10 Things to Consider in Your Sales Hiring Approach
Hiring commission-based sales people or for commission only sales opportunities can often be tough; however, there are ways to make a sales job appealing to candidates.
If you have a commission only or commission-based opportunity to offer, here are some points that you should consider including to make your sales job more appealing to candidates:
1) Make sure you can provide an annual earnings figure for both an average/typical rep and a motivated rep. Commission sales people are generally money oriented, and it is important to let them know their potential earnings right off the bat.
2) Are commissions uncapped? Or is there an unlimited earning potential? When you hire commission sales people, they’ll want to know that their hard work will be rewarded. Sales people and may be more inclined to accept the position if they can earn six figures
3) Will there be opportunities for advancement, and if so, are these salaried roles? Knowing that a commission-only / commission-based structure is just a starting point could encourage potential sales people to seriously consider the role.
4) Do you offer a bonus or incentive structure? Again, sales reps want to know that their hard work will be rewarded, so performance-based bonuses and/or signing bonuses, and incentives such as cash, gift cards, prizes or trips are just some suggestions to get people interested in the opportunity.
5) Will sales reps receive reimbursements or an allowance for car or cell phone expenses? When candidates have to pay work related expenses out of pocket, providing them with an allowance or reimbursement always helps. Or, you might consider providing them with the use of a company cell phone or vehicle. You might also want to consider this for laptops if one is required for the role.
6) Is there a paid training program, or a guarantee that sales people will earn while getting started? After hiring sales people, it could take a bit of time for a rep to build their client base, so offering paid training or an initial guarantee can ease them into a commission-based/commission only position.
7) Do you offer a draw against commission? People have bills to pay, so knowing that they will be receiving a regularly scheduled draw against commissions will help ease their reservations about commission only/commission-based roles.
8) Will salespeople be provided with leads, or will they be cold calling potential clients? Candidates are more inclined to consider a role if they are supplied with leads. This also works well for entry level type sales roles.
9) Can the sales rep work flexible hours? Candidates often look into these positions because they are offered the chance to create their own schedule and make it as flexible as needed. This way, they can work around picking up kids from school, little league games, or in some cases, their college studies.
10) Is telecommuting an option? Candidates are attracted by the prospect of working from the comfort of their home office. If this is possible in the position you are offering, make that clear from the outset, and also detail if there are any restrictions on telecommuting (e.g. 2 days a week they must be in the office for meetings etc. but can work from home the rest of the week).
While we fully understand that in many situations, none of these suggestions may make sense for you, please consider making the candidates fully aware of all benefits (tangible or intangible) that your opportunity has to offer them.
Next time you are looking to hire a commission based sales team, be sure to consult these suggestions, and make your opportunity shine among the rest!