Scale Fast With a Commission Only Sales Team (Part 3 Scaling Series)

***Need sales meetings? Schedule a call to learn about our Ad-Free Outreach Systems to get Vetted appointments for your team here.

Part 3 of 5 of the Scaling Formula: Sales is not just a department in your company—it’s the lifeblood that keeps your business running. NO sales = NO business. 

So, how do you get to the point where you can remove yourself from the sales process and hire commission-only sales people/remote closers?

In this episode, we’ll cover the exact sales process you need to have in place to position your business to SELL MORE and get to the point where you can insert remote closers.

Lock in!

• 01:58: How’s the process of hiring commission-based sales reps? 
• 06:52: The importance of having proven sales processes 
• 14:47: Mastering Process-Practice-Presence
• 19:24: What sales numbers do we need to start tracking?
• 27:13: The one thing good closers ask
• 30:56: Part-time vs full-time sales reps
  
  

SCALING FORMULA:

• Part 1: How To Scale Your Business (FAST)
• Part 2: How We Get Over 1,000 leads a month WITHOUT ADS

⭐⭐⭐⭐⭐
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Transcript

(00:00):

Master closers, master entrepreneurs do all three. That's so good. And just to be very clear, this skill of influence of being able to sell, persuade is the number one skill that an entrepreneur has to have. Yes. You can't just outsource this.

(00:15):

The routes that a lot of people wanna take is just to outsource the sale. I just want commission only reps so that I can get out of doing sales. I don't wanna do it. But as you're mentioning, it's the most important skill that you can gain as an entrepreneur because that allows you to not only sell and get more revenue in, but when it comes time to hire commission only reps, you can be a really good coach and know what levers to pull. If your team is underperforming or they're not hitting KPIs, that's really, really powerful.

(00:43):

Welcome to the Takeover with Tim and Cindy, where we show you how to dominate every area of life and business. Let's get what you need.

(00:51):

Welcome back to the Takeover with Tim and Cindy. In today's episode, we are going to walk through how to build a commission only sales team that's going to be on the front lines selling your product or service so that you, as the business owner, can remove yourself and focus on other areas of the business, or even take a vacation if you want to. That is up to you. Ultimately, in this episode, we want to show you the exact process that you can go through to get your first commission only reps, and then to scale from there. This is part three in a five part series on how to grow and scale your business to ultimately make more revenue and remove yourself. So if you haven't watched part one and part two of this series, you wanna go back and listen to those because they are powerful and they lead really nicely into part three, which is all about selling more by hiring commission only reps. So Tim, how do you think about the process of hiring commission based closes or reps? Because that's not where we start, right? There's some things that have to happen initially in order to get to the point where we can bring on commission only reps to sell the heck out of our service for us, and ultimately scale what needs to happen first. Before we get to that point,

(02:22):

I want you to think about it like this. The size of the opportunity for the salesperson will determine the quality of salesperson you get. If you are saying, I just wanna find any kind of salesperson. You don't have a proven sales process. You don't have a proven, here's how to make 20, 50 KA month, whatever that is, you are going to attract the lowest quality talent because the highest quality sales talent wants a proven process. They want a proven offer, and they want a proven opportunity to make a specific amount of money. If you're unproven, you don't have a process, you don't have a clear roadmap of here's exactly how you can start making whatever, $10,000 a month, $20,000 upwards to, you know, a million dollars plus a year. Here's exactly how to do that at our company. You're gonna attract the lowest quality sales talent.

(03:15):

So step one for you to be able to attract high quality sales talent. 'cause remember, we wanna attract high quality commission closers. Mm-Hmm. We don't wanna attract the bottom one, the entry level, the people just starting out because they're gonna take more time and energy to manage that person than just doing the sales ourself. And so this is a big mistake that I see people make all the time, is you have to create an opportunity that attracts high quality sales talent. Period. I mean, think about it for yourself. If your full-time job was, Hey, I want to do sales full-time, you're gonna look for the biggest opportunity, especially if you're commission only. Yeah. You're gonna find the biggest, best opportunity that allows you to make the most amount of money for your time, energy, and effort. And there are plenty of opportunities out there for great closers and salespeople. They get to choose whatever they want. Mm-Hmm. <affirmative>. Now the entry level people just starting out. Yeah, sure, they're gonna jump through your hoops, but great closers, you actually kinda have to jump through their hoops Yeah. To get them on board.

