From personal experience hiring dozens of "outside"
salespeople on a commission-only basis: you are
in for a lot of disappointment.
Most salespeople are clueless themselves about how
to generate leads and work the sales process. Their
skills are mostly limited to "catch as catch can" -
while many will boast of superb skills, when it comes
to the real discipline of hustling sales as a free
agent, most guys can`t hack it... and the ones who
can probably won`t come looking to work for you.
I think what you are asking is if you can take untrained
guys who are out-of-work and turn them into real
salespeople while offering no financial support, nor
real training (since, presumably, you want to hire a
sales staff because you don`t do it well yourself.
Correct me if I am wrong).
You cannot realistically expect salespeople to do work
you would not do yourself, nor throw them unsupported
into the punishing world of rejection sales entails... and
dangle big commissions in front of them but offer
no other support.
I don`t say this because I think it`s unethical or
unfair to hire outside salespeople on a strictly-results
basis. I say this because it is unrealistic to expect
success with such an offer. You`ll attract the
least-capable, the most illiterate and incapable
people to selling for you by doing this.
Most won`t even work up the courage to pick up the
phone and cold call to set appointments... and those
who do will quickly become discouraged and quit without
letting you know.
That was my experience. I hired over 50 people an
not a single one stuck with it, despite a lucrative
If you want your sales-guys to do the work they need
be making money almost immediately. If they don`t have
the experience and the inner drive/facility to do bigger-ticket
sales both you and they will probably be frustrated.
Remember, broke guys don`t have marketing skills. They
usually are feeling pretty bad about themselves. While
giving a guy in that position a job to do is a good thing for
his self-esteem, you need to assess what both your commitment
to seeing him succeed is, and how much of your own time and
money are willing to invest in his training are.
Oh. you could get lucky and get a guy that just takes to
it naturally and starts making money the first day... but
that`s quite a stroke of luck.
Loren7/29/2009 6:44 PM