Manufacturers Program Targets Managing Reps to Boost Sales

Edition: July 2002 - Vol 10 Number 07
Article#: 1272
Author: Repertoire

This keynote speaker is Phyllis Jones, VP worldwide EMS sales, Bourns, Inc., Riverside, CA. Phyllis, who has 23 years of experience working with sales reps, is a nationally known trainer who speaks for MRERF and at several national industry conferences annually.

Manufacturers will have a unique opportunity to learn about motivating and managing their outsourced sales forces. They will step through the process of becoming quality partners with their sales agencies and work together on forecasting, annual business planning, rep councils, sales meetings and factory visits.

Manufacturers will be presented with management principals to follow for achieving results. These include:
• Agreeing on required results
• Establishing objectives & plans
• Directing & motivating people to implement established plans
• Evaluating results & recognizing accomplishment

Phyllis will also discuss the five vital steps for a rep firm's management process:
1. Establish Objectives
2. Develop Plans
3. Monitor Performance
4. Evaluate Results
5. Recognize Achievement

How can manufacturers and sales reps work successfully together as partners? Phyllis firmly believes that the manufacturer's keys to success are in using the management process, maintaining quality communications, coaching and counseling. But first manufacturers do have several responsibilities that include knowing their company, products, markets, accounts and reps.

What are the core issues that affect the outcome of a manufacturers and sales agency's relationship? Phyllis believes that these ''pressure points'' include distribution, new business development, promotion support, pricing, local market knowledge, market penetration, skills development and employee retention.

Manufacturers will learn how to establish advisory councils with sales agencies to enhance their relationship and increase their understanding. Then together they can work on joint planning topics that nurture an ongoing ''win-win'' partnership. These planning topics cover goals and objectives, manufacturer and sales agency future plans, distribution, compensation, promotion, new products, training and reporting.

Space is limited for this special workshop. Please contact HIRA today at 800 777-HIRA to reserve your space.