{"id":9564,"date":"2016-11-28T12:25:56","date_gmt":"2016-11-28T11:25:56","guid":{"rendered":"https:\/\/optimumventas.com\/?p=9564"},"modified":"2025-04-30T09:56:30","modified_gmt":"2025-04-30T08:56:30","slug":"10-tips-for-the-successful-development-of-a-network-of-commercial-agents","status":"publish","type":"post","link":"https:\/\/optimumventas.com\/en\/blog\/10-tips-for-the-successful-development-of-a-network-of-commercial-agents\/","title":{"rendered":"10 tips for the successful development of a network of commercial agents"},"content":{"rendered":"<div class=\"wpb-content-wrapper\">[vc_row][vc_column][vc_column_text css=&#8221;.vc_custom_1738927795865{margin-bottom: 0px !important;}&#8221;]\n<h2>Optimum Sales \u2013 10 tips for the successful development of a network of commercial agents<\/h2>\n<p>In many inquiries made by our clients, there is an element of dissatisfaction that they express to us quite frequently. This factor is verbalized as follows: <strong>&#8220;The sales agents do not sell my product.&#8221;<\/strong> Faced with such a statement, at Optimum Sales we ask the following questions:<\/p>\n<p>1. How long does it take for one of your in-house salespeople to acquire a new client?<br \/>\n2. What is the compensation the representative receives at the moment of making a sale?<br \/>\n3. What is the relationship between the % of time he dedicates to promoting your product and the % of compensation he receives?<br \/>\n4. What actions do you take to accelerate customer acquisition in your area?<\/p>\n<p>Why do we ask these questions? For the simple reason that, on many occasions, our clients have the mistaken perception that being the commercial representative of a product or a brand is already sufficient reason to work almost exclusively for them and that the sales processes are much faster, or that the clients in the agents&#8217; portfolios, just because the agent markets a new product, should already sell it.<br \/>\nAt Optimum Sales, we believe that a sales agent, a representative, or a multi-portfolio salesperson, conceptually, are nothing more than an in-house sales team that provides the company with capabilities it lacks in exchange for qualitative and quantitative compensation that should be beneficial for the sales agent.<br \/>\nOn one occasion, a client, a software manufacturer, consulted us about their network of agents. The inquiry was as follows: &#8220;My sales agents do not sell my product, and we also have a lot of turnover.&#8221; We asked them four questions, to which the answers were:<\/p>\n<p>1. The salesperson takes 36 months to acquire a new customer.<br \/>\n2. The salesperson&#8217;s compensation is 2% (\u20ac1,250).<br \/>\n3. He must invest 80% of his time to obtain 5% of the compensation from all his representations.<br \/>\n4. We manage and generate marketing investments to attract new clients.<\/p>\n<p>As can be seen from the responses, it is very difficult for a sales agent compensated exclusively by transaction to dedicate 36 months to promoting a product that only accounts for 5% of the sales of their represented companies.<\/p>\n<p>If we want to successfully develop a network of commercial agents, we propose the following recommendations:<\/p>\n<p><strong>10 tips<\/strong><\/p>\n<p>1- Evaluate the value that this type of commercial network brings you and define the network in such a way that its capabilities are incremental to your other sales methods in your company.<br \/>\n2- Clearly establish the commercial processes that must be followed to succeed in selling your products or services.<br \/>\n3- Establish uniform rules of the game for the entire team.<br \/>\n4- Establish a compensation system that includes a portion for acquiring new clients, another portion for the revenue generated, and another for bonuses or contests.<br \/>\n5- Don&#8217;t mind if they make money, if they make money, your company does too.<br \/>\n6- Make them feel like they are members of your company.<br \/>\n7- Make your products important in their portfolio.<br \/>\n8- Take acceleration actions in attracting new clients that impact the agent network.<br \/>\n9- Help them find other firms that complement yours, and you will prevent them from representing your competitors.<br \/>\n10- Set up individual meetings to analyze and monitor their activity so that you can motivate, demand, and control their performance.<\/p>\n<p>Ultimately, managing a network of commercial agents is no different from managing a sales team.