"Sometimes You Need to Work for Your Commision"

I recently read a Tweet http://twitter.com/SmallBizTools/status/1099942082 by "Tools for your Small Business" that got me thinking about commissions. First let me state this article was really about commissioned sales persons in a store but it still got me thinking about what it takes to consistently earn commissions.

If you're in sales for any period of time you will undoubtedly overhear someone say
"those sales guys are overpaid...they hardly do anything and collect a fat commission check. And for what? Being on the phone? Heck I could do that."

The first time I heard that I thought "Well if it's so easy why aren't you on the phone"?

If it were only that easy.

The fact is Sales takes courage. And yes it takes getting on the phone which many aren't willing to do. Remember commission are always earned. It just seems easier some days because of the foundation laid previously by good account management and good customer service.

What then is the key to earning that first commission check? And more importantly how do you keep them coming?

Those are actually two different discussions so let's talk about the later -- how to keep them coming.

The following are a few keys to recurring commissions:

1. Build a BIG Pipeline of customers
   If you want to consistently hit your numbers you have to build a pipeline of customers that is both deep and wide. Remember it's a numbers game. The more customers you're talk to the more opportunities you will have to close.
   
   The hidden secret to building a BIG Pipeline is not only going deep within a customer but going wide. What do I mean by going wide?
   
   Let's take a look at my number 1 customer. I started out with a small project. We delivered exception well on the first project and thus won two more projects. That's going deep.
   
   Now the average sales professional just focuses on going deep. What I did though is after I won the second project I reached out to the customer and said "Know we're having great success working together. I wonder are there other departments or divisions that might have similar needs?" Guess what I was introduced to 3 other division heads and now doing projects for them -- That's GOING WIDE!
   
2. Take care of your customers
   We've all heard the saying it's easy to sell and existing customer than to go find new ones. If you don't believe my how about this little nugget 64% of my sales this year were from existing customers. 64%!
   
   Here's another number for you to consider that 64% accounted for over 100% of my yearly goal meaning I BUSTED 2008's quota.
   
   The point is that this didn't just happen. It occurred because I engage with my customers. I work for them. And in the end they reciprocate with more sales. They've come to know I'll do everything I can to make sure they have the product and services they need.
   
3. Deliver what you promise
   This is integrally related to the number 2. If you promise your customer a phone call, a bonus product feature, additional services or whatever make sure you deliver. Delivering what you promise builds trust. It builds confidence and ultimately builds customer loyalty.

These are only a few keys to building recurring revenue. You're sure to find your own. Now go get started. I'd wish you "best of luck" but you know we build our own luck.

Happy Hunting!

Sales - You've got to be kidding!

For years many of my colleagues said "Jody, you should go into sales." And for years I said "You've got to be kidding." I wouldn't say I'd ever had a bad experience with sales other than 20 minutes that turned into 5 hours with a creasy haired sales man with a big smile saying "You've made the deal of a lifetime". My question to myself as I left the dealership in my shiny new car was "If I got such a great deal why do I feel I'd just signed my life away and why is that guy smiling at me like a big sucker?

I had NO intentions of every going into sales. So what was the turning point?

I'd been consulting in the technology for over 15 years when I was invited to be part of a small startup MobileDataforce. As one of the original 5 guys I found myself in a wide range of capacities. I was responsible for Marketing, Web Development, Sales Engineering, Operations and others. After about 2 years of building the company the CEO and new VP of Sales came to me and said "Jody you're in the wrong job. We'd like you to go into sales full-time." My response this time was surprisingly different -- I actually considered it. Not becayse my view of sales had changed but I finally had a product that I BELIEVED IN! I helped build the product and company and thus had to ask myself why can't I sell what I've been building. Not to mention I had a vested interested in its success. I knew that I believed in the product and thus the logical conclusion was I could sell it! And more importantly, I knew I could sell it well!

I remember the morning I got my first sale - $29.99. Whoo HOO! I was estatic and I was hooked! We've now grown to the point that deals range from $395 to $100,000 and I can honestly say I get excited about each one no matter the size of the deal. Obviously the wife likes the commission for the larger deals!

Lessons Learned

1. Believe in your Product!
   I could never make the leap into sales if I didn't believe in the product we were developing. Ultimatley, no matter how good the product is if YOU don't believe in the product you won't be successful.
2. Invest your self in the product!
   What do I mean? It is a given most sales professional join a company that already has a product. Well get involved in its evolution. Visit with the developers. Give input to the marketing teams. Bounce ideas and feedback you've recieved off others in the company. You'll be surprised how many of your ideas trickle to the right sources and are then adopted as part of your product. Make yourself part of the product and company.
3. Everybody Sells!
   Most of us think that it's only the Salesman that does the selling but each one of sells something; our selves, our talents, our departments services, our expertise. For years I was selling as a consultant but I didn't think of it as selling, I thought I was just helping the customer. But I've come to realize I was really selling my services, my recommendations and myself. Most of us don't think that our individual job has anything to do with selling because it doesn't carry the title of "Sales Association" but in the end we all sell we just don't think it's selling because it's what we do. Which leads to the next lesson learned.
4. Do what you love and you will be successful!
   I love our product PointSync. I see the value it brings to customers. Becuase I see the value and believe in our product that feeling and passion comes through to my customers. It also helps me with the inevitable speed bumps that come when I don't close a deal or struggle with an internal issue. If you don't believe in your product or its capabilities that message will come through to your customers.
5. Find a good mentor and read good books
   I'll go into this more deeply in another posting but having a mentor that you can bounce ideas off, roll play, critique your performance is crucial. Their depth of experience will help you through some of the pitfalls that will inevitably come.

Happy Selling!