Factsheet 8 – Keep it Simple: The Sales Agent Mantra!

In general Keep It Simple (KIS) is an overriding principle when dealing with agents.

Simple is good. Simple products/services are always best for sales agents. Agents tend to work best with simple products and arrangements.

Complexity can kill! If you have a complex offering, then try to rationalise it as much as possible. Once an agent has achieved some success (and therefore gained confidence), you might consider broadening the range. Complex situations often require a lot of training, which is not usually popular with agents as it takes them away from selling (or home) for long periods. Complex situations may also require an unrealistic share of the agent’s ‘brain space’. If the range is too wide or product/service too complex to start with, the agent may not remember enough of the essential facts to make an effective sales presentation. Remember that the agent has several other principals’ product ranges, policies, prices, etc. to remember too. Also the offering of the option to be an introducer may further reduce the problems of complexity.

Working with sales agents can be an ideal way to grow a business or launch a new product with minimal costs. Often sales agents are the most cost-effective, quickest and lowest risk route to market. They may also simply be the best strategy when trying to open up new markets, where pre-existing customer relationships are key.

At AgentBase we have extensive experience of sales agent planning, recruitment and management. Call our friendly staff for a chat about your situation and how we can help you to get the most of out of using sales agents.

Want to know more?

Want Some Advice

We provide a range of advisory and consulting services.

Or simply call us now to discuss your requirements, and for a full explanation of our services. One of our experienced consultants will be happy to help:

01926 864200