Independent Sales Representative question regarding Exclusive Territory

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Comments (16)

Bri in Montreal, Quebec

91 months ago

Hi Everyone,

My company is currently looking for sales agents but we do not want to give them exclusive territory. Reason being, a potential market place interested in our product may have a few thousand people but if that one Agent has that exclusive territory he/she may only be dealing with only 50 customers. How did you deal with this issue? Are there any solutions for this?

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Lindsey in Tampa, Florida

68 months ago

I recently started in a new sales position. I am new to this particular industry as well as sales in general. I have a question about commission guarentees / the commission ramp up period. What is the typical procedure for a commission ramp up period. Should I be getting some sort of commission guarentee for a specific period of time until I get the hang of things?

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Dan in Port Isabel, Texas

65 months ago

Answers to both questions:

Exclusive Territory - that used to be the norm but in the last 3 years exclusive "protected" territory has faded away due to market conditions. Most companies/reps want a "territory" and that is either based on geography or vertical market. What works best is that you protect them on the accounts they sell and incentivize them with perks or spiffs for new accounts.

Commission Guarantees - most will not pay this because then it is like a salary and go against the independent contractor relationship and commissions. What you may be able to do is ask for perks or "spiffs" for new account openings, sales benchmarks met etc. I have a number of manufacturers that offer us a one-time cash spiff for every new account we open and that helps offset the ever-rising cost of road expenses.

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Paresh Gandh in Eau Claire, Wisconsin

56 months ago

If you do not want to give exclusive territory then you have to structure base+ commission which guarantee the sales person a reward of his efforts and the expense he is doing to promote your sales. I am looking for that kind of opportunity.

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john in Accra, Ghana

52 months ago

i want to be your agent in ghana

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Ray Iocco in Orlando, Florida

8 months ago

Bri in Montreal, Quebec said: Hi Everyone,

My company is currently looking for sales agents but we do not want to give them exclusive territory. Reason being, a potential market place interested in our product may have a few thousand people but if that one Agent has that exclusive territory he/she may only be dealing with only 50 customers. How did you deal with this issue? Are there any solutions for this?

Exclusives no longer work. What does work is to manage sales selling to the right customer.
Sell to customers you are proud to have your produce.

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Ray Iocco in Orlando, Florida

8 months ago

Exclusives no longer work. What does work is to manage sales selling to the right customer.
Sell to customers you are proud to have as your produce.

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Ray Iocco in Orlando, Florida

8 months ago

Lindsey in Tampa, Florida said: I recently started in a new sales position. I am new to this particular industry as well as sales in general . I have a question about commission guarentees / the commission ramp up period. What is the typical procedure for a commission ramp up period. Should I be getting some sort of commission guarentee for a specific period of time until I get the hang of things?

....

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Burt Lange in Albany, New York

8 months ago

Ray Iocco in Orlando, Florida said: Exclusives no longer work. What does work is to manage sales selling to the right customer.
Sell to customers you are proud to have your produce.

Why

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Ray Iocco in Orlando, Florida

8 months ago

Regarding commissions. You need to get all agreements upfront. Regardless of the industry, everyone has a learning curve. Don't let a new industry stand in your way of an upfront negotiation. It is the "first" sales you make...yourself!

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Burt Lange in Albany, New York

8 months ago

Ray Iocco in Orlando, Florida said: Exclusives no longer work. What does work is to manage sales selling to the right customer.
Sell to customers you are proud to have as your produce.

Why Ray Ray

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Burt Lange in Albany, New York

8 months ago

Raaaaaaaaaaay where r You?

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Burt Lange in Albany, New York

8 months ago

Ray I'm wet and readi.

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Burt Lange in Albany, New York

8 months ago

Ray's out closing the big deal so I'll have to answer my own question.

Most companies would rather not have them. They would rather have as many Salespeople in a geographical Sales territory as possible for coverage reasons. It's a win win for the company and with no set territories can lead to fights amongst the Salespeople.

I would rather have a large protected sales territory.

Ray, did you close the deal???

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Burt Lange in Albany, New York

8 months ago

Ray Iocco in Orlando, Florida said:
Sell to customers you are proud to have as your produce.

What does this gibberish mean? Produce?

Hello McFly?

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Burt Lange in Albany, New York

8 months ago

Ray Iocco in Orlando, Florida said: Exclusives no longer work. What does work is to manage sales selling to the right customer.
Sell to customers you are proud to have as your produce.

I get it now!!!!!!!!!!!!!!!!!!!11

Your Spanish and you drive the big red produce truck and sell to the beautiful Spanish women of Orlando Florida! Ray Iocco is Spanish! I love Chiquita Bananas!

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