(04:21):

Hmm. So good. So when you say proven process, what does that mean exactly? What are the steps and the processes we have to have in place to make the opportunity or the offer attractive for commission only? Rip

(04:35):

Number one is that you have to have a proven sales process of you closing it at a significant percentage above the expectation that you're gonna put on salespeople. I think another mistake that people make is that they think, well, if it's a full-time salesperson, they should be able to close at a higher rate than me. And like, let's just say I wanna have closers that can sell at a 40 or at a 20 or 30% close rate. That means I need to be doing 10% close rate above. So if I want 20% closers, I need to be closing at 30% or more. If I want 30% closers, I need to be closing at 40% or more, right? Because I need to have a proven process that I can show to a high quality sales rep and say, Hey, look, I've been closing at on this process at 40%.

(05:28):

Here's the script, here's the process. Here's exactly how your leads get warmed up before the call. Here's how many leads you're gonna have on the calendar, et cetera. And if I can show them a proven, Hey, just step into this process, repeat the process, and you can get to whatever that income goal is, then you're gonna have clarity and you're gonna be able to attract the right type of talent for the role. If you are looking for sales reps to build that for you, or to just come in and shoot from the hip, then you are looking for maybe a one in a thousand. Or if you're really good at attracting your talent, one in a hundred's gonna be a get lucky and just close, close, close for you. Most cases you need to have the proven processes pitch, how to handle objections, all of that stuff laid out for them.

(06:18):

Recordings of you closing people. mm-Hmm. <affirmative>. And so that's it. You have to have the process from beginning to end. What does that look like for a proven closer to come in and make whatever their goal income is? Whether you're trying to attract half a million dollar a year commission only sales rep earners, which is like a very high tier closer. Or if you're just trying to attract a 60, 70,000 year earner, which is the lowest tier closers. Or if you're trying to get somebody that wants to be in that 200 K, like most really like good closers want to be 200 k plus closers.

(06:52):

Okay? Mm-Hmm. <affirmative>. So what I'm hearing you say is when you're talking about the process, a few things that you said, one is proven lead flow, meaning consistency of leads on the calendar. Yep. Second thing you mentioned was the warmup process, meaning from the time a lead books on the calendar, two, when they show up with the closer, there's a sequence or a series in place to warm them up before the call. Yep. The third thing you said was a sales script. So literally having a script written out from top to bottom of how a call should be run. Right. And that is dialed in and part that proven

(07:28):

A proven script that you've proved out works.

(07:31):

Mm. And part of that script is the pitch. Yep. How you are pitching your product or your service.

(07:36):

Yeah. Correct.

(07:37):

And then the last part that you mentioned is call recordings of you going through the calls with that proven script. And of course you wanted to be a successful call, right? Of you actually closing, closing

(07:48):

The deal. Yeah.

(07:48):

That prospect.

(07:49):

Yeah. I mean, you need at least 10 or 15 closing calls of you closing the prospect with that process to give to a new closer. So number one, so they can see the process, but number two, people that are high performers, they wanna leader that is even more so of a high performance people that are not gonna work for a weaker person. Right? People want to reach up. People wanna learn from people that are smarter, stronger, better than them. And you don't have to be better closer in the long run, but they have to respect you enough that they can trust you as their sales leader. Mm. They have to trust you enough that if they're gonna be taking advice from you that you know what the heck you're talking about. And if you come in, closers have ups and down weeks and months, like they go through personal stuff, sales is probably the number one highest like variance role that you're gonna have when people are going through personal issues or have different things going on, bad sleep, wife's sick, whatever, different things.

(08:52):

The performance goes up and down more drastic than any other role you're gonna have in your company. And you as a leader need to have gone through enough of the sales process that you understand those ups and downs. A good day, a call, bad day, a call sick, not sick, personal problems. Although you need to be able to coach people through that. And they need to be able to trust you to coach them through those ups and downs. So it's not just the proven process, it's the respect that you're going to have to have Mm-Hmm. From this team you're building. And you don't have to be the best salesperson, but you have to be good enough that they respect you. Mm-Hmm.

