Every company that uses independent sales reps to sell its goods or services needs to conduct periodic sales representative evaluations. As the business environment changes and evolves any good business - be it a supplier or a sales representative, needs to reevaluate its situation and reorient its activities accordingly. As these changes occur over an extended period of time, the reasons which brought the two parties together in the first place may no longer exist. When a relationship ceases to be mutually-profitable it should be terminated. Successful, growing businesses continually reassess and prune their operations, and the same strategy holds true for suppliers and their sales reps.

Sales representative evaluations need not be adversarial - the objective of the entire exercise is to determine whether the supplier and the rep still have the same focus with respect to applications and markets - and in many cases the participation of a third party can make the whole process easier. Often reps will be more candid with an independent evaluator than they will with a principal, and in some cases even company employees will speak more freely to an outsider.

We can assist companies in evaluating independent sales reps - one firm, or an entire sales force - quickly, and with minimal disruption to normal business operations.