Would like to your thoughts on a new rep to the industry and sales.
I was thinking of a base of 25K and commission of 5% of the sale. We are setting the sale price of the equipment.
Is that fair? Please let me know your thoughts
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Mike, the rep has no say in the pricing at all? Is he then just working as a bird dog to provide you with more leads to work? If so, it seems very reasonable. Otherwise I would think some form of gross profit compensation would be good also.
You figure we will lose money for the first few months.
Also to quote one of my favorite sales movies Boiler Room...you have to learn the industry first and get comfortable on the phone.
Bird dogging is important also. We plan to change it after the rep has done well and understands the industry better.
Also to quote one of my favorite sales movies Boiler Room...you have to learn the industry first and get comfortable on the phone.
Bird dogging is important also. We plan to change it after the rep has done well and understands the industry better.
Mike:
Curious here. You mentioned "equipment" only. I know that you and many other seasoned professional equipment sales managers and sales reps are rapidly moving toward software/hardware solution sales and believe that the industry as a whole is migrating in that direction.
Perhaps you have already addressed this, but how about a comp plan that includes reward for a rep (seasoned or new) who takes the additional step of becoming a "Certified Solutions Consultant" or some such title? I talk to sales reps and sales managers all day long and the buzz of the industry is software sells hardware. But how? Many "younger" (not necessarily in age, but in experience) reps I talk to find software not only exciting, but understand it very quickly. They love the idea of using software to sell hardware. It carries a certain "high brow" connotation to newer folks too. As you know we provide our resellers with a "Certification" guide. May be a good recruiting and retaining tool as well and that could sure reduce some big time costs for dealers. And perhaps, it just might generate even more sales and higher margins.
Having been in the copier biz and now the software development biz, I thought I'd throw in my unsolicited two-cents worth!
Curious here. You mentioned "equipment" only. I know that you and many other seasoned professional equipment sales managers and sales reps are rapidly moving toward software/hardware solution sales and believe that the industry as a whole is migrating in that direction.
Perhaps you have already addressed this, but how about a comp plan that includes reward for a rep (seasoned or new) who takes the additional step of becoming a "Certified Solutions Consultant" or some such title? I talk to sales reps and sales managers all day long and the buzz of the industry is software sells hardware. But how? Many "younger" (not necessarily in age, but in experience) reps I talk to find software not only exciting, but understand it very quickly. They love the idea of using software to sell hardware. It carries a certain "high brow" connotation to newer folks too. As you know we provide our resellers with a "Certification" guide. May be a good recruiting and retaining tool as well and that could sure reduce some big time costs for dealers. And perhaps, it just might generate even more sales and higher margins.
Having been in the copier biz and now the software development biz, I thought I'd throw in my unsolicited two-cents worth!
Steven,
Trust me - I am doing the training, so software will be up a driving force.
Trust me - I am doing the training, so software will be up a driving force.
LOL!!!! I figured as much. Guess my 2 cents was worth about -2 cents! I know you are humming with Virtual Copier. 