(09:28):

<affirmative>, how do you get good enough? So if I'm an entrepreneur, maybe I'm really good at the fulfillment side. We see this a lot where business owners are great at fulfilling on the service, but they're not good at sales. How do you get to the point where you do have those five or four things that we mentioned? The proven sales script. The proven sales process. How do you get to the point where you can prove out, say it's a 20% close rate, to then hire commission only reps? What are very specific things that we can do to get good at sales?

(09:57):

So you think about a sales call happens in three parts. This discovery is what a lot of people call it where I'm asking questions. So what's your biggest challenge with blank right now? How long has this been going on for? What's the goal once you fix this problem, who else are you like that's discovery. And now once we have a really good discovery, which I, you know, I can walk through a little bit more in the weeds on, and once we have a good discovery down, then we have to have a good pitch that is, like you talked about, the 90 10 rule. That applies to a really good pitch because the pitch 90% of the pitch is gonna be the exact same every single time. 10% of that pitch needs to be personalized. So based off your discovery, I could say, Hey Cindy, you were telling me before that blank, blank, blank, blank.

(10:43):

Right? So the first thing that we do it at Pima is we're gonna identify who's your perfect client so that you're not wasting time on calls with tire kickers. Does that make sense? So I might say the same thing every time, but that 10% I'm gonna personalize in the pitch for you. That's good. And so that's a proven process that allows it to feel like a very customized presentation for the prospect. Mm-Hmm. <affirmative>, which is important. They wanna feel like it's a solution to their problem. And then number three, you have to have really good proven processes around objection handling. That is modern. You can't use like the old school car sales, like hardcore stuff that is just like you're pounding them. It's not even modern. It's ancient. Like ancient type of where I'm using like more of a Socratic influence. Where I'm gonna go, Hey, well earlier on the call you told me, Cindy, if you don't get this fixed that you're gonna ultimately have to start laying employees off.

(11:44):

Then when we did this presentation, you said this is exactly what you needed, didn't you? Gotcha. Cindy, it seems like you're nowhere near as like serious about getting this problem fixed. So like what's really going on? So I can do kind of a sequence like that where I'm more using as Socrates to do, I'm using things you said earlier in my conversation with you about you being super committed to this and then what you just told me now that you really like this and you think it'll fix your problem. And, but now I'm saying, well that's weird 'cause you said these two things, but now you're saying you want to think about it. What's really going on? That's really good Objection handling. And not to get too into the weeds on that, but that's kind of what I would consider the more the kind of objection handling you want to do.

(12:26):

Because when you do it like that, you're having a conversation that will lead them to realize, you know what? You're right. I gotta do this. So when you can start using that where you're more using questions and you're holding them accountable to things they've already told you versus the slick little objection handle scripts, which do work, but they're not gonna work on a high level in this competitive marketplace. So you have a great discovery, which what's, you find out what the big problem that we're trying to solve is. You probe into that, what's that problem creating the havoc, it's wreaking. Then we basically do a pitch that's a presentation that's same framework, but it makes it feel like it's personalized to solving their problem, not presenting our cool thing. And then you use objection handling, which is more about holding them accountable to the things they already told you. You get those three pieces to the sales process down, and we have more trainings on it on our YouTube. You have a lot more in depth trainings on it. You do those three things. You have those dialed in on your sales process, you're gonna have such high close rates once you've trained, once you've dialed in, that you're gonna be able to replicate those with commission based closers.

(13:34):

Okay. That was a lot of information, really good information. How do we get good at it? So I understand the discovery, the pitch objection handling. Maybe I have a script that I've written out. How do I start to get good at sales? And then another question is, what numbers do I start tracking that I can then show commission only rips. You have to have x, Y, Z numbers in place.

(13:54):

So let me ask you, and it's a rhetorical question. Think about the last movie that you laughed at, or the last movie that you cried at, or the last movie that you just, you felt emotion on. All of those were scripts. You laughed at a script that was rehearsed enough to sound really natural and to be very genuine. It was executed so well that you laughed, you cried, you bought into the character. Mm-Hmm. <affirmative>. It was an actor, but you felt an emotional connection with the characters. And so we want to have a proven process that we repeat, that we drill, that we practice enough so that it sounds, feels natural on a call. I call it process plus presence brings closed deal. So process is knowing the questions you're gonna ask. Mm. But then presence is not making it feel like you're going through a script.

