Most salespeople are not salespeople, unless you count their ability for them to sell themselves to you.

A common problem to 80% of small businesses: selling their products. The other 20% is run by a salesperson. The businesses no longer "a small business" are large enough to afford quality salespeople.

The "Catch 22": not enough products and sales to afford the necessary quality person.

And if you can show a potential rep you can afford them, have you created the environment to support the sales process.

Therefore:

1. Can your company ship the required amount of product in a timely manner? Can you produce, store, process, ship and deal with returns?

2. Is the order taking system efficient enough to double and triple volume?

3. Can you produce supporting marketing materials such as graphics for print and internet? Can you provide commercial level graphics? You probably cannot do that.

4. Do you have a website to take orders?

5. How about sales contracts?

6. If you manufacture, how many items are possible in a time frame?

7. Hire an already successful salesperson. Real salespeople are professional, so ask about what courses or training in their experience. They usually have stories, not only amusing, yet clearly iterating their skills. They always know how to ask the correct questions to close the sale. Yes, they do!

8. Establish the product market before hiring. You don't have to sell enough not need a rep, but enough to have constant orders over a period of time.

9. Be prepared for clearly explaining the company's message to the rep. You should have enough experience with the product by now anyhow.

10. Ask the reps you with whom you work for their suggestions.

11. When you visit a trade show, talk to the reps. Find out what they want.

12. Have products no one else carries, such as what you make.

13. Have the rep represent only your products.

14. I'm not sure how much money you need to lose on bad salespeople before you understand the real issues.

15. Do you have certain markets you need covered? If the rep doesn't agree they better have better ideas with experience. Are they married with children? Is that bad or good for you individual situation.

16. Give them enough benefits to stay for the long term.

17. Are you willing to create marketing programs that cost money?

18. How about commercial shows?