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Sales outsourcing organisations are often been asked about the possibility of undertaking commission only sales engagements for clients. In many cases sales outsourcing agencies do not like to undertake commission only projects, preferring the availability of some form of monthly retainer.
This whitepaper was written in response to these requests, and to discuss the various thoughts that a vendor and potential sales outsourced supplier may have, enabling a constructive discussion to take place.
The paper relates to ‘business to business’ situations only, and is aimed mainly at technology companies selling software and/or services, the issues raised however are applicable to other sectors.
We believe there are many issues and practical problems with commission only sales and these are discussed along with some potential solutions.