(14:47):

Yeah. Big mistake people make is they either start with presence, I just want to be present, I just wanna feel natural. Well, you know, that's being lazy. Hmm. Because you're shooting from the hip, which means you're going from a process, but it's not an intentional process. You're going through a process that you feel like might work, but it's not proven. So you wanna get a proven process, practice it enough so that you have presence. That's good. Process, practice, presence. There you go. So you get the right process, you bring enough practice and that makes you to be present on the call, which is super important. Now we have uh, process, practice presence. Now we want to think about reflection. Watching the call, watching game tape. Mm-Hmm. If you look at the best athletes that play, one thing they're obsessed about is watching game tape. The best coaches.

(15:35):

Yeah. They watch game tape, they watch their competitors play, they watch themselves play. And they look for the little nuances, the little nuances that they could have done better, where they can improve. And so that would be it is you wanna practice before game day. Mm-Hmm. <affirmative>, imagine if we keep on with the athlete's analogy. Yeah. We wanna practice, practice, practice, practice, practice. Before game day sales call would be like game day. You know, that's like, okay, we're actually playing a team and then we wanna do reflection through watching game tape. You wanna watch that game tape? If you do those three things so good over and over and over again, and then really tweak it and dial it in, you'll become a master closer. Most people do not do the first part or the third part. Master closers, master entrepreneurs do all three. That's so good.

(16:23):

And just to be very clear, this skill of influence of being able to sell, persuade is the number one skill that an entrepreneur has to have. Yes. You can't just outsource this. The best entrepreneurs are incredible salespeople. Sam Walton of Walmart sold insurance is a very good salesperson. Elon Musk, incredible salesperson, mark Zuckerberg incredible salesperson, bill Gates, incredible sales. These are incredible salespeople. And we don't know it because we see them as incredible entrepreneurs and business owners. Mm-Hmm. But they're incredible, incredible salespeople. And so that is how you get really good at it. And then after doing that long enough, say you're the player, you can now become the coach. Mm-Hmm. <affirmative>. And now you can watch your players play and you can make the adjustments. You can watch their game tape and give them feedback.

(17:12):

So good. That's so powerful because the routes that a lot of people wanna take is just to outsource the sales. I just want commission only rep so that I can get out of doing sales. I don't wanna do it. But as you're mentioning, it's the most important skill that you can gain as an entrepreneur because that allows you to not only sell and get more revenue in, but when it comes time to hire commission only reps, you can be a really good coach and know what levers to pull. If your team is underperforming or they're not hitting KPIs, that's really, really powerful. And I love that you mentioned the process plus practice equals presence.

(17:47):

I literally just made that middle one up on the

(17:50):

<laugh>. That's good. That's good. I like that.

(17:51):

I was always, uh, process post presence equals closed deals, but I just made up the process. Practice equals presence. So

(17:57):

That's so good. Lots of peace. It's really, really easy to remember too. And then reflecting back on reviewing your sales calls, reviewing areas that you could have done better. I think that's a part that a lot of people miss. They're just going through lead off the lead off the lead. Yes. But if you don't stop and reflect and look back, you don't know what tweaks and adjustments to make

(18:14):

A hundred percent. And then think about it. You become a good player now. You become a good coach. Now you can be a good owner. Mm-Hmm. <affirmative>. Right? Because now that you know how to coach, you also know how to get somebody that can coach the sales reps. It's step by step. You're moving yourselves out of it. So good. The goal is not to be in it forever, but the goal is to know it and be good enough at it that you could oversee somebody else. Yes. Right? It's the same thing as you don't just go hire a marketing company and know nothing about marketing. Mm-Hmm. <affirmative>, right? If you're gonna hire a marketing company, you wanna be able to at least along the process with them, have them teaching you

(18:49):

Yes. Learn.

(18:50):

Right? Or you want to know enough about it that when you hire them, you can keep them accountable. Mm-Hmm. <affirmative>. But people that just go like completely outsource their marketing and they don't learn the process along with the company. It's like the, the result either comes or don't and the owner does not know why. Mm-Hmm. <affirmative>. Which means if things go great, it's not because you, as the business owner did great, it's because a third party company did great. And when things go bad, you don't know why is the owner, which means you have no control over it. So understanding the different pieces is very, very, very important. For sure.

