The Cardinal Rule: When
you are recruiting a sales
representative, treat it as
though you were recruiting
your own number 2 person.
CLEARLY DEFINE YOUR OWN
NEEDS:
Each territory is
different from another.
What impression did the
former representative have
on customers?
Get a good profile of
customers, their needs,
the way they do business.
CREATE A PROFILE THAT WILL
MAKE IT EASIER FOR YOU TO
SELECT THE BEST REPRESENTATIVE
With your product, what
is the average call cycle
needed to make a sale?
Are there any unusual
conditions in this
territory in terms of
quotes, specs, and
delivery?
Do you have any slow
payers?
How well are you
acquainted with the
prospects in this
territory?
How competitive is the
business in the territory?
How aggressive are your
competitors?
CREATE A PROFILE OF THE
REPRESENTATIVE THAT WILL BEST
SERVE YOUR NEEDS
Is it important to have
a well-established
representative or will a
new one do?
Does the representative
understand and sell
without a lot of factory
support?
Are the representative's
people compatible with
your people?
Are the representative's
growth plans compatible
with yours?
NOTE: The profile
that you create will also be
addressed in "Package
39". Take proper
care to create the profile in
a "non-office"
environment. Invite
other company personnel
critical to your overall
success to be part of the
input.
RECRUITING
REPRESENTATIVES IS AS
IMPORTANT AS TAKING ON A
PARTNER
