by Mark Hogan, President and CEO, MANA
When I was implementing process improvements on the manufacturing floor many years ago, it became clear that each worker wanted just three things: tools to do their job, information to do their job, and no hassle. Over the years, I’ve realized that this notion holds true for every working person, regardless of their title or industry.
The importance of having the right tools and information to achieve sales results is straightforward. However, friction can arise in the rep-principal relationship when each party has a different view of what tools and information are necessary. This friction, the feeling of an irritating inconvenience, is what I would label as a hassle. Many sales professionals can relate to examples such as priorities that change unpredictably, excessive data entry requests, and constant spreadsheet reporting requests.
What can reps do when these hassles reach a breaking point? If you want to maintain the relationship and not end it entirely, two methods have served me well over the years: 1) Quantify the issue, and 2) Make time-based suggestions for improvements. For instance, you might say, “Updating spreadsheets and your sales software system takes six hours away from prospecting and selling. For the next two months, can we touch base weekly on the phone to share information?” It’s also worth noting that hassles tend to increase when sales numbers are unfavorable. An obvious way for a rep to minimize these hassles is to continue doing the right sales activities that lead to orders.
Mark Hogan is president and CEO of MANA. As a mechanical engineer, Hogan spent two decades developing products and processes for major corporations. Serving as a manufacturers’ rep for nearly a decade, Hogan specialized in component sales of industrial automation products. Complementing his experience, Hogan has certifications in sales methodology (CSP), project management (PMP), and Lean Six Sigma. Residing in Cincinnati, Ohio, Hogan contributes to his local rep community as a volunteer leader of a group of independent manufacturers’ representatives.