(19:24):

So good. What are the numbers we have to be tracking from a sales perspective? Because I'll tell you this, we recently worked with an influencer doing, I mean, millions in revenue and they have an outsourced sales team. However, the sales team did not know their numbers, which was very odd and very strange. And so we wanna be able to equip you all as you're building your commission only team, to make sure that you're tracking the numbers. Because the data, the numbers, the KPIs are so important as you are scaling with the goal. As we know, the goal of this series is to remove yourself. So Tim, what numbers from a sales perspective do we need to be tracking? Hey there, make sure that you are staying on top of your game by following the show. Hit that subscribe button for the takeover with Tim and Cindy, wherever you are listening, let's get winning together.

(20:16):

So there is a million numbers you could track. What I'm gonna do right now is give you the foundational, the most important numbers to track. And then you are gonna add more to this in the future as your company gets more advanced. What's super important is anytime you add or do any new process or system is, remember simplicity scales, complexity fails. And so you want to keep things that are so simple that you actually do it, that your team actually does it. Yeah. So let's just think about this. I'm gonna talk on two numbers. These are just gonna be overall KPI numbers, and then I'm gonna talk about some dollar numbers. Okay? Some dollar numbers you need to be tracking with your marketing. Okay? So I'm gonna go into a couple numbers. Some of them are gonna be a little bit on the lead generation side, and then they're gonna start moving into the sell side.

(21:03):

I want people to put this in a full context because sales in marketing should just be one word. Sales marketing <laugh>. That was so lame. It was so lame. Anyways, but they should be the same department oftentimes in companies, they're actually at odds. So I want you to all really start thinking that your sales in marketing, they're like peanut butter and jelly, right? Mm-Hmm. <affirmative>, you don't make a bread sandwich. You make a peanut butter and jelly sandwich. Mm-Hmm. <affirmative>, right? So you wanna see your sales and marketing as one team, one unit. So I'm gonna blend in a little bit of some of the numbers from lead generation and you're gonna see me blend that into the sales process. 'cause these numbers are very, very important for you to understand your business as a whole. So first off, let's kind of walk through from how when a lead is generated all the way to when it's closed, what we're gonna want to track is how many leads did we generate?

(21:51):

Meaning that's somebody that's interested, they raise their hand, but they haven't booked a call yet. Second step is book call, but we are gonna be running people through an application too, so that there could be a little bit of a number. We track people that started form versus who booked. Then there can be a manual review. We have our, our closer admins manually review every booking before the call. And so you can track qualified or not qualified after manual review. So I am a little in the weeds on this, but this is a very simple, if you do these numbers, it's gonna be very helpful. Then from book call, we want to have show rate. How many of those first calls that booked actually showed up. Then from show rate, from those live calls that actually happened, we want to track the close rate on those.

(22:34):

So that's the number you want to track your close rate on. There's different companies that tracking on different things. The only number that makes sense is out of all the calls that I actually took with live people, how many did I close? So mm-Hmm, <affirmative>. If I had 15 people on my calendar today for my team, but only 10 of them showed up and three close, I'm gonna say three of the 10 close, which is a 30% close rate for the day. Mm-Hmm. <affirmative>. I'm not gonna track the 15 that were booked, right? So it's, yeah, we have booked, we have show rates, we have close rates, and then there's gonna be some other numbers on that. So you could technically track a second call booked. We're on a two call close, second call booked. And you could do offer made meaning like, Hey, we offered out of 10, we offered five out of the five we offered three closed.