<\/p>\n<p>&nbsp;<\/p>\n<table cellspacing=\"0\" cellpadding=\"0\">\n<tbody>\n<tr>\n<td><span class=\"s1\"><b>David Galve<\/b>\u00a0| General Director <\/span><span class=\"s1\"><a href=\"https:\/\/www.linkedin.com\/in\/davidgalve\/\">www.linkedin.com\/in\/davidgalve<\/a><\/span><\/td>\n<td><a href=\"https:\/\/www.linkedin.com\/in\/davidgalve\/\"><img decoding=\"async\" src=\"https:\/\/optimumventas.com\/wp-content\/uploads\/2017\/10\/Logo-Linkedin-P.png\" alt=\"Logo Linkedin\" \/><\/a><\/td>\n<\/tr>\n<\/tbody>\n<\/table>\n[\/vc_column_text][\/vc_column][\/vc_row]\n<\/div>","protected":false},"excerpt":{"rendered":"<p>[vc_row][vc_column][vc_column_text css=&#8221;.vc_custom_1738927795865{margin-bottom: 0px !important;}&#8221;] Optimum Sales \u2013 10 tips for the successful development of a network of commercial agents In many inquiries made by our clients, there is an element of dissatisfaction that they express to us quite frequently. This factor is verbalized as follows: &#8220;The sales agents do not sell my product.&#8221; Faced with [&hellip;]<\/p>\n","protected":false},"author":5,"featured_media":7697,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[70],"tags":[],"class_list":["post-9564","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-optimum-ventas-en"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v27.5 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>10 tips for the successful development of a network of commercial agents - Optimum Ventas<\/title>\n<meta name=\"description\" content=\"10 tips for the successful development of a network of commercial agents, at Optimum Sales we ask the following questions.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/optimumventas.com\/en\/blog\/10-tips-for-the-successful-development-of-a-network-of-commercial-agents\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"10 tips for the successful development of a network of commercial agents - Optimum Ventas\" \/>\n<meta property=\"og:description\" content=\"10 tips for the successful development of a network of commercial agents, at Optimum Sales we ask the following questions.\" \/>\n<meta property=\"og:url\" content=\"https:\/\/optimumventas.com\/en\/blog\/10-tips-for-the-successful-development-of-a-network-of-commercial-agents\/\" \/>\n<meta property=\"og:site_name\" content=\"Optimum Ventas\" \/>\n<meta property=\"article:published_time\" content=\"2016-11-28T11:25:56+00:00\" \/>\n<meta property=\"article:modified_time\" content=\"2025-04-30T08:56:30+00:00\" \/>\n<meta property=\"og:image\" content=\"https:\/\/optimumventas.com\/wp-content\/uploads\/2016\/11\/equipo-vendedores-shutterstock_273429152.webp\" \/>\n\t<meta property=\"og:image:width\" content=\"850\" \/>\n\t<meta property=\"og:image:height\" content=\"558\" \/>\n\t<meta property=\"og:image:type\" content=\"image\/webp\" \/>\n<meta name=\"author\" content=\"David Galve\" \/>\n<meta name=\"twitter:card\" content=\"summary_large_image\" \/>\n<meta name=\"twitter:label1\" content=\"Written by\" \/>\n\t<meta name=\"twitter:data1\" content=\"David Galve\" \/>\n\t<meta name=\"twitter:label2\" content=\"Est. reading time\" \/>\n\t<meta name=\"twitter:data2\" content=\"4 minutes\" \/>\n<script type=\"application\/ld+json\" class=\"yoast-schema-graph\">{\"@context\":\"https:\\\/\\\/schema.org\",\"@graph\":[{\"@type\":\"Article\",\"@id\":\"https:\\\/\\\/optimumventas.com\\\/en\\\/blog\\\/10-tips-for-the-successful-development-of-a-network-of-commercial-agents\\\/#article\",\"isPartOf\":{\"@id\":\"https:\\\/\\\/optimumventas.com\\\/en\\\/blog\\\/10-tips-for-the-successful-development-of-a-network-of-commercial-agents\\\/\"},\"author\":{\"name\":\"David Galve\",\"@id\":\"https:\\\/\\\/optimumventas.com\\\/#\\\/schema\\\/person\\\/31e6ff6f558c53ed65c9a0db1955a47a\"},\"headline\":\"10 tips for the successful development of a network of commercial agents\",\"datePublished\":\"2016-11-28T11:25:56+00:00\",\"dateModified\":\"2025-04-30T08:56:30+00:00\",\"mainEntityOfPage\":{\"@id\":\"https:\\\/\\\/optimumventas.com\\\/en\\\/blog\\\/10-tips-for-the-successful-development-of-a-network-of-commercial-agents\\\/\"},\"wordCount\":607,\"image\":{\"@id\":\"https:\\\/\\\/optimumventas.com\\\/en\\\/blog\\\/10-tips-for-the-successful-development-of-a-network-of-commercial-agents\\\/#primaryimage\"},\"thumbnailUrl\":\"https:\\\/\\\/optimumventas.com\\\/wp-content\\\/uploads\\\/2016\\\/11\\\/equipo-vendedores-shutterstock_273429152.webp\",\"articleSection\":[\"Optimum Ventas - 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