Finding the Right Independent Sales Reps for Your Business

Dear small businesses who dream of enlarging their market presence, widening the customer base, and growing your business. 

What is that one factor that pulls you back?

If it's the thought of not having the budget to build and maintain a sales team, then this article is the solution that you were seeking. 

Know more about an independent sales rep, the skills they possess, what they look for in an opportunity, and how you can find a successful independent rep. 

Compare the pros and cons between a sales agency and an independent sales representative. From all this information make the final call that suits you and your business. 

So scroll down for more.

What is an independent sales rep?

An independent sales rep is a sales agent who works for your company on a contract basis. They are self-employed and often represent multiple companies within a specific industry. 

Though not your direct employees, they can be valuable assets who sell products or services for your company. Hence, they help widen your customer base and market presence without the commitment or overhead of maintaining a full-time employee. 

What skills do independent sales reps need?

As an independent sales representative, you need skills that strike a balance between your client company and the customer you are trying to sell. 

So here is a list of skills an independent sales rep needs: 

Sales Skills

You should be able to persuade customers to purchase the product Successfully negotiate a win-win deal for the company and the client.  In-depth product knowledge including features, benefits, and advantages. 

Communication Skills

Effective verbal communication to capture customers' interest in the product. Ability to write compelling proposals, emails, and reposts. Actively listen to the needs and requirements of the customer. 

Interpersonal Skills

Develop and maintain good relationships with clients and companies. Provide excellent customer service for customer satisfaction. Build a network of contacts for easy referrals, lead generation, and conversion. 

Technical Skills

Use of customer relationship management software for seamless lead tracking, customer management, etc. Knowledge of digital marketing tools and techniques will enhance sales possibilities. Technical knowledge to clearly explain the product to the customer. 

Self-motivation and Discipline

Effective time management skills to balance multiple clients and close deals on time. Staying motivated to achieve goals and being resilient to rejections. Setting achievable goals while adapting to changing market conditions. 

Business Sense

Basic understanding of financial principles like profit, loss, budgeting, etc. Knowledge of contract management, terms and conditions. A business mindset to focus on profitability, long-term success, etc.  

Strategic Thinking Skills

Develop sales strategies to close deals and achieve business goals. Problem-solving skill to identify and resolve challenges in your sales process. Conduct market research to understand market dynamics, customer preferences, etc. 

An independent sales rep must be an all-rounder.

Imbibed with the skills and knowledge to tackle the complexities of selling a product. Knowing its benefits. Balancing working for multiple companies. Still achieving targets promptly. 

What Do Independent Sales Reps Look For In An Opportunity?

Being an independent sales rep comes with a lot of autonomy. 

At the same time, there are quite a few things that they need to take care of as well. This means what they look for in an opportunity will be more than an average company sales rep.   

An independent rep is on the lookout for strong earning potential. So they would seek companies that sell high-quality and in-demand products and offer competitive commissions, bonuses, and sales compensation.  

As a contract employee, they would also look for a supportive environment that offers autonomy and flexibility at work. 

A company with a valued reputation that offers opportunities for professional growth, training opportunities to enhance skills, and marketing resources to optimize sales. 

Independent sales representatives prefer a transparent relationship with the company where there is clarity on their contract terms, working schedule, and growth opportunities. 

In short, independent reps look for a company with long-term success. 

How to Find An Independent Sales Representative For Your Small Business

Hiring an independent rep is always beneficial for small businesses. For it will help widen your business opportunities without the added expense of maintaining a full-fledged sales team. 

So here is a list of places to look for while trying to find independent sales reps for your company: 

Leverage Industry Networks and Associations

You can look for your ideal sales rep at trade shows, conferences, networking events, industry associations, and even online communities. 

Use LinkedIn To Your Advantage

LinkedIn is a perfect platform to search, filter, and find your perfect candidate. Posting job opportunities in relevant sales groups can leverage good results. 

Referrals and Recommendations

Reach out to your network of suppliers and partners for good recommendations. Even asking for referrals from your employees will help gather a good talent pool. 

Sales Rep Agencies and Recruiters

Contacting agencies and recruitment firms will help in finding qualified candidates who can match your professional requirements and handle the responsibilities. 

Advertise Your Opportunity

Go the conventional way by advertising your vacancy at classified sites, industry-specific magazines, and on the career page of your company website. 

A wide variety of platforms are available to find the perfect candidate for your small business. 

Combining all these methods will help widen your talent pool and increase the chances of finding a good fit for your company's culture and professional requirements.

Sales Agencies or Individual Sales Rep? The Pros and Cons

Sales Agencies

Individual Sales Rep

Extra Read: Read more about inside sales vs outside sales at Do You Know the Difference Between Inside and Outside Sales?

Final Thoughts

The independent sales rep works for you but doesn't belong to your company. 

They stand on the threshold where they are neither inside nor outside. 

In such a thin line, there needs to be a comprehensive sales compensation program that can motivate them, boost their performance, and bring out the best results from them. 

Since your business growth is heavily dependent on their performance it is also important that you objectively evaluate their sales activities before rewarding them the due incentives. 

Kennect can support you in both areas- to comprehensively evaluate your independent sales rep performance as well as automate the entire sales incentive process.  

Book A Demo with us to supercharge your incentives, save time, and ensure accuracy.