From a Reps Point of View...

Pay timely

Does it matter if you pay your Sales group (Showroom, etc) regularly? YES. It may be subliminal but if you do not regularly pay the fees & commissions you owe, it will affect future sales. Always make your sales team feel that they MATTER to you. Paying them timely and regularly is a very important business aspect. If you agree to pay monthly, pay monthly on the day you are expected to. Everyone has bills and your showroom has to pay the fees for the space they have, any promotions they do and their sales reps have to pay for business supplies, hotel accommodations and gas. If it hurts you a little to get this done, realize that it will pay off big in the future.

Choosing a Sales Group

Let me help you decide what the issues may be if your sales are lagging from where you expect them to be. Many factors make up the mix to well selling product lines. It may or may not be your showroom. Ask yourself the following questions.

Your Showroom -

1. Is their general reputation good or bad?
2. Is their sales team cohesive or out to get one another?
3. If they work digitally, have all their files been updated to their system?
4. What services does your showroom offer?
5. Are your best selling items/newest items prominently displayed?
6. Do you make sure to check to see if you need to send current catalogs prior to each market?
7. Does your showroom have your latest (and/or best selling) products on display?
8. Do you get your materials/products to the showroom well before gift markets?
9. Sales representatives - Have you supplied each of them with sales/promotional materials and samples?

Your Sales/Promotional materials -

1. Do you have a printed catalog/current sales sheet? 
2. How often do you offer promotions? How are your customers and sales team informed? 
3. If appropriate, do you offer display packages? 
4. Do you regularly communicate with your sales team? Do they know how you would sell your products?

Your Accounting -

1. Silly to say, but have you regularly paid Showroom Fees? 
2. Are you current with paying Commissions? 

Business is business. It costs you to manufacture and it also costs to market your product line. Many sales reps are paid strictly by commission. This means they need as much marketing support as possible. They provide all of their road expenses so making sure commissions, fees and bonuses are paid is very important.

If you are at the point to work with a sales group, make sure you are ready to give them the reins to really market your product line. Be as organized and communicative as possible. How fast will customers receive the product? It doesn't have to be in 24 hours but the sales representative DOES need to know the achievable turnaround. Good luck, there are many good showrooms out there.