I run a marketing company with clients scattered nationally. Business is off (duh!!) and a friend suggested I bring on some hungry dogs to try and change the flow. This is a cultural shift for us as a company. We have always been more referral based and have survived for 20 years staying above the pack with good service and work. But it is a different time. My concern is that this move shifts our brand into more of a price-cutting model as these guys go for anything they can to get commissions. This doesn't feel right but the most important thing is the survival of the business. Any experiences out there with blood sucking reps.
Answers
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Right now it is about pipeline. Get as much as you can in.
One thing to keep in mind is if you go to that model make sure you have audits in place to make sure you are getting taken by your sales staff..I personally like the idea but internally you need to make sure the deals are solid..I am sure you can find a way to get the sales and also keep the service levels high...Maybe have an internal "sales" person to follow up post sale with your customers to make sure service levels are acceptable...
Commission reps don't work for you. They work for themselves. Stay away from them. They could destroy any equity you have in your brand.
I disagree with the answer below. Beat the streets. Do all you can. Cash flow can save you. Now is not about making money. It is about staying alive.
Anything that cuts into your margins is tough. Think longtail right now. Get more narrow, not more broad. The more you widen your net, the less focused and the more chaotic it gets. Stay to your course and work for referrals in a space where you have knowledge and experience.