According to Myers-Briggs the traits associated with those best suited for sales are: Extraversion, Sensing, Feeling, Judgment or what’s termed ESFJ. You know these people; they are outgoing, energetic, have a positive outlook and good at multi-tasking. They are likable and trustworthy.  But here are a couple of things to consider before you hire the next ESJF that walks in the door.

What about hiring a Manufacturers Rep?

Good sales people are hard to find. Moreover, they are expensive and take time to train before they begin producing. Consequently many shop owners choose to rely on relationships, referrals or on independent representatives rather than hiring a sales staff.  Some advantages are that reps have feet on the street; and have established long-term relationships with a number of potential customers.  They generally work strictly on commission and can match a prospect’s need to your metal processing strength.  On the flip-side, these
companies generally represent multiple clients with a wide array of services and products – probably even a competitor or two of yours. Because of this the higher-commission or easiest sale generally garners their attention.

If you choose to rely on independent reps, be sure to take a proactive approach.  Keep them apprised of any new processing capabilities or incentives.  Stay at the top of their mind. In other words, help them help you.