by Adam J. Glazer | Aug 23, 2018 | Sales Rep Articles
Factors such as long-term and stable relationships with principals and customers, selling products with a promising future in the market, and the firm’s commission income stream on the rise, tend to increase the price.Recently, a client requested our help with a...
by Adam J. Glazer | Apr 24, 2018 | Sales Rep Articles
With surprising regularity, principals are taking legally flawed positions when reps must resort to legal action to collect commissions due, particularly following a termination. The assertion of defenses doomed to fail increases costs to both sides, fails to advance...
by Adam J. Glazer | Jan 17, 2018 | Sales Rep Articles
Sales rep lawsuits commonly seek to recover unpaid commissions following the termination of a rep contract. When Apex Technology Sales, Inc., a Minnesota sales rep firm, was terminated, however, it went unorthodox, responding with an underutilized remedy: seeking...
by Adam J. Glazer | Oct 16, 2017 | Sales Rep Articles
Unscrupulous principals might originally plan to pay the agreed-upon commissions to their reps, and will perhaps honor the contract terms for a while, or at least until the orders start coming in reliably.In the novel “Insurgent,” second of the popular “Divergent”...
by Adam J. Glazer | Sep 1, 2017 | Sales Rep Articles
“Hey, Adam,” begins many an incoming office call, “the principal who owes me back commissions didn’t remember that our contract says Tennessee law (or Utah, Colorado, New Jersey, Georgia, etc.) applies. I can get triple commissions, right?”“Well,” begins the formal,...
