If your sales cycles vary, and you only have commission-only salespeople - they will soon starve before they can close any business. Falling out and decrease in sales morale will also quickly result. The company will also attract more inexperienced salespeople that can't get better jobs and the erratic compensation and lack of reliable income means your sales people have more financial problems, which will distract them from work goals. So, think twice before considering commission-only salespeople or sales model. Perhaps if you sell a commodity, commission sales may be just the right thing for your company.
However, in order to create predictable revenue and to develop a motivated sales team, you need a little bit more.
It is really as simple as that. There is nothing more motivating than a sales team working together in a mutual goal, where each person is allowed to participate, give input, ideas and develop sales together. As managers do that, sales persons commit to the vision and give all they've got.
A couple ideas how you can do this:
1- have weekly 'war rooms' where you set goals, qualify leads and prospects and decide next strategic steps.
2- follow-up and review, give thanks for successes
3- stick to the plan: do not give up until you have given a fair shot at the plan you came up with your team
Giving credit where it belongs, distributing trust and accountability, delegating and specializing your sales force will empower your sales people to excel.
However, in order to create predictable revenue and to develop a motivated sales team, you need a little bit more.
- "If you want to build a solution-selling, high-value sales force, commit the team and company to invest in their success just as much as you expect them to invest in the company!"
- - Aaron Ross, (Author of "Predictable Revenue: Turn Your Business Into A Sales Machine With A $100 Million Best Practice Of Salesforce.com" and "CEOFlow: Turn Your Employees Into Mini-CEOs." He is the founder of Predictable Revenue, Inc..)
It is really as simple as that. There is nothing more motivating than a sales team working together in a mutual goal, where each person is allowed to participate, give input, ideas and develop sales together. As managers do that, sales persons commit to the vision and give all they've got.
A couple ideas how you can do this:
1- have weekly 'war rooms' where you set goals, qualify leads and prospects and decide next strategic steps.
2- follow-up and review, give thanks for successes
3- stick to the plan: do not give up until you have given a fair shot at the plan you came up with your team
Giving credit where it belongs, distributing trust and accountability, delegating and specializing your sales force will empower your sales people to excel.
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