Sales Reps NEED to Qualify the Companies They Sell For

It's basically the job.

You dig into someone's situation, budget and figure out whether the thing you're selling makes sense for them. You wouldn't enroll someone who didn't check the boxes. That's a dumpster fire waiting to happen.

BUT… when it comes to validating roles?

Why do so many blindly accept one without running that SAME due diligence on the offer?

This is why reps keep getting wrecked.

Sales reps NEED to qualify the companies you sell for BEFORE you sign on the dotted line.

"What are existing setters actually earning right now" is NOT a rude question.

And no, it does NOT signal that you are looking for "easy money," "aren't hungry" or "aren't willing to trailblaze."

It's literally the SAME freaking question you'd ask a prospect.

"Can you afford this?" requires the REAL number in the prospect's bank account.

"Does your offer provide the proper setup where reps are making REAL money?"

Reps, run the math before you say yes the SAME way you would with a prospect before asking THEM to say yes.

Founders and hiring managers:

Don't get your knickers in a twist if a rep asks you about what your current reps are earning.

They are asking because that's them doing their JOB. The very job, I might add, that you want them to do for you.

Plus, at the corporate level, business owners often misrepresent and/or inflate their numbers. I do believe many of them aren't doing this because they are TRYING to lie. They genuinely believe their "OTE" is real.

The problem is at the INDIVIDUAL level, companies don't understand they are dealing with a trust problem at the macro. A problem they maybe didn't create, but nonetheless now have to deal with because reps are (rightly) skeptical.

Think about it like this… reps just want to ensure that their time, the scariest asset on the planet, is going to turn an ROI if they give it to you.

They just want certainty.

Let them ask. And answer them with real data. And just recognize WHY they are asking.

They just want to provide for themselves. Period. Nothing more complicated than that.

Reps don't need to "prove" anything before being eligible to receive the TRUTH about their income potential selling for you.

Companies, before you hire, and reps, before you accept:

• Have ready / ask for the current monthly revenue • Have ready / ask what existing reps actually make — not projections or "IF" anything. [IF]come is NOT [IN]come.

Wild to me it's "not ok" to let sales pros do their actual job by asking great questions when it comes to vetting offers.

"Rules for thee, but not for me" perhaps?