“Hi Shaun … My question to you is does this sub-agent approach sound feasible, and do you have any wordage for my proposal. I look forward to your reply, keep up the good work your advice is a great aid to many in all stages of their career. Kind regards, W. Ford”
W, thanks for the background and career advice for my readers. My recommendation is that you look at this as a sales opportunity.
The product you are selling and strategically positioning is yourself. Without knowledge of the specifics of your industry, I can safely assume the agencies are looking grow to revenues and manages costs.
As a 100% commission sales representative (agent) you are bring them a risk sharing opportunity of you don’t get paid (managing costs) unless you sign deals (growing revenues). So that is very positive for them. The challenges you may need to address: Are you creating channel conflict with their current reps? Will you change the culture of their sales team? Will you calling on the agency’s clients and prospect create confusion in the market? Will you need training? How will they manage you? How and when will you get paid?
Once you have answered the questions above, start putting together your proposal. Put yourself in the agency shoes, and personalize the proposal based on the value you will bring them. I would highlight revenue upside and risk sharing of you don’t get paid unless you sign deals. I would also get specific on your background, territory, compensation, when and how you get paid. As you put together your plan, I recommend you read my answer on base vs. straight commission sales people.
http://closerq.blogspot.com/2008/11/november-26th-2008-straight-commission.html
Now the most important step, start banging the phone, to get appointments. You can have the best proposal but unless you make the calls, I guarantee you aren’t going to sign a sub-agent deal. Check out my cold calling posts: http://closerq.blogspot.com/search/label/Prospecting%20Calls
‘Good Repping’. Reader Feedback, please click the comments below to give ‘W' additional recommendations and I want your feedback on my response. Shaun Priest at closerq@gmail.com.
Below is W. Ford’s Unabridged Question:
Hi Shaun,
For all of your young readers and I can tell by following your advice that there are a number of green horns asking for your sound advice. I have some advice for all age salespeople (don’t) retire early…I have and I regret the decision.
I now wish to get back on the road…my back ground 20 years as field salesmen for two corporations and 20 plus years as the owner of a manufactures’ representative agency in California. We have always represented high end construction products to the STAFD group also retail lumber and rental…no box stores. I resigned or sold access to my lines closed my doors in L.A. and relocated to beautiful central coast of California, three hours south to L.A. and three hours north to S.F. I now reside in what has always been a gray are for sales coverage…slow growth and most rep agency’s consider a one day a month or now once every three months is good enough coverage.
I know there is business to be serviced but the time and cost has become a problem for agencies and corporation direct reps, ok now you have the back ground, or let’s say my story line.
I have access to all agency’s that are responsible for the sales coverage in this area that consist of four counties. My project is to make contact with these agencies and offer my service as a sub-rep, I would work for a percentage of the percentage they receive and offer ongoing coverage at my own expense. I have extensive experience in a wide variety of construction products, many agency’s are familiar with my company, we were rated in the top ten in California.
My question to you is does this sub-agent approach sound feasible, and do you have any wordage for my proposal. I look forward to your reply, keep up the good work your advice is a great aid to many in all stages of there career.
Kind regards,
W. Ford
W, thanks for the background and career advice for my readers. My recommendation is that you look at this as a sales opportunity.
The product you are selling and strategically positioning is yourself. Without knowledge of the specifics of your industry, I can safely assume the agencies are looking grow to revenues and manages costs.As a 100% commission sales representative (agent) you are bring them a risk sharing opportunity of you don’t get paid (managing costs) unless you sign deals (growing revenues). So that is very positive for them. The challenges you may need to address: Are you creating channel conflict with their current reps? Will you change the culture of their sales team? Will you calling on the agency’s clients and prospect create confusion in the market? Will you need training? How will they manage you? How and when will you get paid?
Once you have answered the questions above, start putting together your proposal. Put yourself in the agency shoes, and personalize the proposal based on the value you will bring them. I would highlight revenue upside and risk sharing of you don’t get paid unless you sign deals. I would also get specific on your background, territory, compensation, when and how you get paid. As you put together your plan, I recommend you read my answer on base vs. straight commission sales people.
http://closerq.blogspot.com/2008/11/november-26th-2008-straight-commission.html
Now the most important step, start banging the phone, to get appointments. You can have the best proposal but unless you make the calls, I guarantee you aren’t going to sign a sub-agent deal. Check out my cold calling posts: http://closerq.blogspot.com/search/label/Prospecting%20Calls
‘Good Repping’. Reader Feedback, please click the comments below to give ‘W' additional recommendations and I want your feedback on my response. Shaun Priest at closerq@gmail.com.
Below is W. Ford’s Unabridged Question:
Hi Shaun,
For all of your young readers and I can tell by following your advice that there are a number of green horns asking for your sound advice. I have some advice for all age salespeople (don’t) retire early…I have and I regret the decision.
I now wish to get back on the road…my back ground 20 years as field salesmen for two corporations and 20 plus years as the owner of a manufactures’ representative agency in California. We have always represented high end construction products to the STAFD group also retail lumber and rental…no box stores. I resigned or sold access to my lines closed my doors in L.A. and relocated to beautiful central coast of California, three hours south to L.A. and three hours north to S.F. I now reside in what has always been a gray are for sales coverage…slow growth and most rep agency’s consider a one day a month or now once every three months is good enough coverage.
I know there is business to be serviced but the time and cost has become a problem for agencies and corporation direct reps, ok now you have the back ground, or let’s say my story line.
I have access to all agency’s that are responsible for the sales coverage in this area that consist of four counties. My project is to make contact with these agencies and offer my service as a sub-rep, I would work for a percentage of the percentage they receive and offer ongoing coverage at my own expense. I have extensive experience in a wide variety of construction products, many agency’s are familiar with my company, we were rated in the top ten in California.
My question to you is does this sub-agent approach sound feasible, and do you have any wordage for my proposal. I look forward to your reply, keep up the good work your advice is a great aid to many in all stages of there career.
Kind regards,
W. Ford
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