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Jennifer

Inside Sales - Bonuses, Outside Sales Commission.. Posted 1:39 PM on 08/08/11 - 

Hi, sorry, but I have a few questions we're stuck on and am hoping for some help :) We are a small business manufacturing beauty products. Currently we have an inside salesperson and two outside salespeople in separate cities. Our company is growing fast and over 80% of our new sales are coming from cold calls made by inside sales. She spends part of her time also, on "checking in" with our current customers, some of those check in calls are made to customers who seem to be fading away --- we don't want to lose them, and one of the outside sales' doesn't seem to be following up well with everyone, just his favourites. Questions: 1. We have offered inside sales a bonus, if her quota is exceeded. Does that bonus get paid based on the whole sales total? OR just the amount that is over the quota? 2. If customers call in and place an order with our inside salesperson, but they are customers of the outside salesperson? Does that sale count in inside's quota? Would outside still get his full commission? Or part? 3. Who do inside salespeople usually call? Just areas where there is no outside salesperson servicing? 4. We want to be fair to everyone, but not lose customers. If we feel a customer isn't being looked after by the outside salesperson, is it okay to have inside sales check on them? 5. At tradeshows, does the outside salesperson get commission when their customers come by the booth? Part commission?

dugdug

Inside/Outside Posted 11:15 AM on 10/11/11 - Reply to this post

Hi, sorry, but I have a few questions we're stuck on and am hoping for some help :) We are a small business manufacturing beauty products. Currently we have an inside salesperson and two outside salespeople in separate cities. Our company is growing fast and over 80% of our new sales are coming from cold calls made by inside sales. She spends part of her time also, on "checking in" with our current customers, some of those check in calls are made to customers who seem to be fading away --- we don't want to lose them, and one of the outside sales' doesn't seem to be following up well with everyone, just his favourites. Questions: 1. We have offered inside sales a bonus, if her quota is exceeded. Does that bonus get paid based on the whole sales total? OR just the amount that is over the quota? 2. If customers call in and place an order with our inside salesperson, but they are customers of the outside salesperson? Does that sale count in inside's quota? Would outside still get his full commission? Or part? 3. Who do inside salespeople usually call? Just areas where there is no outside salesperson servicing? 4. We want to be fair to everyone, but not lose customers. If we feel a customer isn't being looked after by the outside salesperson, is it okay to have inside sales check on them? 5. At tradeshows, does the outside salesperson get commission when their customers come by the booth? Part commission? Why are you paying the outside salesperson(s)? If your inside salesperson is bringing in 80 percent of the new business, they should be getting 80 percent of the reward. Do you have outside salespeople out of neccesity or just because that is what always had been done? It sounds like you have a gem of an inside salesperson and need to make sure that person doesn't go away....As for the outside salesperson calling on the same 10 customers, why are they still around?

newk

inside/outside and bonus Posted 8:18 AM on 10/18/11 - Reply to this post

I would not pay commission to the inside person. They are a support role. Their sales goes to the outside persons commissions. Read the book "Drive" by Daniel H. Pink. It discusses employee motivation. If your support people are there for the benefit of the TEAM, they are your most important employees. The customers then need to learn that they can call the office, as their salesperson is often unavailable, and the office person can help them. This keeps a team atmosphere and no silos will get built up. Also, the bonus for outside people should only be on increases...

James

LinkedIn Posted 8:58 AM on 08/02/11 - 

Hello, I am curious to know what my colleagues think about "not" being on LinkedIn. I have put it off for so long, then I just read this morning's Sales Caffeine. Here are my hesitations... while I have had a very successful career to date, I don't have a college degree. Do you think exposing that will deter potential prospects/customers if they know this? I have seen some peers "fact enhance" their LinkedIn pages and it frustrates me but I could never do it... How would you recommend approaching this? I am going to create a page soon, but frankly the "education" area intimidates me... I know experience speaks for itself, but I am not sure how my "customers feel about that. Thanks for your time and I look forward to your feedback.

Carolina

LinkedIn Posted 4:21 AM on 08/04/11 - Reply to this post

Hello James! I do not know what business you are in but unless you give specialised advice in something that requires a specific degree (like a lawyer or a doctor) I would not care if I was to be your customer. What I would care about is what you could do for ME and if I was a new customer I would probably care to hear what your existing customers has to say about you and your services. If you could get your customers to recommend you and give testamonials on Linkedin that is something that proves your value. A college degree really doesn´t prove anything. By getting testamonials from customers on your Linkedin profile this could be an opportunity for you! Besides, I buy Jeffreys books, read his e-zine and follow his advice and I have actually no clue what type of formal education he has... And I don´t care because his advice is more useful to my business than what my four years of business school was. Keep on being the great, successful person you are!

