Making a living as independent sales agent

May 11, 2015

 

Selling company products today provides great entrepreneurship opportunity, IFE ADEDAPO examines how it works

One of the challenges facing businesses across various sectors is the inability to sell their products or services.

This problem is enormous for businesses that are unable to employ full-time marketers to handle its sales and marketing section. In most cases, the problem may be that the prospects are not sufficient to justify employing full-time sales agents.

Experts suggest that small business managers who have problems with selling can make use of independent sales agents.

Moreover, with the current devaluation of the currency and high dollar to naira exchange rate, most companies in the country are cutting costs and are looking for ways to earn more.

In addition, there are many graduates who studied marketing but have not been able to secure employment with any organisation. While waiting for their dream jobs, human resources experts note that it is not good for them to be idle because experiences are some of the attributes employers look out for.

They add that the years of experience that are requisite for securing a gainful and decent employment can be attained by being an independent sales agent.

Who are independent sales agents?

Human resource professionals say the role of independent sales agents involves field sales and marketing, in which a company’s products and services are introduced and promoted to an audience of both existing and potential customers.

Using targeted promotional marketing campaigns and strategies, a business consultant, Mr. Mr. Jide Osiyemi, says they help increase sales and create brand awareness of the company’s products.

He adds that some companies that have plans to expand their sales and marketing to other states but have no capacity to put marketers on their payrolls employ independent marketers or simply outsource the function to another company.

It offers flexible working hours

Osiyemi says sales agents can work from home, as long as necessary tools to reach out to potential customers like the telephone, computer and high-speed Internet connection are available. The part-time option and the flexible work hours give them ample opportunity to penetrate the markets and territories around them.

Flexible payment structure

The enormous burden of funding travel expenses, opening up offices in other states and maintaining sales coverage in territories with a limited yield are excluded in agreement made with independent marketers.

Osiyemi says independent marketers are responsible for sales in their territory and are paid commissions as agreed upon in a written contract. Payment is due only after the sale is closed.

He says, “The percentage of commission to pay from the sales made, can be determined by analysing the cost of the product, time it took to make the sale, and the quantity sold.

“Working on commission is highly motivating and successful sales agents have enormous potential to make an incredible living. This means that if you are able to perform well, your level of income is limitless.”

Develop expertise in other areas

Intending independent sales representatives must become self-employed, which means they have to learn every aspect of sales and business operations as well as marketing, customer service, order processing and accounting.

Osiyemi says, “However, other benefits are that you can set your own schedule, you can protect your income by diversifying your offerings and your income is not restricted to only one product. You do not need specialised training or specific experience to work in this sales field, but entrepreneurial qualities are very important.”

Emerging opportunities for independent marketers

In the early days, direct marketing techniques were used to reach out to clients, but with its abuse and consequent disregard, marketing agencies are now adopting new developments through continuous learning programmes.

In recent times, online and cross-promotional media options, as well as personalisation and content are the focus of marketers.

According to the Chief Software Architect, HiiT Plc, Mr. Wale Shobajo, the enabling environment provided by Internet-related businesses offers entrepreneurship opportunities for people who intend to be independent marketers.

He says the Information and Communication Technology infrastructure in the country, the consumer readiness to make use of the convenience it offers and the presence of relevant regulators can be exploited by entrepreneurs who are ready to earn more for themselves.

He says, “The government has identified the multiplier effect and the synergy between ICT infrastructure, provision of job and the speedy growth of the economy. The enforcement of the cashless policy by the Central Bank of Nigeria has changed the orientation of people in a way that more people can book flights, purchase items online using their debit cards from the comfort of their homes.”

He says a report revealed that Nigerians were the number one Automated Teller Machine users in the world in 2013.

Backed with the growing Internet skills and confidence in online transactions among the youth in the country, Shobajo says his organisation is grooming entrepreneurs who can earn a living through its ‘Adplus Adpreneurs’ platform.