Principals are Demanding More Sales Data from Manufacturers Reps Putting Pressure on Sales Systems
Manufacturers reps, sales companies that sell multi, complementary lines of products, are under siege. The reps are independent, and agree to sell lines in their patch for a principal or supplier. Many lines are happy with order flow from their reps, many more are demanding detailed sales data so they can plan and drive their business.
The Sales Data is King
Sales data is important. Please consider that which is measured can be understood and improved. This tells me that manufacturers reps should have an sales lead tracking system and sales opportunity tracking system for internal use. This system is theirs. They are in control of their data. Principals do demand that manufacturer reps sign into a portal to upload sales records and to make edits. Many reps think this is enough, however they are not in control of their sales data and their sales livelihood.
Manufacturers Reps Can be At Risk by Abrogating Sales Data Control
The risk lies in the basic manufacturers rep agreement with Principals. Agreements can be ended then the rep is left holding an empty bag. Manufacturers reps must control their key account data, their sales lead data and sales opportunity data. When all sales history is recorded and safely secured the manufacturer rep can move the sales focus to a new line fast.
Manufacturers Reps Must Control Sales Data
In controlling all sales data, the rep chooses which data to syndicate to the Principal. In a good multi line sales system sales data can be sliced by Line, Product, Sales Stage, Close Date, Distributor and more. More would be any reporting item that is needed by the manufacturers rep. The slices of data can be disseminated to lines in a strict, administered fashion. The rep is in control.
