Over the years I have noticed that our volume of purchases have changed from different suppliers. Some of them sell very similar products while others are unique. If I look back it is quite intriguing how we changed from one supplier to the other, and it is not always because of better quality or more unique products.
Our suppliers have stayed the same, their product line-up has changed a little. What has changed more often are their sales representatives. It is fascinating how a sales rep can change the turnover of a single company. Off course people on both sides of the track must see eye to eye, but often when you click or have a good repertoire with a sales rep your sales will increase dramatically.
"People do not buy goods and services. They buy relations, stories and magic".So my advice to companies thinking of hiring sales reps, hire character and train skill. You need someone with an empathetic personality that will listen to your customers (or your distributors, remember we are talking about business to business here). If you employ peoples person, you will have good sales.