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Finding a Sales Rep?

 
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Old October 6th, 2006 Oct 6, 2006 11:03:52 AM -   #1 (permalink)
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Default Finding a Sales Rep?

We're interested in finding a commission only sales rep. Anyone else do this? Any suggestions? Where to find one? Is it worth it? We're screen printers, not retailers.

Thanks for any advice in this area.

Heather
 
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Old October 6th, 2006 Oct 6, 2006 11:32:04 AM -   #2 (permalink)
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Default Re: Finding a Sales Rep?

Hi Heather,

This thread might help you out:

https://www.t-shirtforums.com/showthread.php?t=5072
 
Old October 6th, 2006 Oct 6, 2006 1:46:27 PM -   #3 (permalink)
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Default Re: Finding a Sales Rep?

You could try posting an ad in your local classifieds, local college papers, etc.

Even doing an online job posting (like in craigslist/hotjobs) might be worth it.

Are you looking for someone local to help you drum up local business, or someone anywhere?
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Old October 6th, 2006 Oct 6, 2006 1:54:18 PM -   #4 (permalink)
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Default Re: Finding a Sales Rep?

Heather,

Sales reps are a great idea. Problem is you have to spend alot of time training and they have a very high turnover.

Problems I've run into with reps. You post a job listing in local papers and what have you. Then you have people come to your building thinking they can make a pocket full of cash. But in the harsh reality of sales is, you don't make money if you don't sell. I even offer my reps 20% of profits and still it's not enough to make them work at it. Alot of times you get a younger crowed that's drawn to sales and it's not a career to them, it's more of this quick money scheme that they feel they can beat.

When looking for a sales rep, what I found that works well is. Hire someone who almost has A.D.D or talks really fast. These people usually have a clear understanding of what the goal of sales is and they tend to do all in their power to get there. I don't know what it is, but that profile tends to be the best sales rep. Secondly hire someone who has another job and wants to do sales on the side. Because after all, you aren't paying them anything unless they make a sale and if they don't have a second job, the first few weeks for them is gonna be really rough. Then they will probably quit.

What I do is i'll interview someone and set up a 3 week training period. Where they come in at say 6 pm and stay for about 2 hours, 3 times a week. First week I teach them screenprinting/Inks/apparel/proper artwork. Second week teach them correct customer service and how you want them to present your company. Also teach them how to complete a sale. 3rd week show them the tools they need to find potential clients and teach them how to use the tools.

Then you send them off on their own. Now you have a sales rep who knows they are working on their own free time. Secondly they already have a job so don't depend on the sales position to keep them afloat. Also you personally know you don't have some fool representing your company. And they complete the sale completely before you get it, so you aren't spending your time patching up details or getting misinformed information for a potential client. Any job that you get from your sales rep should be fully ready to screenprint with no hassles. This includes payments upfront, shirts in your warehouse, signed proof approvals, and most of all a client who knows what and when they are getting their product. (Which is a happy client)

Before all of this happens though, make your sales rep sign an agreement to your terms.

Hope this helps

Scott Roon

Last edited by Rodney; October 6th, 2006 at 03:05 PM.. Reason: removed url and extra business info - feel free to add your URL to your forum signature
 
Old October 6th, 2006 Oct 6, 2006 1:58:07 PM -   #5 (permalink)
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Default Re: Finding a Sales Rep?

Very helpful.

Is it necessary to provide the salesperson with print collateral, samples, etc.
 
Old October 6th, 2006 Oct 6, 2006 2:00:52 PM -   #6 (permalink)
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Default Re: Finding a Sales Rep?

Quote:
Originally Posted by Rodney
Are you looking for someone local to help you drum up local business, or someone anywhere?
Either local or anywhere. We want to focus on local more than online but so far almost all of our business has come from online. Like I posted somewhere else, we both work at home and don't get out into the community alot, therefore we think we might be able to bring in more business if we just hire someone to do it.

Giving up 20% of something is better than having 100% of nothing. If you know what I mean
 
Old October 6th, 2006 Oct 6, 2006 2:05:32 PM -   #7 (permalink)
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Default Re: Finding a Sales Rep?

No it's not, but it's also not a bad idea to give them, 1 100% Cotton Gildan, 1 50/50 Gildan, 1 Hanes beefy T, and 1 American apparel. You can also get a color chart from your wholesaler on each brand. Other then that, if the client would like to see print quality, the rep can pick up a shirt from the shop and bring it to them. But a client shouldn't question your quality if your sales rep is portraying your company correctly. Questions of quality should never come up. It should be assumed that you provide the best quality.
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Old October 6th, 2006 Oct 6, 2006 3:09:41 PM -   #8 (permalink)
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Default Re: Finding a Sales Rep?

Quote:
But a client shouldn't question your quality if your sales rep is portraying your company correctly. Questions of quality should never come up. It should be assumed that you provide the best quality.
However, there are times when a customer has had bad experience with a past printer (or many other reasons), when they will want to question the quality of your work. It is no reflection on anything you've done, just something the customer wants to feel better about.
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Old October 6th, 2006 Oct 6, 2006 11:51:22 PM -   #9 (permalink)
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Default Re: Finding a Sales Rep?

Or, like me, they're just paranoid

It's not in my nature to trust sales people.



 






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