by John O'Reilly & Tony Rhie
Love – Reps are…
- More qualified feet on the street
- Able to satisfy local customer needs
- “Professional” salespeople
Hate – Reps are…
- Not salesmen, just order-takers
- Only after the quick buck
- Not product-knowledgeable
This presentation highlights best practice learnings on optimizing the direct-rep mix and maximizing rep performance.