When going from a Direct Sales Force to contracted outside Sales Reps, manufacturers should: 1. Be certain you are making this sales philosophy change for the right reasons. 2. Be prepared when making this change. 3. Expect to pay for performance. The bottom line is this: you want to treat your reps as partners -- and plan to thrive and grow. Be innovative with new products, build your brand, invest in process improvements and support functions. As a result, outsourced reps will do more than their share to help your company succeed. Most of all, communicate, communicate, and continually communicate expectations, changes, goals, and feedback.