Back from the PGA show – now what

So you returned from the PGA Show last week as an exhibitor or attendee and “hocked your wares” to anyone and everyone who would listen. In fact, you’ve met a couple of sales people who look and sound pretty decent and have shown interest in your product/service.

Now what?

You follow-up with them and hopefully they respond back within the next couple of weeks. If all goes well you’ll do your due diligence and check references including current customers because you’re smart. Then you’ll negotiate a compensation agreement and send samples if required.

Then the waiting game starts….

If the rep is legit you’ll get an order within 30, 60 or 90 days or longer depending on factors like product/service demand, rep customer base (hopefully one exists), rep’s work ethic, time of year etc….

Finally wah lah the first order appears!

Now real work starts.

You’ll bend-over backwards to fill the order as seamlessly and professionally as possible in a timely manner. Then with a big happy smile, you’ll pay the rep the agreed upon commission rate within the agreed upon time-frame.

Why do soooo much work to please the customer and sales rep? Listen carefully…

because if the rep makes $$$ she/he will refer other good reps and that’s how one build a solid sales force!

Unless you’e a “big wig” like Nike or Adidas or Callaway good independent reps won’t be banging down your door. If you’re a small company and/or new to the golf industry and fortunate enough to find “a diamond in the rough” treat them and their customers like royalty and watch your sales and your sales force grow in leaps and bounds!

Blah blah blah golf job ads

Have you ever noticed, particularly in the golf industry, how boring job ads can be. These types of ads are outdated job descriptions cut and pasted into a job board ad. Bad, lazily written ads…if written at all…are ineffective recruiting tools that attract “bottom feeders” or “dregs” of the candidate pool.

They usually read like so:

Title – General Manager
(I’m choosing a GM title here but you could add any department head title i.e. Membership Director, Controller, F&B Manager, Operations Manager, Chef etc…and find the same results).

Next is usually a little blurb about the club, where it’s located and how long it’s been around. Then comes the dreaded Responsibilities, then Experience/Qualifications, then Compensation (if even mentioned is very general ,non specific) then more Blah blah blah.



Reading such ads is about as exciting as sitting in a traffic jam or a doctor’s waiting room or being kept on hold or watching the Kardashians…yuck…you get the picture.

What’s in it for the candidate? Absolutely nothing. Why would a “super star” golf manager apply to a boring, basic job description written with no effort or enthusiasm? They won’t. In fact candidates who will apply are typically desperate for a job.  They’re the “dregs”of the candidate pool who could care less about making an impact at the club/organization or job satisfaction or a supportive workplace. All a “dreg” wants is a paycheck and will say anything during the interview process to get it. Period.

So sharpen your pencil or clean your keyboard and chuck the old blah job description. Instead, write an honest and enthusiastic job ad.

Then post it on the #1 golf job board avoided by “dregs”, GolfSurfin.com. Click here to get started.

GolfSurfin.com’s Recruiting Service Stinks…

…at least that’s what one customer thought.

Let me explain.

A new customer wanted to try our service and asked for my advice on how to make a successful ad.

I responded:

“…I suggest, if you don’t already have one, to write an ad as if you were a sales person and include things you would like to see …especially how reps will make $$$ carrying your line. Include points like what makes your company/product unique, why your product will sell and any company accolades/accomplishments. Again there’s thousands of companies that come and go seeking independent sales people in golf. Try to set yourself apart from the pack, tell a unique story and make good on promises made to reps. If done properly they will be banging down your door…”

He wrote an ad and sent it out yet did not receive the response he was hoping for.

Moral of this story is we can’t guarantee a great candidate response  for every company who uses us.

The ad may have to be tweaked and distributed a few times to produce great results.  Sometimes no matter what is written there’s just not a whole lot of excitement out there about the product/service. Such companies may have to re-strategize and come-up with a new marketing and/or business plan.

Point is you’ve got to start somewhere and put your “best foot forward”  to start attracting sales people.  It’s not an easy process for all companies but sitting back and “waiting” for the reps to come  is, in most cases, a fantasy.

The one guarantee I can make is we treat every company equally. We’ll “Blast” your ad to a database (over 4,000) of active golf sales pros within 24 hours of posting.

If you believe you have a solid golf product/service to sell and need reps, click here to get started.

The Scary Angry Sales Rep

Wrote a blog entry about independent golf reps (Hiring Sales Reps – Promises Promises see below) who make empty promises to manufacturers. The point of the message was for employers to perform “due diligence” when hiring a rep before wasting time and $$$ on those frighteningly devilish candidates making empty promises.

An angry rep, who’s blood was obviously curdling after reading the entry, responded back that my commentary was offensive AND I should not criticize golf reps in general. In other words “don’t bite the hand that feeds you”.

I was a little spooked at first that a sales person took the time to write such a scathing reply. In fact, he was even upset that I referenced “Zig Ziglar” ( Zig was the selling guru back in the day).

Booo…thats scary angry!

There are many hard working, professional, independent sales people in the golf industry who are trustworthy and do a great job with the lines they represent. I call them Superheroes. They are the good sales guys & girls GolfSurfin.com helps by connecting them with our customers.

The fact is that there are some bad apples, scammers out there who take advantage of golf manufacturers…especially companies new to the golf industry.

Beware. Bad reps come in a variety of disguises:

-Ghosts or Mummies are the reps you never hear from once they get their samples
-Ghouls tarnish your brand by lack of customer follow-up
-Grim Reapers give wrong company information or make false promises to customers
-The infamous Vampires/Vampiresses usurp all company resources yet never makes quota or significant sales; all they do is complain

To help avoid getting involved with sales Monsters, conduct background checks like:

-call references
-customers
-former employers
-other sales people
-check social media etc.

Don’t just accept a good sales pitch that winds up being just that…a good sales pitch.