Mike Lauber, CEO of Tusco Manufacturing, struggled to see the results the company needed from its sales development efforts. Salespeople preferred working with current customers and not trying to find new customers.
Mike thought about using independent reps but hadn’t had much success with them in the past. “Hundreds of thousands of people operate very successfully as independent reps, but their key operating term there is independent. They will do what’s best for them, not necessarily what’s best for you. And I know from experience that it’s a full-time job managing them and making sure you’re a high priority. Just like in any population of people, there is a normal distribution. You have super achievers, which are rare, and weak performers, which are not rare enough. And then the great middle where they’re okay sometimes and other times not. We really wanted to move the mean forward in our efforts.”
Mike tried a firm that sent out emails on his behalf, but that didn’t work either. Mike was constantly looking for something different that could help him grow sales. That is how he found Athena.