You're hiring the wrong type of individuals when you hire salespeople on commission basis. For commissions you're most likely to get the know-it-all glib hotshots with all the answers who are impossible to work with in a group environment. They are the prima donnas and are not interested in becoming part of a group. They are individuals who draw it up and when the time is right to stop, they get and do into organization to be your competition. They are encouraged by money and driven by their own concealed agendas to take on your company and win. even at the cost of your customers.
As with everything, sergeants have their cons and pros. The pros are apparent. Small company owners who employ great sergeants can focus more on Business Development, method, and high-level networking. These owners don't need to invest all their time in the trenches. Plus, they can really go on vacation for rejuvenation, rest, and motivation.
Depending upon what you are selling will figure out as to how you utilize each of the five actions I outline listed below. If your item has a small earnings margin and you need volumes of service to keep your business running, then you might set about the steps a bit various than someone marketing a big-ticket service.
There are also the cons. You have to pay a quality sergeant well. Also, great sergeants can be tough to discover. The truly great sergeants are in high demand, and are typically already utilized by other services. That leaves the alternative of finding a "rough diamond" and training your own sergeant. Establishing a good sergeant takes time, energy, and a lot of experimentation. But, the rewards are rich.
Now may be an excellent time to team up. It takes a brave management group to actively look for potentially rival business and strike up a relationship. Yes you may have to quit a little margin. However in times of crisis more imaginative ways of getting your item to market are needed. Few companies are genuinely similar. Few have the same technical strengths, the very same scale and business development location of operation.
While do most technology salespeople present like crazy and consistently end butting their heads versus overwhelming objections? After the success of the 3 Piglets, Disney executives recommended to make a follow up. Excellent ol' Walt sensibly stated, "You can't topple pigs with more pigs." Similarly, you can't sell more by presenting harder and longer and using more colours, objection-handling- and closing techniques. You have to do something significantly different. That considerably various thing is medical diagnosis.
There are resources out there, if you want to spend the time searching for them. Keep an open mind, want to think outside the box, and never quit!