Building a Solid Commission-Only Sales Recruitment Strategy
Jayce Grayye • October 20, 2023
Commission-only models are extremely popular among B2C and B2B companies. In fact, over 11.6% of companies relied on a 100% commission structure in 2021. If you're considering joining 11.6% of companies and want to hire commission-only sales reps, then you need a strategy. Below, we'll provide a step-by-step guide on hiring and maintaining these types of salespeople.
1. Define Your Target Profile
Defining your target profile is important. You should always have a rough idea of what traits and skills your ideal candidate should possess. Here is a bit to help you in this regard:
Ideal Candidate Traits
Companies in both the B2B and B2C sectors should choose candidates who are self-starters.
Similarly, for a commission-only rep, being willing to take risks is also crucial, as is the ability to view adversity as a learning experience.
Another important quality is past sales experience, which will help the candidate quickly contribute to the team.
Skill Set
Many companies in the B2B sector use a hybrid compensation plan that combines a lower base wage with commissions. But, even then, they must be careful when selecting a candidate.
It is vital to pick someone with strong relationship-building skills. That is possible only when the candidate shows other skills, such as:
- Expert industry knowledge
- In-depth product information
- Strong negotiation and communication skills
B2C companies should focus on a different skill set, such as:
- The ability to connect with customers on a personal level
- Exceptional time management skills
- A strong ability to close sales
Keep in mind that each field calls for a different set of abilities, but they are both necessary for success.
2. Craft the Perfect Ad
Once you have a rough idea of what traits and skills you want to see in your ideal candidate, it is time to craft the perfect ad.
The golden rule is to keep your ad as clear and specific as possible. For instance:
- Be clear about the nature of the job and commission-only sales role.
- Share details about the commission percentage.
- Highlight the average earning potential for a candidate.
- Explain a bit about sales metrics and quotas.
- Highlight your expectations regarding sales processes, activities, reports, etc.
Moreover, attracting top talent for a commission-only sales position requires emphasizing the perks of the job. So, be sure to describe any appealing benefits the job offers, such as leads, bonuses, or reimbursements for expenses.
3. Tools and Platforms for Recruitment
Choosing the correct channels to advertise a commission-only sales agent position is essential, especially in competitive markets like real estate, insurance, and finance.
To get the best results, you can use different options, such as:
- Job boards.
- Networking.
- Hire an Agency.
Let's talk more about these options to help you get started in the right way:
Job Boards
If you are looking to hire commission-only sales reps, it is vital that you advertise your ad on the correct employment boards.
Sales-focused job boards, such as SalesJobs.com and SalesGravy.com, attract candidates actively seeking commission-based positions.
Similarly, InsuranceJobs.com and RealEstateJobSite.com are two examples of niche-specific job boards that can be extremely helpful. Be sure to use several job channels to increase the visibility of your ad and, in turn, your chances of recruiting the most qualified and driven salespeople.
Networking
Hiring commission-only sales reps requires a comprehensive strategy that incorporates both online and offline networking tactics.
Attending offline events like trade exhibitions and conferences is a great way to network with possible candidates. Working with event planners to set up a booth or speak at the event can enhance your brand's exposure.
Similarly, with over 950 million users, LinkedIn may be a great online resource for finding new employees. LinkedIn's InMail feature allows for direct communication, which can be quite useful. Moreover, you may reach more people and find more opportunities by using social media and other channels outside of LinkedIn, such as general and niche job forums like Indeed and Glassdoor.
Hire an Agency
Hiring commission-only sales salespeople through an agency can simplify and improve the process.
A good prospect is often already on an agency's roster. Also, they may see if the prospect is a good fit for your company's culture.
4. The Interview Process
No matter how you decide to find candidates, an interview process is essential for selecting the finest. Here's what you should do:
Structured Interview
With structured interviews, you will have a defined framework to evaluate each candidate's fit and skill set.
This way, you can gauge a candidate's knowledge of the sales process from initial contact to closing deals by asking consistent questions throughout the interview process. You need self-starters who thrive under pressure for commission-only positions, and that is when structured interviews may help a lot.
Also, questions regarding relevant experience can help weed out candidates who lack knowledge of the market, competitors, and trends. Therefore, when it comes to finding the best commission-only salespeople, organized interviews provide a reliable and thorough process.
Role Play
Sales role plays are a great technique to evaluate potential commission-only sales reps.
You can learn a lot about a candidate's selling style, product expertise, and ability to overcome objections by putting them through simulated sales situations.
By putting them through their paces, you can gauge their proficiency in areas like:
- Asking insightful questions
- Making persuasive arguments
- Sealing the transaction
Fact: Using real-life examples from the company's experience can make the role-play more realistic and accurately represent the candidate's potential performance.
Culture Fit
Hiring commission-only sales agents is challenging because of the high degree of independence and drive required to be successful in the profession.
Assessing a candidate's compatibility with your company's culture can give you valuable information about their potential for success and longevity in the position.
5. Onboarding and Training
Commission-only salespeople need a methodical strategy for their onboarding and training in order to succeed.
Based on responses to the 2022 Promotional Products Sales Rep Compensation Survey, distributors spent an average of $1,200 on training for each sales representative in 2021, down from $1,500 in 2019.
However, it ultimately depends on how experienced the sales rep already is. Here is how to go about onboarding and training:
| Onboarding and Training Steps | Detailed Actions |
|---|---|
| Set clear expectations | Highlight sales targets and quotas |
| Elaborate sales processes | |
| Follow a set reporting mechanism | |
| Invest in training | Provide market and product training |
| Share CRM demos | |
| Share competitor analyses | |
| Provide resources | Supply marketing collateral |
| Share support team information | |
| Offer software access |
Supporting and Retaining Your Commission-Only Sales Force
Regular check-ins are necessary to sustain and retain a commission-only sales team. The two of you can meet once every two weeks to:
- Go over their progress.
- Voice any concerns you have.
- Offer any criticism you have.
This exchange of info ensures both parties are on the same page. And this avoids any issues down the road.
Need Help? Hire an Agency!
Implementing a successful recruitment strategy for commission-only salespeople can be more time-consuming than anticipated. Why go it alone? At Jayce Grayye Consulting and Recruiting, we have the expertise and resources to swiftly connect you with top candidates who will drive your organization forward.
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