4/25/2007

Thanks for opening a discussion, David. (by the way, our brand new forum is about to get a makeover...if anyone has suggestions, I'm open to hearing them.) As you said yourself, sales are key. The reps (god bless them) are going to be most effective when they have a hot roster to sell. One way to think of it is there are VW salespeople and Porsche salespeople. It's tough for the VW guy to sell his product to the Porsche clients, right? Not to worry, though, as there is a market for both.

Another point to consider is that sometimes companies and director hire reps, then sit back and wait for the boards to flow in. Not the way to go about it. Many of the directors I know who are working alot are really involved...they are energetic hustlers...they are out there all the time, making friends, being seen, creating a reputation. Then, of course, sharing leads with their sales team.

Reps need to feel supported. They're going to feel motivated when they have company owners invested in the work, the presentation and the reputation of the company and the roster.

For the agencies, it's a buyer's market. It's up to them. They want to give jobs to directors who they're going to enjoy working with and to companies who will offer value and a great experience. If you give a rep those elements, along with some potent juju, you stand a better chance of success.

Hope that helps. Now, I'd love to hear some words from the reps!

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