(23:24):

And then if you are doing two call closes, you track second call booked, second call showed second call close. You can track when the close happened. Was it on call one or call two. So those are the numbers you wanna know. High level for your sales funnel. When you think about really important numbers for the scalability of your business, you're gonna think, what is my cost per qualified booked call? Meaning for the actual, after all the lead funnel stuff happened, what am I paying to get a fully qualified person on my calendar? Mm-Hmm, <affirmative>. Then you can track what am I paying to have a live call? Meaning what am I paying to have somebody actually show up? And then finally, what am I paying for client acquisition cost? Hmm. What does it cost me to get a customer, right? So like if yeah, it costs me, let's say $500 to get a qualified person on my calendar, these numbers, these would be bad close rates. But I'm just gonna give a simple example. $500 per qualified person on my calendar. I get 10 people. Out of those 10 people, seven shows. So that's $5,000. Seven show up, one closes. That means my client acquisition cost was $5,000 because I paid $5,000 in meetings to get one close deal. Mm-Hmm. <affirmative>. Now if you need to go back, listen to that again, it can be a little bit complex, but I wanna know, what do I have to pay to acquire a client? Why do you think the client acquisition cost is important? Because

(24:50):

This is for scalability. You're right. And profitability. 'cause if I know what my client's acquisition cost is, I can scale. I can know how much I can spend on ads, how much more I can spend, and then ultimately how profitable is my company.

(25:01):

Exactly. So if I know I'm paying, let's say $2,000 to acquire a client and I make $10,000 on that client and my profitability is X on that, I know how fast I can grow. 'cause I can essentially throw money at my client growth problem. I can pay as much money as I want if I have the client acquisition cost dialed in. Now, another important number to know here, and this is kind of a bonus, is your cash collected. Meaning how much cash is your closers collecting on the call? Is that a 30%? Is that a 50%? Is that a 60%? Why is that important? Is because when you start thinking about scale speed, right? So if my client acquisition cost is $2,000 and I end up selling a $10,000 product, that means I have $8,000 there left for fulfillment. Like let's just say after everything's said and done, I make a $5,000 profit on this person.

(26:03):

That's really good. Here's where it can get messed up. If you're only collecting $3,000 on that call and the next payment's not due for 30 days, you have it on this big long payment plan, you're actually losing money in that first month, possibly first two months to acquire this client. So the first month or two, you're actually going in the hole. If your cash collected percentage is not high enough. Mm. Ideally you want to two x your profitability within the first 30 days. If you can two x your profitability, meaning the cash that you collect within 30 days can make it so that you're making two times more profit than you spent to get that client. That means you have a very, very, very, very scalable system. Mm-Hmm <affirmative>. It means you could take half that profit and reinvest it in marketing next month, take half that profit and just put it in your profit account.

(26:55):

That's good.

(26:56):

So if you have to listen through some of these numbers, they're a little complex, listen through this section a few times. But if you have all of those numbers, you're gonna be in a really good place and there's a more complex and advanced stuff that you can do down the road. But if you do that, that alone right there, and you actually track those numbers, you could build a nine figure business just off of tracking those numbers.

(27:13):

So good. So good. And we know just from, we did a lot, we've done a lot of recruiting around commission only reps, but for our company, but also placing closers in other companies as well. Closers will ask you what your numbers are when they're interviewing. Oh yeah. Really good closers will ask you what your close rate is. They'll ask you what your show rate is. They'll ask you how much cash is being collected on the call. They wanna know these metrics because good closes wanna know if I jump onto this opportunity, how much money can I make? And they wanna know that the company they're joining on with has these numbers dialed in and they know these numbers and that they're tracking. So we're not just saying this just because it's nice to have these numbers. If your ultimate goal is to hire and place commission only rips on your team so that you can remove yourself from the section of the business. You have to be tracking your sales numbers and the numbers that Tim went through here from the time that they're booked a call until close rate and beyond. Those are super important numbers to be tracking. And that's just the baseline. And even with those, these baseline numbers, you and your team can do really well with those as well.

(28:17):

With those baseline numbers, you're doing better than 99% of companies out there. And I will give something on this. Once you have those numbers, that's what you're gonna build what's called on target earnings otes. Because when you hire a good sales rep, they're gonna want to see the otes and they're gonna want see what numbers they're based on. Mm-Hmm. <affirmative>. So just imagine this, I'm gonna walk through somebody. I'm gonna say here is exactly how you can make $20,000 a month in our business at a 20% close rate. And I'm not gonna go through all the numbers on here. It'll be the same numbers. Like we're gonna book you 120 meetings a month. We're expecting at least 80 of those to show up of 80 of those that show up. We're expecting a 20% close rate of those that show up. Numbers, numbers, numbers, numbers, numbers with bonus and commissions.

