Stop Selling the Dream. Sell the Snapshot.
Intel Brief
Reps don't believe OTE anymore. If you attract reps with 'IF-come,' the only thing real will be your high churn rate.
Zach Brown
Founder, Sales Pipeline Pros
Operator Note
I met with a founder this past week who hit me with this line:
"A rep can make $30k/month here."
Then two minutes later:
"We're doing $70k/month right now… and I'm thinking 5% commission."
And this is where I had to be "that guy" and dash this guys hopes and dreams on the rocks.
I told him that won't fly.
Reps don't believe OTE anymore, not because you're lying, but because the market has been used and abused "projected income" SO badly that nobody trusts hypotheticals.
So I told him you can't sell the dream.
We have to work of the current snap shot, because thats real.
And this snapshot says $70k/m @ 5% comms is $3500/m, which is a WHOPPING 10% of what you want to make the "OTE".
Hard pass.
And speaking of "real".
Attract reps with "IF-come" (i.e. "IF the stars align, you'll make $XYZ"), and the only thing "real" will be your high churn rate.
Written by Zach Brown
1,100+ hires placed. 300 founders. Five years of reading people for a living. Need a sales hire?
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