Over the last few months I have been contacted and asked to work for commission only, I felt compelled to write and explain why I wont, to anyone who cares.
Firstly my immediate question would be to a potential client “Do you work for commission only” the answer will probably be no.
Secondly, my bank would probably have a problem with it as would my wife.
Thirdly, this gets the relationship off to a terrible start, as there is no trust and all my recent case studies and references from satisfied clients would have not been looked at or even considered.
If we were to talk about ROI, where is the investment from the client?
Does a client care about there business enough to just employ anyone who is prepared to work for commission only. What type of sales person would they really be employing if this was the case.
What would the presentation look like if the sales person, was just interested in selling, and not problem solving or indeed providing a consultative approach that is more effective.
Dangerous stuff – surely the way your company is percieved is integral to the success of it. Maybe not in some peoples eyes.
What about the 16 years experience in which I have learnt the good ways and the bad ways on how to not do it, whats that worth?? Got to be worth something surely.
Does it get sales people motoring by paying them commission only.
Not really it attracts sales people that are motivated by money not the solution, because they need to get paid, and the core reason and goal for that presentation is money… it has to be. Next time you consider a commission only sales person, consider this: What’s the true cost.
My final comment has to be:
” Don’t ask someone to do something you wouldn’t do yourself”