(29:04):

That would be a minimum of $17,000 a month. That's the minimum we want you at. Now if all the numbers are the exact same Mr. Closer Prospect Mrs. Closer prospect, but you could increase your close rate to 30%. You'll be at a $26,000 commissions every single month. And oh, by the way, Mr. And Mrs. Closer, I was closing on this at 40% and we have all the systems and processes to ensure you're at least doing 20 or 30. So good. So now you literally create a roadmap for somebody. Maybe they're doing $10,000 a month and they wanna get to 15 and you can show 'em a roadmap. Here's how to get there. Maybe they're like all closers want to like get past 20 KA month. Like that's the golden, oh my gosh, if I can get past 20,000 a month. And then you have some people that are way, way beyond that.

(29:49):

But I would say most majority of like really good closers, they just wanna be above $20,000 a month. So if you can have really good OTs, but they have to be real because if you show a 25 KOTE and then they start asking you hard questions and you can't back that up, then you're gonna make yourself look bad. Mm-Hmm. <affirmative> or worst case scenario, which is even worse, is you show them a $25,000 OTE, they get into your company and then you are promising 120 meetings a month and you're only giving them 60. You are promising these leads were gonna be warmed. These leads aren't warmed up. So you gotta make sure this is why you gotta be in there and you gotta build it, you gotta get it going and and working. And once you've done your part of building this thing from the ground up and really getting in there and and dialing it in, now this is how you can attract high quality sales reps because you either do the hard work now to get all this stuff in place, or you do the hard work of managing a mediocre sales team, which I promise you is gonna cost you one more time energy, emotional stress and effort than actually just doing the real work from the get go.

(30:56):

Yeah. Yeah. So good. What if we look at, 'cause we know our clients ask us this all the time, getting part-time commission only reps versus full-time. What are some things we need to be thinking about between the two? Somebody that's just kind of partly working with my company, maybe taking a few calls a day versus somebody that is full-time committed to the company working as a full-time closer. Yeah.

(31:18):

So there is people out there in the commission only industry that are, they want to be on multiple different opportunities because different companies, they have big ebbs and flows. They could be crushing it for six months, but they only have one lead source. So then when that lead source crashes, their company crashes. And this happens a lot there. A lot of businesses are unstable. If you're listening and follow our stuff, you'll become a stable business. But you have to understand most businesses out there that are looking for and hiring remote closers, they're not stable businesses. They might have successful marketing campaigns that are crushing it for a while and then the moment a Facebook algorithm changes or something changes, now all of a sudden they've got a layoff closers. So it's not uncommon in the remote closing space for people to be on two or three companies at one time working part-time.

(32:05):

Totally fine to do that. It's very, very much fine to do that. Just you wanna find somebody who is already selling similar stuff to, for instance, we wouldn't hire somebody that's selling how to lose weight right now, like selling a program that's like how to lose weight. Because that's so far away from who our customers are and what we offer. So you'd wanna find somebody who's familiar and selling stuff similar. And then long term, I think if any closer knows that they could sell at one company and make a ton of money and they know that there's five lead sources, so that it's a very reliable company to sell at, they'll go full time. So you wanna find somebody who's already on similar offers and it's not uncommon, somebody that's kind of traveling and making money remote closing totally fine. But just find somebody that is in a similar, already selling similar stuff to what you do, or at least selling to similar type of clients. 'cause like the example before, going from somebody that's trying to lose weight to somebody that's trying to get more leads into their business, completely different prospect. And so for them to take a couple calls in the morning with one type of prospect and then totally switch their mindset to sell your type of clients, it's just very difficult for people to do. And unless they're crazy advanced salespeople, you'd wanna find somebody that knows your audience already very well.

(33:23):

Yeah. Yeah. Absolutely. I would even say a second thing to that, when you're considering part-time versus full-time is just how much lead flow you have. Yeah. Right. If you don't have as much lead flow, so say maybe you can reliably put two to three calls on a closest calendar a day, that's more so a part-time opportunity. Yeah. Versus if you can book five to eight calls on a closest calendar per day, that's more so a full-time opportunity, right? Where they are taking 5, 6, 7, 8 calls. But if your lead flow is not dialed in and you do have say, less lead flow, say it's only two to three calls a day, or maybe they one to two calls a day, that's more so a part-time opportunity. Yeah. Yeah. And I think it's important to be able to differentiate the difference between the two.

