To qualify commission only sales candidates quickly, the best thing to do is to focus on the selling skills, ability to thrive independently and the level of motivation. Many businesses think that handling all their sales in house is the best way to sell their products and get many new clients but taking this approach can create many problems.
The problems that this can cause include inconsistent issues with behavior and performance, a poor ratio when it comes to closing deals and a high cost per acquisition. The ability of the commission-based system to work depends on the level of income that is generated through the sales.
Sales Performance Metrics
Sales performance metrics are key indicators that are used to measure the efficiency and effectiveness of sales strategies and the team that are implementing them.
There are many ways to review sales performance, and these include revenue-based metrics, sales activity metrics, customer focused metrics and efficiency metrics.
When it comes to sales performance it is important to regularly review the metrics as this identifies weaknesses and strengths which will optimize the sales strategy.
Assessing Communication and Presence
Assessing communication and presence when dealing with sales teams requires focusing on their ability to build rapport, handle objectives effectively and articulate values. The sales team needs to be able to communicate effectively and be well presented overall.
One of the most important skills for any sales representative is communication as effective communicating will greatly influence the success of the team. Strong communication is vital for sales teams this is the key to managing relationships with stakeholders, staff and customers. Poor and ineffective communication can ruin relationships and possibly result in lost sales and revenue.
Presence is another skill that is vital as this will assist with attracting and retaining a customer base. Presence is important in both in-person and online situations. Due to these skills being so important many independent commission-only sales reps are veterans from sales teams who have built up many years experience and, during this time, they will have built up a comprehensive robust network of contacts.
Ask for Specific Past Achievements
One of the most common ways to find the best candidates is to ask about their greatest achievements and this is a question that is best asked in an upfront and straightforward manner. Ask the candidates for specific examples and projects that they have worked on and what the outcome was.
A way to ensure that the candidates are suitable is to have a clear job description which clearly outlines the expectations and commission structure of the job. A systematic interview system can be useful when it comes to interviewing people for commission-based sales, as this enables people to show the skills, culture and experience that they have.
Role Play a Sales Scenario
One thing that can be useful to implement at the interview is to role play a sales scenario to get an idea of how the candidate would handle the situation. Role playing sales scenarios are useful when it comes to training teams and being able to get the best results.
Reference Verification
Verifying references is an important part of finding commission only sales candidates. The process of gathering references should focus on gathering specific information regarding experiences, previous projects, adaptability and the candidates work ethic.
It is advisable to adapt the questions to find out previous performances of the candidate and how they have handled challenges that they have faced. Some employers do not bother checking references of potential sales candidates as they feel that candidates would not provide a reference that was going to be negative.
Therefore some see it as a waste of time contacting references. When the review process is properly planned and carried out references will be able to give a valuable insight into the skills and personality of the candidate.
Evaluate the Motivation of the Candidate
One of the most common motivation factors for commission only sales candidates is the ability to have an uncapped earning potential. Commission only sales candidates are aware that the more work they do and the more sales they get, then the more they can earn which is an advantage over a job which pays an hourly rate.
These candidates will also be aware that if they do not excel and close a lot of sales then they will not earn very much money. The people who make the best candidates for commission-based roles are people that thrive on the ability to determine their own level of income.
When recruiting it should be assessed how well the candidate’s goals for motivation align with the structure and values of the company.
Gauge the Understanding of Your Product/Service
Commission only roles are popular for both business to business and business to consumer sales. It’s important for businesses to have a sales team that understands the products and services that they are trying to sell as this will enable the products/services to be promoted in the most suitable manner and maximize the revenue potential.
It is always a good idea to seek people who have previous knowledge of and experience in your specific industry.
Conclusion
Companies that want to hire commission only sales agents need to have a strategy that they implement. The best candidates for commission only sales are people that are self-starters and thrive on the ability to set their own level of income.
Good sales agents will be willing to take risks, and they can view adversity as a learning experience. The best candidates for this role will also be self-starters with an ability to build relationships and communicate the benefits of your product/service.
