The Difference
I am not a commission rep. Allow me to clarify the differences:
| Factor | Commission Rep | Sales Team 1 | Sales Calls | Makes calls. | Builds entire sales teams. |
|---|---|---|
| Expertise | 80/20 rule means the odds are not on your side… can you recognize a closer? | 25 years sales as a top rep that can recognize other top reps. |
| Recruiting | No. | All functions a recruiting agency would do: 1. Write and pay for job posts nationally. 2. Hire and pay staff recruiter to run posts, do social networking, access resume databases, screen resumes, contact and screen candidates, schedule interviews. 3. Build recruiting website and create CEO interview. 4. Interviews – recognize talent and sell the job to the reps. Must compete to get good reps. |
| Training | 99% learned nonsense that some other rep told them. Does not train other reps but will spread rumors. Most managers do pep-rallies and don’t know how to train. | Developed a psychologically-engineered sales process that is not just wildly effective but teachable and repeatable. Reps will have a source to go to instead of guessing and randomly copying other reps. Offer regularly scheduled training sessions with rigorous tactical role-play. Record sessions and post to a team website we build. Written scripts and other training documents. |
| Managing | Lucky if they can manage themselves. | Guide reps to deals and help close them. Serious reps get support and non-serious reps are gone. Directors are closers not babysitters. |
| Brand | Will act in own self-interest and often destroy your reputation by exaggerating and over-promising. | Training purposely avoids tactics that are short-term gain but sacrifice your brand. Reps held to highest standards with no tolerance for unethical behavior or fraud. |
| Prospecting | Reps don’t like to prospect so call volume is low. | Can systematically build call lists and create a lead-gen team to keep call volume extremely high. |
| Consulting | May get some useful feedback but more typical are gripes and useless opinions. | Act as VP Sales on your management team acting in your best interest which we know is also in our best long-term interest. |
| Technology | Has a cell phone. | We set up: 1. Recruiting website, 2. Team website, 3. Email, 4. CRM (call tracking) system, 5. Virtual PBX, 6. Autodialer. |
| Legal | Not concerned. | We establish bullet-proof Independent Contractor relationships and indemnify you from any liabilities which include having ICs reclassified as W2 by states involving back taxes and penalties, discrimination and wrongful termination lawsuits, and more you don’t want to know about. We create a detailed Sales Policy Guide and IC Agreements. Our proprietary process allows us to maintain IC status while having control like with a W2 team. |
| Time | Just for personal sales. | We create and operate the entire sales department (recruit, train, manage) so you can focus on product development and production. Countless hours go into the service we provide. Our focus and experience allow us to deliver services efficiently at a fraction of what it would cost you do it yourself. |
| Costs | You may need to pay salaries, office rent, equipment, online services and more. | Reps pay own expenses and we cover all costs for provided services. |