(34:03):

Oh yeah. A hundred percent. And sometimes because of, like most businesses fail, like most businesses can work for a while and they don't work. So you know, in remote closers, they're commission only, like there's no base for them. If sales are down for a week, they're not making money for a week. So sometimes they might even just start with your company part-time. 'cause they don't wanna let the other stuff go because they're not gonna put all their trust in this new business. So there is that as well. So sometimes you might find a really good closer that goes, Hey, actually I don't wanna go full-time. I've got this other offer I'm on. I've got this other company I'm working for that I'm making a money on, and I would like to try yours out first. Mm-Hmm. <affirmative> to make sure that's not unreasonable. Because a lot of times commission-based closers, they've been burned by a lot of companies that made big promises, said, Hey, your OT is gonna be 30 K, and then they were making like six KA month.

(34:53):

Yeah. Hey, we're gonna get you six meetings a day and they got three meetings a day, or the none of 'em showed up. You have to understand it from the closer's perspective. Remember this person, this is their full-time thing. They're constantly looking at opportunities and you need to position yours as the best. And if you can't position yours as the absolute best knockout outta the park, you're probably gonna have to make some compromise somewhere. And that might be with just bringing somebody in part-time, if they're a good closer, that you can prove out to them that they can make a lot of money and have a lot of reliability on your offer with your company.

(35:26):

Absolutely. So good. So there was a lot of really good information shared in this episode. The ultimate goal, ladies and gents is as we're mentioning, to scale your business so that you can remove yourself from the day-to-day. Yeah. Make the money, make the impact that you know is possible. Step one in this formula to getting to that point is to have consistent leads, lead generation. It's the lifeblood and the source of your business. You need leads coming in consistently. The second part to that is selling, right? It's how to build a commission only sales team so that you can remove yourself from the sales process and focus on other areas of the business. That was the second part. And the next kind of coming up next part of this formula is how to actually maximize the lifetime value or what your clients are paying you so that you can boost your revenue and boost your profits without having to acquire new clients.

(36:20):

So if you have not listened to part one and part two of this series, make sure that you lock in on those first two episodes because they are not only powerful, but they're gonna paint the full picture of this formula that we are going through with you all on how to effectively scale your business and ultimately remove yourself. So I love this conversation, Tim, A lot of valuable tips given around how to build a commission only sales team. How we as founders and owners need to be thinking about sales in our business, what numbers we have to be tracking, and then ultimately, what commission only reps look for in companies like ours. So this is a really powerful conversation.

(37:03):

How much do you wish you would've known all the information we just shared right now when we first started building sales teams? Oh, I wish. I mean, how much would you have paid for the information that we just gave out today?

(37:15):

It would've been invaluable. So much.

(37:17):

So the information, listen through this again if you need to, but if we would've had this information when we first started building sales teams when we first started down this path, I mean, it would've saved us so much time, energy, effort, pain, mishires, hiring the wrong people. Mm-Hmm. <affirmative>. Yep. Because we didn't understand the industry as well. So this is a very, very powerful lot of details here. And I think just overall, like we said on the first episode in this series, we're not holding any information back. We're literally just gonna give our listeners everything that we wish we would've had.

(37:52):

Absolutely.

(37:52):

So, yeah, super powerful. You could tell I'm hyped up about this. There's all kinds of emotions. 'cause I really wanna make sure that people do this right the first time. Hmm. Because you and I know how painful and expensive it is to do this stuff wrong.

(38:08):

Yeah, absolutely. Absolutely. We want to help you bypass a lot of the pitfalls and the mistakes and the money spent through this series. Mm-Hmm. Yeah. So again, ladies and gents to five part series on how to scale your business and ultimately remove yourself, make more money, make more impact, make sure that you are locked in to all five episodes in this series. Super powerful. Start at part one if you haven't. Go back and listen to that and then come back for part four, we're gonna show you again how to maximize your revenue, add more profits to your business by tweaking this one thing that's gonna ultimately help you boost your revenue and your profitability. So we will see you on part four of this series. This is the Takeover with Tim and Cindy. Stay winning.