I`m one of three partners in a 6 month old IT consulting business. We are stable and doing well. Nearly 90 days ago, one of the partners recommended that we hire a salesman to grow the business with a 90 day review - we agreed since he had owned his own company previously and we rely on his experience. While the saleman has brought on some new clients, he is coming no where near to his quotas (based on labor and hardware sales) and we have in fact lost money since he has a built in base for the first 90 days.
My partner is of the mind set that a dedicated salesman is required for any business to do cold calling etc. While I believe we can grow the business through an existing client referal/reward program. The third partner is in the middle, but is very logical in how he approaches issues. Regardless, if the other two partners insist on keeping the salesman on board, I`m going to require that he goes 100% comission with no base, so at least the company does not continue to lose money on him.
I have been able to bring several new clients on myself strictly through referals, with no reward structure in place. And this approach is how I`d like to continue sans salesman. But I`d like to get the communities thoughts on this as well. Thank you in advance