Are they financially sound?
How long have they been in business?
Do they have established banking relationships?
Are they financially sound and can they weather a downturn?
What is the plan if the owner meets an unexpected emergency—or gets a job offer?
What is their turnover like?
Have former employees ever sued them?
Do you have an understanding of how the rep company is set up?
Have you examined the systems that the firm has in place?
Are they right for your current needs?
Do you like and trust them?
Are they competent and highly recommended?
Do they have experience with sales similar to yours in scope, size and volume?
Do they have sales management?
Can the firm’s senior management provide insight and help with strategies?
Do they believe in personal sales calls or telesales?
Is their sales style representative of the style you want to project?
How do they recruit salespeople (what kinds of tests do they use?)
Do they offer sellers competitive compensation packages?
Can the sales firm’s capabilities deliver on your actual sales expectations?
Do they have an intelligence network to alert sellers to opportunities and RFPs that could benefit your sales effort?
Do they have ability to sell integrated programs with print, digital, etc.?
Do their office locations reflect the prestige you would want to project?
Do you understand what resources the firm has from a marketing standpoint, such as SRDS, MediaRadar, GfK MRI, custom research capabilities and other assets?
Do they have a current CRM system you can use, or are they able to adapt to yours?
Do they have publisher support services if needed, like media kit and collateral design, IT consulting and CRM implementation, and billing?
Are they right for your future needs?
Do they have a track record of client longevity?
Does senior management keep up-to-date so they can help you plan?
Do other publishers seek out and act on their advice?
Do they have the ability to expand to meet your needs nationally?