Once your sales reps have the tools and incentives to suceed, give them the time they need to cultivate sales. Sales reps will be able to tell you how much they will able to sell and expand your base within a couple of weeks.
Early in 2011, we worked with a manufacturer who we all felt could become a high revenue line. Their product was well made, they offered a shipping special and their price point was reasonable. Three months later it became hard to reach them by phone and virtually impossible by internet. Four months later we are no longer working with this company.
The sales reps were disappointed because the product/line potential was there. Just like with growing crops, you need to tend the land. But before you tend the land you need the tools.
Sales tools did not arrive until six weeks later. By this time, sales reps were organized without their line and future appointments were made. Each added the tools into their arsenal and begin calling on companies.Those powerful weeks after market were gone. Time was wasted.
So, four months into this relationship the company bailed from the showroom because the sales reps had not sold enough. Don't be shortsighted.
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