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In the age of web based interactive permission direct response marketing... ...you know what I mean... ...sales people are best used for 2 kinds of products o
by access_denied 18y ago
In the age of web based interactive permission direct response marketing...
...you know what I mean...
...sales people are best used for 2 kinds of products or services.
1. High priced stuff (were a comission makes more sense, also). For example: selling yachts. The website generates the leads and the sales clerk does what he should know best: closing the sale.
2. Upsells. This is for example a seminar to write better content for your new website. You could work together with good writers. The thing is: you new clients, you know they need a good content writer _now_. And this kind of now is the phase were good sales people excel in.
- njl 18y agoSalesfolk tend to be the most rational economic actors you can find. If a salesperson can make a reasonable living by just picking up the phone and signing somebody up, they're never going to do anything else. Why should they? If you don't have an extensive sales cycle, there is zero reason why you need to pay commission. If you want rainmakers, you've got to set up a sales incentive program that demands it, and then brutally winnow out those who don't make the grade. Otherwise, pay them a base salary and then a fixed bonus based on the entire group making quota. Brutal winnowing is still encouraged in this situation, to cut out the losers who aren't closing.