Monday Morning Motivator

While a traditional corporate sales structure is feasible if you are part of the lucky 1% that gets VC backing, it can hinder growth dramatically at a time you can least afford it.   A commission-only model, designed and executed well, is the key to a scalable sales model that dominates the market and makes competition irrelevant. However, it’s not right for everyone, it requires a new skill set, and it’s not free.   Here is a checklist to follow to make sure you have the necessary structure to support a professional, highly productive, scalable commission-only sales team: A short sales cycle: You must have an entry-level product or market where deals close within 1-4 weeks of a lead being generated.  For instance, reps might focus on closing SMB’s while working on larger accounts.  Qualified Free Leads: If a rep is expected to generate their own leads from Day One, you will lose them before they become productive. You must provide 7-10 qualified leads per week, at least for three months, whether provided by