Yesterday one of the top sales consultants I have ever met and I traded a few posts regarding commission only sales. Mine are below and you can find Dave Cooke here, SalesCooke, The essence is he believes there are few worthy sales professionals who have the capacity or temerity to work a commission only position, especially while they are looking for another position somewhere else. After a lengthy post, I thought I had outlined the concerns to both the business owner and the sales professional from engaging in that behavior most of the time.
I must say, the simple fact Dave, a real sales management professional whom I know and respect, is involved allays a number of the concerns I would have if I were thinking about an opportunity of that kind. And the fact someone understood they needed support from an external professional such as Dave suggests they are smart enough to know that they don't know and aren't afraid to get the kind of help that prevents problems.
I still believe many sales professionals, not really understanding the players in this mix would be turned off precisely because of how they have been taken advantage of by less integral business owners in the past, Whether or not the sales professionals Dave is looking for are concerned about anything I wrote, or any answer Dave may have to resolve those issues, there is still one overwhelming question that any sales professional worth his salt must answer to any prospective buyer. Ready? Here goes.
Why?
You say there is risk here and reward Dave. You say the sales people in Phoenix lack the self confidence and temerity to see this opportunity and run with it. I concur that with you in the game Dave, the management risk is mitigated but I have to wonder, is their sufficient value in this opportunity for me to give up the time prospecting for my own new job to take on this other project that may or may not bring financial rewards. And if there is sufficient financial reward, how do I know that from the outside?
We know sales is an ROI equation and you are asking sales people who barely know you to take a risk for an unclear Return. Why would I as a sales professional want to do that? What is the payoff to me to take that risk?
I once interviewed a sales candidate who shared with me that while he was off work, he had gone to Home Depot, purchased a number of stick on "No Soliciting" signs for company doors, then went door to door in business areas "installing" them and collecting five bucks apiece. His presentation was simply, "I am here to install this "No Soliciting" sign and I will need to collect five dollars when I am through." He told me he had an almost 90% close rate and an 80% commission on each one. While I don't condone this kind of salesmanship, I do have to wonder, why is a commission only position for someone else, better than some kind of creativity for my own self.
If you can help me understand the value to me of taking a position like this over what I can do on my own, than I will personally do what I can to help you find your sales people. I am all eyes and ears Dave.
With significant respect and baited breath,
Michael D Goodman
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