Beware the experienced rep.

Bringing on an experienced rep from another contractor is sometimes viewed as a good way to get some volume on the board with minimal training. There are however some pitfalls that can turn this "shortcut" into a disaster.

1. What went wrong at the other place?
You want to be cautious if the rep bashes the ownership or their methods of business. While there may be truth to it, still tread carefully.
2. Get everything in writing first.
I have seen contractors just give a guy a kit and a lead. You want to be sure that your expectations, business philosophy, and pay program are not only understood but tangibly agreed upon.
3. Make it harder for them to succeed.
Yep, be tough on them. If they are good and have the experience then ask them what should you do when business is tough? Then make them show you. The harder you are up front the more production you will get out of them.

In general sales reps can leave a contractor for many reasons. The most common one I see is "the grass is greener on the other side." The future is in the person not the job, bringing on someone that couldn't make it work somewhere else tends to be more of a struggle on the manager and or owner's part, not a shortcut.

Destry Brink
www.stellarremix.com
destry@live.c