COM - What it takes to get freelance sales reps selling?

COM - What it takes to get freelance sales reps selling?
(CopyRight 2008; Benjamin Goh, www.bensglobal.com)

C for Compensation. Its normally almost impossible to get anyone interested in selling something without a base salary. However, having said this, it is also not impossible to attract the right talent with the right contacts. But the support from the company is critical to ensure that the sales rep is given adequate education of the solution, pre-sales and post-sales support. The percentage should be representative of the difficulty to sell the solution.
If the cost of the solution is relatively low and its targeted for the mass market, then commission percentages can be lower. This can be as low as 20% for the initial order and 10% for recurring revenue.
If the cost of the solution is relatively high and its targeted for the high value and smaller volume market, then the commission percentages must be much higher.. some as high as 50% for initial order and 30% for recurring revenue (if there is a need to ensure that customers are well taken care of and supported; nothing beats the onsite support).

O for Opportunity. Its always great to spark the relationship by giving the sales rep some highly potential leads in her or his territory(s). If it is possible, give away 2 or 3 sale orders easily to the sale rep as a catalyst to start her or his initial revenue boost, this will be a great motivator for her or him to invest more into getting many more sales.

M for Manageability. Being able to manage effectively and efficiently the sales reps in their different territories are critical to ensuring that adequate attention are given to territories where its giving the company 80% of the sales revenue. The 80-20 rule - 20% of the customers give us 80% of the sale revenue. Even though they are freelance, its critical to manage them and motivate them accordingly... financially or emotionally!