A better alternative to a junior salesperson is hiring a good independent representative like Target Media Sales can give you the coverage you need at a price that won’t make the accountants scream. As a commission representative, we generally only get paid when we sell something-unlike direct sales staff, which requires a substantial investment in salaries, expenses and benefits. We believe in handling a short list of high-quality publications, with only principals of the firm-not employees-working on your publication, ensuring quality representation and territory stability. As for performance-we’ve been in business since 1989 and have had long-term relationships with a number of major for-profit and association-owned publications, delivering in many cases more ad pages and higher market-shares than the direct employees on their payroll.
We have learned very well that experienced, talented sales people working on a short list of publications will achieve results that will satisfy the most demanding of publishers. If you believe that your current sales situation needs upgrading, and are seeking long-term, high-quality representation-either in the Western United States or nationally-let’s talk.
Why Independent Representation?
A tightening economy and major changes in the B2B landscape make the current environment no place for inexperience. The modern B2B sales representative needs to be comfortable selling all forms of media-whether it is a print ad page, e-newsletter, webinar, web site advertising, or trade show booth-and as a result sales representatives that can competently explain and effectively sell multi-media platforms are few, far-between, and very expensive to hire and retain. And what if your budget precludes you from making a hire of this nature? You can directly hire a more junior salesperson, but they will be unable to explain, in language that your client will understand, the why’s and how’s of each media-and by the time they develop the necessary skill-set, the big boys will be lining up to hire them away, which will adversely impact the growth of your brand.