WHAT WENT WRONG?

Let’s compare selecting an agent to hiring sales personal. I’m always amazed that companies spend so much time and effort recruiting sales people for their home base, and so little time and effort recruiting overseas agents. Yet an overseas agent can do more to increase turnover by opening up the market of a whole country than a sales person can do at home in a single territory. When companies hire sales people, they train them. They put together targets. They watch over them. Yet when they take on agents, their attitude is less committed. Then they wonder why they don’t get commitment back!