Looking for Commission Based Sales Person...

by ivana
10 replies
HI there,

I have a question for you and hopefully someone can help.

Recently I watched one webinar where guy says, he outsources his closing of the sale to a commission based sales person and he pays that guy $150 per closed client.

Now, my question is it possible and where would I find that person?

The problem I have is very simple. There is a time difference problem, most of the calls I get come at night - my time as I am currently in Europe. So I need to fix this :-).

Let me know,

Ivana
#based #commission #person #sales
  • Profile picture of the author jamesfreddyc
    It's quite difficult to locate commission-only sales reps. I have yet to find one that is willing to do what it takes to prospect, deliver the sales message, close sales and repeat. Even providing REALISTIC expectations and a methodology, most just flake-out after a few days of prospecting. I think its mostly because they do not have realistic expected outcomes and do not incorporate the mehods.

    That is, they come aboard thinking they can do 1 or 2 marathon calling sessions and then get a few sales (thinking this will be a good way to judge how things would be). And/or they come from a sales background and unwilling to give up poor propsecting methods (thinking they already know what to do and dont need to or want to incorparate what has worked for us)
    {{ DiscussionBoard.errors[8954306].message }}
  • Profile picture of the author Gladiator
    Any real closer would not work for $150 to close a deal, what if the deal is worth $5000 than it would be 3% of the deal. Not worth it for any closer. If you were to offer a good % for closing deals maybe you can find someone. But I don't think that that real closers do this type of deals maybe it's more for people that are not very experienced!

    If you watched a webinar about this and the guy says he outsources this for $150 why don't you ask him??
    {{ DiscussionBoard.errors[8954314].message }}
    • Profile picture of the author ivana
      Originally Posted by Gladiator View Post

      Any real closer would not work for $150 to close a deal, what if the deal is worth $5000 than it would be 3% of the deal. Not worth it for any closer. If you were to offer a good % for closing deals maybe you can find someone. But I don't think that that real closers do this type of deals maybe it's more for people that are not very experienced!

      If you watched a webinar about this and the guy says he outsources this for $150 why don't you ask him??
      I am waiting for him to respond, but I am not sure if he will...

      hm...I will consider commission, since most of the customers will stay with us on monthly basis. This might work well.
      {{ DiscussionBoard.errors[8954376].message }}
  • Profile picture of the author Neison
    The success of this is the ease of sale. The more difficult it is to sell whatever you're offering, the tougher it'll be to find and keep commission-only people.

    Also, training materials based on your experience (so you can give specific recommendations) and having handouts (pdf or printed, I choose pdf) will make the success of the entire process A LOT easier.

    Providing scripts, etc, and making everything as templated as possible is also a good idea. Experienced people will improvise and build on what you provide them. Newbies and people just needing money will put what you give them to use and rely on it almost entirely, plus they'll discover kinks in the process by following it so closely. That'll help you improve the system overall.

    All that being said, I've found 100% of these types of people on craigslist.

    In the post mention that you have the above (training of some kind and materials to be used).

    Setting them up with an email address using your domain and associating them with your business will add credibility to their efforts.
    {{ DiscussionBoard.errors[8954317].message }}
  • Profile picture of the author jamesfreddyc
    I have done exactly what Neison has commented with a 100% failure rate of people that attempt to sell for us. All of these people I have found are simply unwilling to do prospecting consistently for enough time to fill up their calendars with call-backs, demos and appointments.

    Most just expect to make a few sales in 1-2 marathon prospecting sessions. Which of course is not a realistic or logical approach.

    I think another contributing factor is many just want or need a paycheck but they think "well, I will giveor it a try". Working independently is quite difficult for most people -- they've come from office or structured environments and cannot focus while on their own.
    {{ DiscussionBoard.errors[8954331].message }}
  • Profile picture of the author Neison
    James, if you're expecting them to do all the work of course it's going to fail. I thought she asked about closers or people to handle incoming leads. It's worked great for me for 8 years - having someone to do the follow-ups and relationship building with people who are already interested in the offer. This isn't rocket science but definitely requires certain personalities to get the best results.
    {{ DiscussionBoard.errors[8954356].message }}
    • Profile picture of the author jamesfreddyc
      Originally Posted by Neison View Post

      James, if you're expecting them to do all the work of course it's going to fail. I thought she asked about closers or people to handle incoming leads. It's worked great for me for 8 years - having someone to do the follow-ups and relationship building with people who are already interested in the offer. This isn't rocket science but definitely requires certain personalities to get the best results.
      Like I said, I have implemented all and more of what you had posted. Everything they need to see some success is provided to them. However most simply are unwilling or unable to use the materials, follow the suggested approaches and non commited enough.
      {{ DiscussionBoard.errors[8954368].message }}
    • Profile picture of the author ivana
      Originally Posted by Neison View Post

      James, if you're expecting them to do all the work of course it's going to fail. I thought she asked about closers or people to handle incoming leads. It's worked great for me for 8 years - having someone to do the follow-ups and relationship building with people who are already interested in the offer. This isn't rocket science but definitely requires certain personalities to get the best results.

      Yes, that is what I need - someone to take the call. We do all the work, we drive leads, we have them opt in-or call, we can even follow up later with e-mail and calls, but those initial calls I have problem with. :-) just because of the time difference.

      Thanks guys...
      {{ DiscussionBoard.errors[8954369].message }}
  • Profile picture of the author misterme
    It's exactly what Nieson suggested BUT you also need to hire the right people. And in sales if you don't hire the right people you're going to get a huge turnover. If you get a huge turnover then one part of your business is going to be about always recruiting and training new people.

    You do want to have your own sales scripts that you know are effective. Because the great salesperson isn't out there unemployed. The great salesperson is out there looking for opportunity and $150 isn't opportunity. So you have to produce salespeople.

    But you can't let your success lie in the hands of someone else. If you ever did get the greatest salesperson to work for you, you'd be hostage to them. The second they feel they're not getting paid enough or feel you're keeping them down or not backing them up, they'll leave you - and there goes your sales. And maybe even your customers.

    It could get to the point where they tell YOU what to do or else... if they feel the cards are in their hands.

    This is why you want to have your sales process down so you can basically train a monkey to get sales for you.

    You have to screen for evidence of ambition and determination. You have to weed out bravado and promises.

    One compensation idea I heard of was to pay the salesperson a 50% commission on the first sale,when they acquire a new customer for you. That reward keeps them motivated and making money so they're happy. You make less profit on the first sale but because you do repeat sales with all these customers, you make profit on the rest of their lifetime value with you. This becomes very profitable, the theory goes, because your salespeople, being highly motivated by the huge commission, will get you way more customers.
    {{ DiscussionBoard.errors[8954446].message }}
  • Profile picture of the author Neison
    misterme, that's a good point. How fast do they return emails and calls has been my first qualifying factor.

    Having the materials and training prepared lets me cycle people in quickly and if they flake out it's not a huge loss of time and effort. If you're attempting to train them one-on-one through email replies you'll go crazy.

    Another thing is to consider having a tiered reward system so if they stick with it they'll be earning more. Use gamification by having the rewards easy to attain at first - haha
    {{ DiscussionBoard.errors[8954464].message }}

Trending Topics