B2B Sales Connections Sales Agent Management Training Book - How to Find, Recruit & Manage Independent Sales Agents

Are you struggling to grow your sales?

Are you trying to decide whether the time is right to hire a direct sales force?

Would you like to approach new markets and territories using a proven business model that will reduce your go-to-market costs?

If you are looking to expand your sales into new markets or territories it usually means you have to find a dedicated sales person to work direct for your company. This is an expensive and time intensive method of expanding your business.

Attempting to recruit and train sales people who are going to be in a territory that is not local can be very difficult to accomplish. Costs of recruiting are high, remote management and training becomes a problem and monitoring the new sales rep's performance can become a full time job.

The answer is to find experienced, local sales agents who reside in the territory you want to penetrate. In some industries sales agents represent the bulk of a companies selling strategy. In North America alone there are tens of thousands of sales agents and many are looking for new products to represent.

If you are looking for a comprehensive guidebook that can help you find, train and manage independent sales agents (ISA's), also called manufacturers' representatives then this book is for you.

How to Find, Recruit & Manage Independent Sales Agents is a proven, turnkey system that will become the foundation of your sales agent program.

What You Will Learn

  • The power of independent sales agents
  • Three models for sales agent programs
  • How to find sales agents in your industry
  • How to approach and engage sales agents in their language
  • How to design a sales agent compensation program

Each chapter contains coaching exercise to help you create your program so it will attract the attention of sales agents. The book is loaded with scripts, templates and tips that can help you build your own alternate sales channel using sales agents.

It All Starts Here! if you are trying to decide whether to hire more full time direct sales people for your organization of look for new alternatives that will reduce your cost of sale then this book is right for you.

Download Your Copy of the B2B Sales Connections Sales Agent Management Training Book - How to Find, Recruit & Manage Independent Sales Agents Here Buy Your Printed Copy of the B2B Sales Connections Sales Agent Management Training Course - How to Find, Recruit & Manage Independent Sales Agents Here


About The Author

Robert J. Weese, B2B Sales Coach and Sales  Training Program Action Plan For Sales Success AuthorHow to Find, Recruit & Manage Independent Sales Agents was written by Robert J. Weese, a founding partner of B2B Sales Connections. He specializes in connecting companies with independent sales agents within the United States and Canada.

Robert has helped companies develop networks of sales agents through the implementation of a sound recruiting process, training programs and ongoing channel management strategy. He has over 30 years of sales & executive sales management experience.

His career includes selling business technology, broadcast advertising, software, training and consulting. He has led a Fortune 500 sales channel of sales agents to major success and has a proven track record of helping SMB's increase their sales success.

He has written the book, How to Find, Recruit & Manage Independent Sales Agents, coauthored Quick Sales Tips, as well as numerous published articles. He is also a member of the Ajax Pickering Board of Trade, as well as Advisor for the Spark Centre for Innovation.

An entrepreneur at heart, he has traveled throughout North America building and training sales teams. A professional broadcaster, sales trainer, fencing coach and Toastmaster, he delivers entertaining and informative seminars & speeches and has created powerful tools for teaching companies and sales people winning methods. Bob's philosophy: Success by making others successful first.

How to Find, Recruit & Manage Independent Sales Agents will help you achieve your goals by giving you a step by step process for developing a successful sales agent program.

Learn Techniques Used By Top Performing Companies To Create Your Own Successful Sales Agent Program

"This fast-moving, practical book, based on years of experience, shows you how to leverage and multiply the sales potential of your products and services, selling five and ten times as much as you ever thought possible."

Brian Tracy Author, Ultimate Sales Success.

"Bob has written a comprehensive guide which offers the reader a complete review of how to select, manage and motivate independent reps. He provides proven exercises, forms, and templates to equip interested sales managers with the necessary tools to run their own successful sales agent program. This book is essential reading for anyone interested in the independent sales rep business model."

Allan R. Lambert, CSP Billiken Group, LLC

"Manufacturers need to learn more about how the rep business functions before they approach someone. They need to talk to other companies that use rep's or attend one of the MRERF programs. Unfortunately, only a very small percentage of companies know about reps."

Karen Jefferson, CPMR CSP Executive Director, MRERF

"As more companies are looking for cost savings you are going to see a move towards more sales outsourcing. The agent business is poised for growth. Agents are going to play a very important role as more international companies are trying to break into the North American market."

Pierre Carriere, President BEXSA Solutions Inc.

"More and more large companies are finding their direct sales force is a huge expense. Cost of sales is rising and the ramp up time for a new sales person can take months or more. With agents getting paid on results it really makes sense for companies to consider this sales channel."

Craig Lindsay, CPMR CSP President Pacesetter Sales & Associates

"In my experience, the formula is relatively simple. Reps want to work with companies that provide collaborative support and partnership that will complement their efforts. The companies that do this the best will get and hold onto the best reps and rep groups."

David Lane, General Manager at A1A Management LLC