Tips from My Personal Experiences as a Sales Representative

After working for over 12 years as an independent sales representative to the gift industry, I could share plenty of interesting stories about producers and gift shops.  I doubt that I have “seen it all”, but there are some pretty interesting stories to be told!

All and all, I have loved working as a gift rep with both producers and gift shops.  Actually, I love the retail environment from every angle … so many interesting things and people to deal with!  But being a sales rep, has put me in a position to help new or seasoned producers see their business in a different perspective.

05TrI would like to share some tips on what to do or not to do when working with your reps – from a sales rep’s perspective:

1.    Treat your rep as your sales and/or marketing partner.  They are out there to help you make sales, not to compete with you!

2.    Pay your rep promptly and accurately.  Nothing will de-motivate your rep faster than going months with being paid.  Selling your products is what they do for a living and they need to be paid  – just like you would pay your employees.

3.    Try to follow up with your rep in a timely manner when he or she calls for information – most likely the request came from a potential buyer.  They longer you take to get back to the rep the less likely they will be able to close the sale.

4.    Be generous with flyers and sample.  Once again, these items are probably requested by a potential buyer.

5.    If you receive an order direct from the customer, don’t assume the rep is not doing their job.  Many buyers will order first time from a rep and then prefer to order direct from the company.  Or maybe the rep stopped by with the information and potential sale, but the buyer calls you instead.

6.    Be honest and upfront with your rep.  If you plan to hire someone else to cover some of their territory, for example, talk this over with your current rep.  It is de-motivating for your sales rep to find out sensitive information such as this from your customers.

7.    Be timely with price or product changes.  If you inform your customers about your changes and forget to tell your rep, you will make your rep look misinformed about everything in your line.

8.    Don’t be afraid to have a written agreement with your rep.  I have found that “good fences make good neighbors”.

9.    Give your rep(s) as much information as possible about your potential customers (if they are servicing your house accounts).  They more they know, the better they will sell for you.

10.    If you have a problem with a customer, make sure to talk this over with your rep.  They may be able to help you.

These are just a few tips – from a sales rep’s perspective – on hiring and working with sales reps.  As you continue growing your business, I am sure you will find more items to add to the list.


5 comments for “Tips from My Personal Experiences as a Sales Representative

  1. November 28, 2009 at 1:34 pm

    Nice to be visiting your blog again. Thanks for posting this informative post. Outstanding, Cole Craig @ tinypocketpeople

  2. June 21, 2010 at 6:19 pm

    Sandy – just a quick post to thank you for thaking time to put up so much info to both producers and reps! I’ve been creating fine craft for over 30 years – now guess it’s my son’s turn (!;)
    I’ve been selling (mostly inside)various products/ services for nearly 20 years; love the gift biz and would love to ‘morph’ into repping – so far yor advice has been rigth ontarget. I’m fwd’g your site to my son so he can get some advice & ideas.
    Will take a look at your book, blog, etc. to keep up on this – there’s really nothing much else out there for reps specializing in the gift biz and not engineering, chemicals, etc.!
    Blessings –

  3. June 21, 2010 at 6:31 pm

    Thanks Mary for your kind words. You might also want to visit my blog:

  4. October 17, 2013 at 1:11 pm

    This is a great article. I am going to start looking for some sales representatives for my pinback button business.

    Bohemian Apothecarium

  5. October 17, 2013 at 1:22 pm

    Wonderful! May I suggest the following article to help you along:

    Good luck!

Leave a Reply

Your email address will not be published. Required fields are marked *

CommentLuv badge

This site uses Akismet to reduce spam. Learn how your comment data is processed.