You’ve made the decision to enlist an independent commercial agent to boost your sales force. Whether as a complement to your current team or due to staffing shortages in this department, the reasons may vary but the result remains the same. Now, how do you go about finding the ideal independent commercial agent?

How to find your commercial agent?

The commercial agent profile is highly sought after by companies for their ability to attract and retain customers. Therefore, recruiting a commercial agent should be considered a mission of high importance.

To avoid any casting errors, it is preferable to follow certain steps that we will detail for you.

By their function, the commercial agent represents the showcase of the company. Their role is to promote the products or services of the company that hires them.

Identify your needs and objectives

One of the first steps to getting a commercial agent is to identify your needs and objectives. Understanding your sales goals and your company’s target markets is important. This will help determine the specific role and responsibilities you expect from your commercial agent. For example, if you aim to increase sales in a specific market, you’ll need to ensure that your commercial agent has experience and expertise in that area.

We have also written an article to understand how to recruit an independent commercial agent.

It is also important to clearly define your objectives. What exactly are you looking for in a commercial agent? Do you want to increase sales, expand your distribution network, or access new markets? By having a clear vision of your needs and objectives, you will be able to find the commercial agent that best meets your expectations.

Search for potential agents

Once you have identified your needs and objectives, you can start searching for potential commercial agents. There are different ways to find qualified commercial agents.

First, you can explore online platforms where commercial agents advertise their services.

IUCAB has developed a platform for connecting commercial agents and principals. You can post your ad there and meet commercial agents who match your criteria.

These websites and specialized platforms allow you to consult the profiles of commercial agents, their skills, experiences, and testimonials from previous clients. This can give you an idea of the available commercial agents and their expertise in your business area.

You can also inquire with professional associations in your sector. These associations often bring together commercial agents and can provide you with relevant recommendations or contacts. Don’t hesitate to contact these associations and participate in events or meetings to establish relationships with potential commercial agents.

Contact commercial agent

Once you have identified potential commercial agents, it’s time to contact them. The first step is to write a convincing introduction to attract their attention. In your introduction, briefly explain who you are, what your company does, and why you are looking for a commercial agent. Highlight the benefits of working with you and explain why you think the commercial agent would be a good choice for your company.

Once you have sent your introduction, you can arrange initial meetings with the commercial agents who have shown interest. These meetings are an opportunity for you to discuss more deeply your needs, expectations, and collaboration terms. Make sure to ask relevant questions to assess compatibility with the commercial agent and to ensure they understand your goals.

Negotiate terms and agreements

Once you have identified the commercial agent that best suits your needs, it’s time to negotiate terms and agreements. One of the main considerations when negotiating is the commission structure. There are different commission models, such as sales-based commission, profit-based commission, or fixed commission. Choose the model that best suits your budget and sales goals.

We have also written an article on the remuneration models of the commercial agent to help you understand the subject better.

In addition to the commission structure, it is important to discuss other terms and conditions, such as contract duration, territorial exclusivity, sales targets, and termination terms. Make sure all expectations are clearly defined in the contract to avoid future misunderstandings.

Integration and support

Once you have reached an agreement with your commercial agent, it is essential to provide them with the necessary resources to succeed. Ensure that your commercial agent has access to the tools and information they need to effectively represent your products or services. This may include brochures, catalogs, product samples, or pricing and specification information.

Additionally, offer training and support to your commercial agent. Organize training sessions to help them better understand your products or services, target market, and sales strategy. Also, provide ongoing support to answer their questions, address any issues that may arise, and help them achieve their sales goals.