Dovetail 8

Dovetail 8
Suppliers of Products and Services Discover Rep Firms via Mutual Interest and Relationships with Target Customers and Key Accounts

Thursday, May 3, 2012

Can SalesReps monetize Access & Influence?

The bar has been raised in defining an elite sales person. Technology sales professionals can no longer be satisfied with the metrics of performance-to-budget and customer satisfaction. Some say that you only get bragging rights if you have Account Control. Because this concept is in vogue, it is no surprise that many sales reps claim to have Account Control. What about you?

If you are one of those sales people, please don't use that phrase again. The term is bogus! 
If the term had any substance, companies would give Account Control recognition awards to its stellar sales people. If you received such an award, would you tell your customer?  

Access & Influence is the highest level of performance that a sales professional can achieve. Determining the degree of Access & Influence is a customer-specific assessment, because "Coffee is for closers." 

It is critical that a Supplier's SalesReps have Access & Influence at its key accounts, but that's easier said than done. If a Supplier spends the money to hire a direct sales force, it might gain Access & Influence with each of its target customers. But, Suppliers are not investing in fixed-cost sales teams. Suppliers choose to contract with Manufacturer's Representatives.

With one possible exception (large premier rep firms that represent large premier Suppliers) Rep Firms offer a bell-shaped curve of Access & Influence across a territory. That's just the way it is and that's where the problem resides. 

What if there was a service that allowed rep firms to showcase where they can provide access to coveted accounts, while enabling suppliers to find the reps best matched to their targeted customers? 

Dovetail 8 intends to answer this question: How do we monetize Access & Influence? We invite you to join us on this journey. Along the way we hope this blog will become a forum to discuss and dissect this subject.

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