Brad Bylsma

Thank-You Carolina Posted 11:27 PM on 08/05/11 - Reply to this post

Carolina......I don't know if James was inspired and encouraged by your reply to his post but I most certainly was. Thank you..;-)) Brad

James

LinkedIn Posted 10:21 AM on 08/09/11 - Reply to this post

Great Feedback-Thank you for your insight!

Bonita Hightower

How to Approach the Linkedin Posted 5:58 PM on 08/16/11 - Reply to this post

Hi, James, No 1, if you are intimidated by anything you are self-defeating your entire platform. Just you saying that word intimidated that is a force of negative energy that you are sending out whether you on on Linkedin (which I know nothing about)or face-to-face with a potential client. I neither know your line of business or work, but I do know this much about the following: What you think is what it is within your own framework (your mindset). Do some intensive inside work on your own self and build up your own character from within, and if what you are doing as far as your line of work is concern or anything else after your inside work is complete and you come to the realization that you have NOTHING ABSOLUTELY NOTHING to fear nor be intimidated of you will see that your new Positive flow of thought will catapulat you into the direction that you are intended to be!! Speaking great success ahead-B.A. Hightower

Tracy

getting started cold calling Posted 2:22 PM on 07/28/11 - 

Any one have any tips on getting in the swing of cold calling, having a script that doesnt sound like a script, what questions to ask that don't seem like you are prying.....just doing it when you don't feel like it?

VegasChuck

getting started cold calling Posted 10:45 AM on 07/31/11 - Reply to this post

I would need a lot more information from you. What are you selling, for instance. A good thing to keep in mind is that when someone give you an answer it is not always the real answer. You need to dig. This goes for objections, too. You have to find the real objection. Price is probably the most common objections, but isn't always the real issue. That's when you start asking questions like: "so, if I can get for you at that price, and I'm not saying I can, would you buy my product?" Then listen.

Chase Aucoin

Cold Call Tips Posted 11:36 AM on 09/27/11 - Reply to this post

Tips: Be direct, they don't want you to waste their time so don't Explain why it is that you are calling early. If appointment setting remember you are not selling the product on the first call you are selling the idea of an appointment and building a rapport foundation. If the customer is inquisitive use this as an opportunity to close the appointment. Mr. Jones I would like you to write down that question and any others you have, and then when we have our meeting I will make sure to answer all of them that way neither of us has to be hurried, fair enough? When are you least busy, mornings or afternoon? I Always use least busy instead of when are you available because it is hard for them to come back with "I'm never avilable" second is during the introduction you have about a 10-15 second window to introduce who you are, why you are calling, and a short value proposition. It is your value proposition that begins the engagement process. Think "what is it we do" not "how do we do it" Example: If selling professional services, you don't sell services that include coaching, training, mentoring, etc.. think of the end product. You provide the ability for your clients to manage their business easier, faster, and ultimately add more money to the bottom line. Use testimonial examples in the form of Feel Felt Found The prospect doesn't want to make a commitment I understand how you feel, and XYZ company felt the exact same way, but what they found was "real example of how company moved past that object and then benefited from service" Need anything else call me 870-743-1165 8-5 m-f Central Timezone or chase@ewebuild.com

Doug

Cold calling Posted 10:25 PM on 11/08/11 - Reply to this post

Tips on cold calling! I sell billboards and advertising. The key is just be yourself and don't try to be perfect. Do not use a script and try to get their attention for 5 minutes. Just get their info to follow up and leave them something that gives them a little curiosity and don't give out to much info on a cold call. Most of the time people get back with you by 3 to 4 days if they have an interest. Make the calls and the numbers will make it happen....Doug

Bogdan

Issue fo trust - how can I solve it? Please help Posted 5:38 PM on 07/14/11 - 

Hello, I hope my question fits here... I own a brand-new Romanian web design firm that creates mobile-friendly websites to businesses. The US is our primary market, for obvious reasons. That's why I intend (or dream?:-) to hire a few American salespeople. I know exactly what I want from them, I put everything in place (payment scheme, some training materials etc.) , but there's an issue here: the issue of trust. Since we're not an American company, people could not believe we're honest (yes, we are:-) and more concretely, that we're going to actually pay them. I know that's an important hurdle, but I would not allow it to compromise this venture. So... does anyone has some practical suggestions for dealing with this problem? Thank you!

Joe HuSovial networkingdson

Social networking Posted 11:28 AM on 07/13/11 - 

Just finished reading your book on the social network boom. Awesome! My question is, I have 2 seperate companies. Should I have a seperate twitter, facebook,Linked & you tube for each company?

 

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