Forces Driving Change - Escaping the Rep Tar Pit   

To escape the Rep Tar Pit manufacturer representatives must become a skilled market driven strategist.   Most reps are more comfortable dealing in the present rather than the future.  They spend most of their time reacting to what is happening in the moment and do not see the future implications of their actions.  They are stuck in the “peddler” mindset.  They are sales driven, not market driven.  These reps will wither and die. The Reps who survive and prosper well into the future will possess the following six skill sets:

1)    Develop clear and accurate strategic vision of the future and where they are versus where they need to be.

2)    Implement sound strategic business planning session with their key manufacturer partners.

3)    Employ channel marketing expertise within their geographic footprint.

4)    Deploy the right strategic selling strategies to distributors, contractors/ end-users, and specifying engineers.

5)    Execute the right technology strategies to streamline their processes, become operationally efficient, and improve profitability.

6)    Teach people at all levels of their agency to continually think strategically, anticipating market opportunities and threats while managing the day- to-day tasks that fall within their scope of responsibilities.

Is your agency stuck in a peddler mindset?  Is your firm sales-driven, not market-driven?  For more information on how the Rep of the Future will affect your rep firm please contact tomoconnor@fcgltd.com