Editor's Note: This article originally appeared on BobClements.com

Field sales reps. Depending on who you are, you either look forward to seeing them walk through your door… or you suddenly remember that very urgent “thing” you need to do in the back until they leave. But here is the deal: if you know how to work with them, your field sales reps can be one of the best resources to help your dealership move forward.

Loyalty Goes Both Ways

Let’s talk about the elephant in the room. You cannot expect your field rep to be loyal to you if you are not loyal to them. It is a two-way street. If you constantly dodge calls, cancel meetings, or treat them like they are just checking boxes, do not be surprised if they do not go to bat for you when you need something. The dealers who get the most out of their reps are the ones who treat the relationship like a partnership, not a one-sided arrangement.

Ask for Ideas From the Field

Your reps see more dealerships in a month than just about anyone. They know what is working in real time. Why not use that? Ask them what other dealers are doing that is working. (Okay, maybe not your direct competitor down the road.) But things like marketing campaigns, showroom displays, or creative service bundles are all fair game. If someone else has already tested something and it is working, save yourself the headache and shamelessly steal their idea.

Use Them as Your Line to the Manufacturer

Your field rep is your direct line to the manufacturer. No, the CEO is not going to pick up the phone every time a dealer calls. That is why the field team exists. They are there to filter, solve, and escalate when needed. Instead of venting to the receptionist, who did nothing more than show up for work, start with your rep. Nine times out of ten, they can get you answers faster than anyone else.

What If Your Rep Is Not a Good Fit?

Not every rep-dealer relationship is a match made in heaven. Sometimes, they do not click with you, or they are not providing the support you need. If that is where you are, here is what to try:

1. Have an honest conversation. Tell them what you need and how they can best support your dealership. Sometimes they truly do not know.
2. Escalate it. If you are still not getting anywhere, reach out to the Director of Sales or VP of Sales.
3. Ask for a reset. Territories shift, expectations get fuzzy, people change roles. Request a reset meeting to get back on the same page.
4. Control what you can control. Even if your rep is not a perfect fit, you can still ask specific questions, request resources, and take advantage of programs. Do not let a tough relationship hold your business hostage.

At the End of the Day

Your field sales rep is not just there to make sure your signage is straight or count units on your lot. They can be a partner, a source of fresh ideas, and your best connection back to the manufacturer. The more you treat the relationship as two-sided, the more value you will get out of it.

Need one-on-one support for your dealership? That is exactly what our Dealer Success Groups are built for.

You have the opportunity to work with us and other dealers to work through your specific situation, whether it involves field sales relationships, service headaches, or simply figuring out how to grow without losing your mind.

Because let’s be honest: you do not have to figure this out alone.

Sara