Sales Representative

[nickoedwards]

I have two representatives out on the road selling our services and products. They both live locally and only work within a 50 mile radius. One rep will call into the office before heading on his way, he'll also telephone in a couple of times a day to explain what his plans are. The other sales rep will call into the office once a week, if that. He'll telephone in when he needs something.

I've warmed to the rep that calls in the office every morning. However, I'm starting to develop some resentment with the other who doesn't.

How do others work with their on the road sales staff?

 

[RogerBa]

Which one brings in the most business and best margins?

It could well be that the one you don't see so much gives you concerns regarding their activity and you don't feel so in control of them? but is this represented in their returns?

Field sales people should be able to work unsupervised and do spend most of their time alone, maybe the one who calls in every day and keeps ringing is struggling with this?
Do the daily visits add to their work returns or is it just a social visit for a coffee to put off the start of the day?

Just a couple of questions you may think about.

Of course at the end of the day it's your decision, you could make in mandatory to visit the office every day, call in later every day etc, but would it add to their work or just be a chore.

Also consider their different personalities and aims, maybe the one calling in every day is just trying to impress you more, or maybe that's the way they each used to work for previous employers and haven't had any specific direction from yourself about the way you'd like to operate.

Plenty of reasons why they may wish to operate differently but at the end of the day it surely boils down to what they bring in.

 

[beasty]

Used to do field sales, we met Monday mornings that was it, as a field sales rep, you are independent and responsible for yourself day to day and a once a week meeting with quarterly sit down review was plenty

Obviously if the rep is not hitting the numbers then this would be more frequent, but my week consisted of Monday am meeting, go play golf Monday afternoon or went to the gym after the meeting then home.

I liked to work early so worked TUES, WED, THURS this also allowed me to jump on Planes Thursday and get abroad often

Deals handed in Monday am, jobs a good un

No one gave a monkeys if you hit your numbers, that really is all that counts

Actually, I managed to hit the targets so quick I took another job @20 hours per week, but being a sales job I got it down to a lot less but nice salary, commissions and bonus from both

Hit your numbers, no one cares!

 

[HazelC]

If you're concerned the other is not seeing you enough / popping in the office then why not request this from them. Maybe the reason they are not coming in is because they are out there selling?

How do their sales and margins match up? Is one doing better than the other?