A salesperson usually checks a business agreement twice – at the beginning of their relationship with a new principal, and then at the end. For the reasons set out below, all trade agreements should apply for a specified period of time. Agreements for an indefinite period are treated differently under the law and require a longer notice period, which reduces the flexibility of a client to withdraw an underperforming agent. And if you want to continue working with a representative when the current written agreement expires, be sure to renew it in writing. Failure to extend in writing does not preclude the conclusion of an agreement, but ensuring a written extension may prevent disputes over the terms of the relationship. 4. The determination of commissions must be clear and not subject to unnecessary conditions — it is a question of being paid. So make sure you get paid for your fruitful efforts. If you are an exclusive representative, which means that you are responsible for an exclusive zone or account, you should receive a commission for all sales in that region. Commissions should not be tied to your „satisfactory” performance. Avoid distribution agreements that designate you as your exclusive representative or with an exclusive area, that also bind commissions only to sales you have purchased or requested or that result from your efforts. Such a language is diametrically opposed to a legitimate exclusive territory.
Most companies have a sales team responsible for increasing revenue through new and repetitive operations. To effectively manage a sales team, many companies use a sales agreement that sets out the framework for how a sales team operates. Each commercial agent agreement should contain seven important provisions. 5. The duration of the contract should reflect the sales cycle of the territory and/or products – in some cases, your efforts may not result in orders of months or even years, for example. B the sale of products related to a construction project, the sale of design-in products to equipment manufacturers or the sale of capital goods. In such cases, make sure that the duration of the contract gives you enough time to develop sales and recover commissions. Ensure that the distribution agreement provides for the payment of commissions after termination, which also reflect the sales cycle. The longer it takes for an order to be processed and shipped, the longer the delay after termination. A contract that only provides for shipments made up to the effective date of termination will unfairly remove commissions on sales already included in the pipeline. You should at least insist on commissions for all orders received up to the effective date of termination, regardless of when they are sent or paid. The first and most obvious proposal to avoid MTSRA issues before you start is to make sure your company has a written agreement with your sales reps.
If you wish to terminate your relationship with a representative, the terms of the written contract should avoid disputes over simple issues such as the duration of the contract, the commission rate, how and when commissions are earned and avoid such commissions, provided that the contract is clear on these points. A written contract may also include a specific definition of what constitutes a „significant ground” for termination (explained below). Return all proprietary materials to the manufacturer. Add catalogs, brochures, samples, and anything else you`ve been able to get to support your sales efforts….