We're looking for winners
As with our products, our standards for representatives are high. They include:
- Established presence and reputation in your territory. We insist that our representatives have the same high standards for service that we do.
- Consultant approach. We believe strongly in using our knowledge and expertise to help customers select the best products for their specific needs.
- Knowledge of territory. It's important that our representatives have a strong working knowledge of the major markets in their territory, including schools, park & recreation boards, developers, day care centers and others.
- Strong record for growth, with continuous increases in sales for the past three to five years.
- Financial stability, including:
- Capitalization and credit line equal to 10%-25% of annual sales. (This can vary based on profitability and payment history.)
- Willingness and ability to invest in your business.
- Solid accounting practices.
- Sound credit and payment history with other vendors.
- Installation capabilities. We're open to outsourcing of actual installation, but we believe it's important that you have an internal coordinator, and you should carry appropriate insurance.
- Business plan. It's hard to go anywhere if you don't have a road map. We ask our representatives to have an annual business plan that addresses people, process, planning and budgets for sales, marketing and operations.
- Professional offices and staffing. You should have a minimum of two outside sales representatives and one customer service/administrative employee. This can vary based on your territory. Burke's preferences are that:
- At least one support person for every three salespersons.
- Sales representatives should be employees, not 1099 vendors or contractors.
- Quotes should ordinarily be prepared by administrative staff rather than representatives.
- Established contacts and relationships with key customers.
- Implemented lead/prospecting database (e.g. Act!, Goldmine, Maximizer, Salesforce, etc.)
- Established quotas by product by rep.
- Effective sales management that routinely monitors all territories to ensure that goals and quotas are met.
- Monitoring of territories, with ongoing review of all open leads on routine basis.
- Sales process in place and followed.
- Synergistic lines of site amenities, surfacing, shelters and bleachers.
- Commitment to ongoing training and improvement.
- Participation in Burke's promotional programs.
- Strong promotional and marketing programs for your firm.
- Involvement in key organizations such as park- and school organizations, professional chapters, etc.
- Commitment to attend key regional trade shows.
- TEAM commitment to succeed with Burke!