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Construction Programs & Results Inc

We Like to See The Good Guys Win!

Pay Your Sales Staff Commission

by Michael Stone

Over the last several months I have worked with companies with anywhere from 1 to 6 sales people on staff. Many of these salespeople were being paid a salary in one form or another, such as a salary plus commission or by the hour.

If you have sales people working for you, their job is to bring in as much good, profitable work as they can sell. If you are paying them anything other than straight commission, where is the motivation to sell? There isn't one.

I have been in at least three different construction company offices in the last two months and no one from the sales staff showed up to work until 9 – 9:30 am. For heaven's sakes, the day is shot by then! Construction begins at 6 – 6:30 am, not the middle of the day. Sales people should be in early to check with production on how their jobs are progressing, review time frames for potential new jobs, make calls to subs and suppliers and to catch potential clients before they leave for work.

Granted some or all of this can be done from home, but do you think it is getting done?

Straight commission removes all the stories, excuses, rationalizations, B.S. and hoorah that sales people can generate for reasons they are not selling.

Want to take this one step farther? I think the company owners should be on straight commission as well. They should be paid on what is sold, built and collected each month. Again, that gets rid of the excuses and stories about how bad the economy is.

I'm not saying this to encourage business owners to save money by underpaying their sales staff. I'm saying this because I've been a salesperson for years, and I know that:

  1. the best sales people work on commission only, and
  2. sales people work best on commission only.

If you have a good sales person selling on commission only, you'll be paying them far more than their current salary. And they'll be making far more sales. The good ones in this business are always looking for a challenge. If you are on straight commission, you are going to get the job done or you and your family don't eat. That's a challenge. And it's a marvelous opportunity, because the more you sell, the more money you make.

We discuss paying salespeople in our book, Profitable Sales, A Contractor's Guide.

Comments

Michael, I'll agree but with a caveat: if you're going to pay straight commission and you hire someone who is hungry and good at sales, make certain that you can build what they sell in a timely manner! I was commission sales for a landscape company that just kept getting farther and farther behind, and it was disheartening to watch my projects languish for months, especially when the cancellations started coming.

 

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