How do I motivate a commission only sales force?

Our sales force sells advertising for a web-based new publication in a town of a little over 3000 people. How do I get them motivated and out there making money? Our commision rate is 20%. Any suggestions will be appreciated.

Zeida, the pace of the pack is determined by the speed of the leader. You have to set the pace even if your a managing director. You have to also serve your workers, give them ideas but go with them and show them how its done. And here's a few ways of doing it -

1. In your town there will be meetings, where businessess meet, where people of business come together, so have a portfolio ready and go out there and mingle.

People will buy from someone who they like not what you do. So help them to build relationships and get to know the people in town and word of mouth is the best part of getting commission.

2. If you have motivate your sales team then you will either need to sort out the enviroment they are in, within the office with some pet talk which will motivate them. The best way I find is the leader has to be strong, compassionate, buzzing always, and when the office is sparking mad with enthusiasm because of your energy, then the workers will do whatever it takes because they want you to keep smiling but also, they see you're always encouraging, helping them.

3. When they see your a leader, your putting the action in, setting the example in bringing the sale and sharing the knowledge of "How" then they will get moving/

4. One needs to set goals with all the team. The team come together as one, with one goal and together they go for it, but working together not against each other.

5. You can give as much bonus you want but have you took time to listen to them? Have you sat down to find out what they want from their work? Have you found out their dreams? Have you built a relationship with them so there is mutual respect?

These build a strong foundation of not just respect but also, they look up to the leader and want to do whatever it takes because...you took the time to listen and find out about them.

I work for an insurance company and have worked on many projects that involved changing commission schedules, etc.

My observation is that a salesperson tends to act rationally, i.e. they try to make the most commission with the least effort.

Perhaps if they sign up a client you might pay them renewal commissions for as long as that customer is a customer of your business.

Or perhaps what they need is not just motivation, but training. No matter how much they want to sell, that won't matter much if they don't know how.

You might also consider a sliding scale where the commission rate is higher on bigger accounts.

Or perhaps 3000 people simply isn't enough to support your business and you need to cover a bigger territory to be profitable.

It really depends. 20% of what. Maybe set a bonus for the top three performers. you will soon see if they are hungry for money and if you want them on your work force.

Simple, spiffs and contests

Anymore, selling is a dinosaur since there so many hourly jobs with insurance and benifits. You won't find many good self starters that are willing to work comission only. Good luck.

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Regards
Patrick

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