by Customer Service | Sep 23, 2023 | Building Teams
How to Treat a Poser Another application of Paretto Rule is that 80% of a manager’s time is squandered on posers that only bring in 20% of the deals. Why is this inevitably the case? Simple. Closers are self-motivated and will do whatever it takes to make sales. They...
by Customer Service | Sep 23, 2023 | Building Teams
How to Treat a Closer If the 80/20 rule is for real, then 1 closer is worth 5 posers. Indeed more than 5, since the overhead of supporting 1 closer is less than 5 posers. Ask yourself a simple question – what would happen if your best rep quit today? Or all your...
by Customer Service | Sep 23, 2023 | Building Teams
Why Candidates Say No Why? No Savings. Living paycheck to paycheck, with no savings to allow them time to ramp-up. Bad luck or lack of discipline? Inertia. Comfortable in their rut, takes effort to change and start over on an new job, to learn new product, policies,...
by Customer Service | Sep 23, 2023 | Building Teams
Sales Reps Love Commission Only Why? Higher Earnings. Typical higher commission rates result in more money for closers (less for posers). Psychological. Self-employed means self reliant and control – the best reps are often prima donnas – very independent and hate to...
by Customer Service | Sep 23, 2023 | Building Teams
T0. Introduction to Teams This eBook is comprised of a series of articles I wrote on various aspects of commission-only sales and sales reps. The insight that I have comes from many years on the street and on the phone, cold-calling, presenting, and closing deals....
by Customer Service | Sep 22, 2023 | Building Teams
Posers Poseur: a person who attempts to impress others by assuming or affecting a manner, degree of elegance, sentiment, etc., other than his or her true one. I like the French spelling here – it seems more elegant. A poser is a person that must fake performing since...
