MANA is the Association for Professional Manufacturers’ Agents and Those Who Aspire to Be Professional
Experience tells us the professionalism level differs significantly among manufacturers’ agents. At one end of the spectrum, you find highly professional agents businesses and it goes down from there. We also know that the professionalism level does not correlate with agency size. Some one-person agents businesses operate at a highly professional level and some multi-person reps operate at a much lower level.
The more you develop as a professional manufacturers’ representative, the more successful you become.
12 Steps to Rep Professionalism
- Create Business Plans
RESOURCE TYPE Business Planning for Reps (14 minutes) Video Business Planning for Reps (14 minutes) Podcast Business Planning Teleforum New Year’s Resolutions… and What to Say “Yes” to in 2015 Teleforum Sample Business Plan Word Document Sample 3-Year Revenue Plan Excel Spreadsheet Strategic Planning for Any Size Rep Firm Teleforum Agent-Manufacturer Evaluations Paint a Partnership Picture Agency Sales Analyzing the Agency Start Up: Agents Compare Notes Agency Sales Basic Steps for Starting an Agency Agency Sales C Corporations Agency Sales Limited Liability Companies (LLCs) Agency Sales S Corporations — The Good, the Bad and the IRS Agency Sales Constant Evaluation Key to Success Agency Sales The High Cost of Lackluster Leadership Agency Sales Why Does a Rep Need a Business Plan Agency Sales Profile of the Manufacturers’ Sales Agency Agency Sales - Select the Right Principals
RESOURCE TYPE Selecting the Right Representative or Principal Special Report Selecting the Right Sales Channel Partner (10 minutes) Video Selecting the Right Sales Channel Partner (10 minutes) Podcast Backselling (5 minutes) Video Backselling (5 minutes) Podcast Selecting the Right Principal Teleforum Principal Evaluation Work Sheet Word Document Principal Evaluation Work Sheet Excel Spreadsheet Responding to Manufacturers is the Professional Way to Conduct Business Agency Sales How Reps and Manufacturers Find Each Other Agency Sales The Rep-Manufacturer Rules of Attraction Agency Sales Revamping the Selection Process Agency Sales Our 53 Best Interview Questions When Hiring Manufacturers’ Representatives Blog Interviewing Guidelines PDF Sample Manufacturers’ Representative Profile PDF - Determine the Compensation Program That Works Best for Your Agency
RESOURCE TYPE The Static State of Commissions Special Report Developing New Markets With Professional Field Sales Reps Special Report Developing New Markets With Professional Field Sales Representatives (7 minutes) Video Developing New Markets With Professional Field Sales Representatives (7 minutes) Podcast House Accounts, Split Commissions and Other Territory Management Issues Teleforum Examining Contrasting Views on Shared Territorial Development Fees Agency Sales Concern With Split Commissions Never Ends Agency Sales Manufacturers Hear About Retainers Agency Sales Determining Compensation for Developing New Business Agency Sales Why I Love to Find My Competitor’s House Accounts Agency Sales Pioneering | Successfully “Prospecting” New Lines Agency Sales Pioneering Revisited Agency Sales Shared Territory Development Agency Sales - Negotiate Agreements That Work for Both You and Your Principals
- Work With Principals as Trusted Partners in Profits
- Learn to Sell Professionally
RESOURCE TYPE MRERF CSP (Certified Sales Professional) Seminar I Hate Cold Calling: New Ideas for Getting In Teleforum 7 Worst Mistakes Salespeople Make; How to Change Them Teleforum Which Questions Get Clients Talking Teleforum Dealing With a Sales Slump Teleforum How to Sell Anything to Anyone: The Power of Storytelling Teleforum Tools to Accelerate Your Sales Teleforum No Better Place to Start Training Than at the Top Agency Sales Selling to the Four Temperament Styles Agency Sales Top 20 Companies With Sales Training Courses List SalesWise | A Sales Platform for Salespeople Sales Coach - Analyze Your Lines for Profitability
RESOURCE TYPE Line Profitability Analysis Ops Manual Line Profitability Analysis Teleforum Stop Wasting Your Time on Your Worst Lines Video Line Card Review and Revamp Can Mean Huge Growth Agency Sales Analyze Lines to Determine Profitability Agency Sales - Leverage Technology to Maximize Productivity
RESOURCE TYPE Technology — CRM and Other Tech Teleforum List of Software Providers and Website Developers List Authors Tout Need to Use Social Media — and Its Tools Agency Sales The CRM Struggle Agency Sales Digital Tools for Successful Salespeople Agency Sales E-Marketing Keeps More Feet on the Street Agency Sales Tech Tools Support Agency Alliance Agency Sales iPhone App Bolsters Outsourced Sales Forces’ Efforts Agency Sales When It Comes to Tech Tools, Take It Slow and Easy Agency Sales Technology Complements Rep’s Face-to-Face Efforts Agency Sales - Grow Your Business By Hiring Employees or Sub-Reps
RESOURCE TYPE Succession Planning • Attracting and Retaining New Salespeople Special Report Hiring Salespeople — How to Find Good Candidates, How to Interview Teleforum Hiring Sub-Reps Teleforum Compensation Survey 2005 Agency Sales Specimen Guidelines for Use Between Sales Agency and Employees Legal Sales Agency/Sub-Representative Agreement Guidelines Legal A Manufacturers’ Sales Agents’ Guide to the Use of Independent Contractors Special Report Compensation Strategies for Reps Teleforum Facing Salesperson Retirements Agency Sales Employee Recognition and Praise Motivates at All Levels Agency Sales Hiring the Right People to Grow Your Business Agency Sales How to Hire Top Sales Reps Agency Sales To Drive Performance, Manage the Whole Employee Agency Sales There’s No One Way to Pay Sales Staff Agency Sales A Five-Step Process for Finding Your Next Superstar Sales Rep Website Link - Back Sell Your Rep Firm to Your Principals
RESOURCE TYPE Backselling (5 minutes) Video Backselling (5 minutes) Podcast Backselling to Principals Teleforum Sample Manufacturers’ Representative Profile PDF Backselling Pays Off — Big Time! Agency Sales Do You Get an “A” for Representing Your Firm? Agency Sales Backselling Pays Fast! Return-on-Investment Can Be Big and Quick Agency Sales We Don’t Need Reps Anymore! Two Guys in Chicago Can Handle the Business Agency Sales - Work Effectively With International Principals
RESOURCE TYPE U.S. and European Rep Law Special Report Working with Foreign Principals Teleforum Working with Asian Principals Teleforum Tips From the Real World of WorkingWith International Principals Agency Sales Practical Tips for Representing Foreign Principals Agency Sales - Plan For Your Succession and Sell Your Rep Business
What advantages do professional agents enjoy?
- They attract higher quality principals to represent
- They manage to survive and thrive in tough economic times
- They achieve a much higher profitability and success level
- They retire comfortably
Read the Agency Sales article: “MANA’s ‘Steps to Manufacturers’ Agent Professionalism’ Program”