By Charles M. Cohon
Reps sometimes find themselves in the crosshairs of principals looking for ways to cut costs, especially in a tough economy. In some cases, reps may face unilateral cuts in commission or unwarranted conversion of hard-earned customers into house accounts.
So how can a rep company protect itself from being blindsided by a cost-cutting principal? One rep’s solution was to preemptively promote his company’s value proposition.