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Sales Reps: Tips for Importers and Distributors on How to Retain Them

Sales reps are often the only point of contact a retail customer, or on-trade operator will ever have with a wine importer and distributor. But how much care and attention are giving to their well being?

14/08/2017

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You may have the best sourced and priced wines available and the most competitive and well thought through wine list in the country, but where would you be without the sales people to go out and sell them to your customers? Yet, the turnover of sales reps in an average wine business would suggest that more time and trouble needs to be taken to keep them as well cared for as the wines they are selling.

 1. It’s all about the money, money money…

It might be obvious, but ultimately the whole purpose of being a sales person it to sell hit targets and bring in money for the business. Those who sell the most, receive more money. That’s the way the world goes round. But does it? How well are you paying your sales teams? Do you know how your payment terms compare to your competition? Do you benchmark your salaries and benefits against the competition? Do you only get round to paying an employee more once they threaten to leave? Don’t let it get to that stage. Pay them what they are worth.

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