Independent reps are commission only salespeople that carry a portfolio of complimentary products or services. Their multiple lines allow them to cross-sell lines into existing accounts and, because they only get paid on what they sell, independent reps offer a variable cost of sales. For companies trying to avoid the high fixed cost associated with other sales channels, independent reps are an attractive option.
Having been an independent rep for 12 years, I know this channel intimately and have been hired to build independent rep programs for clients and consulted to independent rep firms on improving sales team effectiveness.
In the right selling scenarios, I’ve seen companies thrive using the independent rep channel to grow sales and manage top customer relationships while outperforming other sales channels in the process.