sketchysales

Sales Manager

Role change

My role at my current company has been pretty fluid for the first quarter while we thrashed out a lot of things, especially in regards to reducing my travel requirements.

I have been given a new role which will be overseeing the overall growth strategy in the US as well as taking a focused approach to key partners (whales) down there, growing them and onboarding them. Its a pretty major step up for me and comes with some steep targets next year and on but its very inline with my desired career trajectory and put me in a good position salary wise.

My new role is going to involve a lot of managing external sales reps (not directly employed) and was wondering if anyone here has any experience in that and any tips going into this? Also any sales management course that anyone has had good experience with would be appreciated.

Appreciate the support fam.

🧢 Sales Management

19 comments

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RandyLahey

Politicker

Account Executive

Congrats you ol'd sketchball! Happy for you.

sketchysales

Politicker

Sales Manager

Thanks bud!

HVACexpert

Politicker

sales engineer

My industry does that a lot. Manufacturers will contract individual /regional manufacturers reps to sell their product in a given market area. Do you have specific questions?

sketchysales

Politicker

Sales Manager

If your handle is what your industry is, we will have a decent cross over in clientele, different category though.

Main question is, how do folk get on managing decent sized teams of external reps, any courses anyone's taken than could help?

HVACexpert

Politicker

sales engineer

You don’t really manage them. They are paid to push and sell the product by the company you signed up. When you sign a contract with that company the contract is “you have access to this product, and in return you will sell product”. Or else you find someone that will.

Now you can communicate things like sales, quotes done, how competition is, how you compare in the market, product training required, etc. if sales are down you have every right to ask why. But you don’t really manage an external salesforce.

sketchysales

Politicker

Sales Manager

You are right, its not management as such. Realistically it will be me supporting them with strategic meetings and support but there still is an element of keeping them responsible. They tend to have several other manufacturers line and you want to be the one they talk about most.

HVACexpert

Politicker

sales engineer

You’re right which is the hard part. How do you keep their attention. But at the end of the contract, either renew or move on.

But if you have a good product and support, and they do their job and make money from it, then you will get sales.

I would do the following;
-train! Get in front of their team for in depth on boarding and technical training to make sure they understand the product day 1.
-travel! Set some dates to go around and present/meet with customers with them.
-status! Keep in touch with the sales manager/owner. Make sure you’re getting quality and quantified feedback on pricing, product, execution, etc at a regular interval.

sketchysales

Politicker

Sales Manager

Great advice thanks!

detectivegibbles

Politicker

Sales Director

Congrats homie.

Simplicity goes a long way. Give them a framework. Understand what your desired outcomes are for them. Help them achieve.

Don't overthink. You got this.

sketchysales

Politicker

Sales Manager

Thanks detective, that helps! I think simplicity is the big thing here, was a little overwhelmed with it to begine with but started to break it down and it's looking good

Diablo

Politicker

Sr. AE

Congrats man!

sketchysales

Politicker

Sales Manager

Thanks!

Kosta_Konfucius

Politicker

Sales Rep

Congrats on leveling up the salary and good luck on whale hunting!

sketchysales

Politicker

Sales Manager

Thanks Kosta!

Pachacuti

Politicker

They call me Daddy, Sales Daddy

Congrats on the new role. It sounds like a great challenge.

My advice on selling through others- put yourself in their shoes. What would motivate YOU if you were on their shoes? Answer that and I think you’re more than half way there.

Good luck.

Maximas

Tycoon

Senior Sales Executive

Congrats for the new role, well earned.

Justatitle

Big Shot

Account Executive

if you don't directly employ them, who are they accountable to and what are repercussions for bad performance? I'm so curious about how this works

CuriousFox

WR Officer

🦊

Congrats! I'm hoping this comes with a nice raise as well.

NoSuperhero

Politicker

BDR LEAD

Congrats!

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sketchysales

Role change

19 comments

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