Can You Find Commission-Only Salespeople Who Deliver Results?

When it comes to finding commission-based sales professionals, there are several strategies you can employ. Utilize job boards like Indeed, LinkedIn, and specialized platforms to post your job listings. Additionally, networking through industry events, professional associations, and social media can help you connect with potential candidates. Clearly outlining the commission structure and job expectations is crucial to attract qualified applicants.

The Reality of Commission-Only Salespeople

It is indeed possible to find exceptionally talented commission-based sales professionals who understand the value of their skills and demand appropriate compensation. These individuals are often the ones who directly dictate the terms for commission because they are confident in their ability to generate significant revenue.

However, it is rare to find such professionals willing to do marketing on a commission-only basis. Marketing is often a full-time job, and the results will suffer if you do not compensate the marketer adequately. Qualified sales people expect to be adequately compensated for their efforts. For instance, I know a salesperson who sells lighting for offices and factories and gets a 40% commission. Are you offering that? Why does he command such a high percentage? Because he brings in 95% of the business for a multi-million dollar company.

Differences Between Salespeople and Lead Generators

It is important to differentiate between salespeople and lead generators, as they require very different skill sets. A lead generator focuses on generating leads, while a salesperson then follows up to convert these leads into sales. The roles are distinct, and the compensation for each should reflect their unique responsibilities.

Are you looking for an employee or an independent sales rep? The distinction is crucial because the responsibilities and expectations can vary significantly. An independent sales rep has a higher level of autonomy and may not be as closely aligned with the company's day-to-day operations as an employee would be.

Formal Training and Business Impact

Do you have formal training for your products or services and company? The level of knowledge about your products or services can significantly impact the effectiveness of the sales process. A salesperson who is well-trained and knowledgeable will be better equipped to sell your products or services.

What happens if the salesperson is incredibly successful? In many organizations, a commission-only salesperson is the highest-paid employee. This can create potential issues. For instance, someone who causes headaches for the company or someone who takes all their customers with them when leaving the company can be problematic. For example, I have a relative who was a commission-only employee in the financial world for a large company. When the commission plan for the following year was outlined, they offered a huge percentage for doubling the record. Despite no one ever approaching the record, he doubled it and became the highest-paid employee in the company!

Conclusion: Beware of Risks

A sales plan that seems simple or risk-free can ultimately be a catastrophic failure for the company. A great salesperson is usually very independent, and what you get may not always be what you expected. Be cautious when you set out to find a commission-only salesperson—it could be a high-risk proposition, but if you find the right person, the results could be truly spectacular.