Sales Warrior Lesson 46
Assuring Success
The environment of front-line competition is
unpredictable. Compensation systems for salespeople deal with that
unpredictability by devising compensation systems that reward success but
usually provide a base salary or draw against future commissions. However, these
compensation systems simply delay the inevitable. To keep their jobs,
salespeople must make sales.
The faster we start
making sales, the less costs and expenses we pile up for our employer and
the faster we start to pay for ourselves and building up credibility. This is especially important if you are
taking a draw against commission. Making quick sales takes some of the pressure
off and allows us to concentrate on bigger, better sales.
In order to get a few quick sales, you have to work very
hard looking for the right prospects. Until you start making those sales, you
can’t get distracted by longer-term opportunities alone the way. Long-sales
cycles are a luxury you can’t afford until you have proven that you can make
sales quickly.
