manufacturers Make When Hiring Reps
Hiring independent reps can skyrocket your sales — or burn your brand. Here are the top 5 pitfalls to avoid.
1. Not Vetting Their Industry Experience
Don’t assume every rep knows your niche. Reps unfamiliar with your industry will waste your time and theirs.
2. No Written Agreement
A vague “handshake” deal? That’s a mistake. Set expectations, commission structure, and exclusivity in writing.
3. Failing to Offer Competitive Commission
Reps are businesspeople. If your offer isn’t competitive, your product will take a backseat to higher-paying lines.
4. Overloading Them with Materials
More isn’t always better. Provide a concise sales toolkit: one-pager, pricing, product specs, and objection-handling scripts.
5. Lack of Follow-up and Communication
Reps aren’t employees, but they still need support. Regular check-ins, training updates, and lead-sharing go a long way.
Conclusion:
Avoid these common mistakes and treat reps like strategic partners — because that’s what they are.
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