The Double Glazing Salesman. Part 2

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Has some of the negative perception of the double glazing salesman stemmed from the way traditionally they have been paid?

Have the anecdotal sales tactics we have all heard about happened from the need of the salesman to close a deal otherwise he won’t earn anything?

 

Even now some double glazing companies still advertise for commission only sales reps, own car, massive earning potential etc.  I feel like its a no win no fee way of getting somebody to work! Is that right?

Consider if the industry of old had employed their sales reps on a normal salaried basis, would any of the sales tactics we have all heard about, the fantastic discounts, the four hour sits, the bogus phone calls to the manager to secure a better discount, the one time only offers, the promise anything to secure a sale culture and the endless tiers of reward up the ladder have come about?

How did it come about then and now that the big companies and others still employ sales people on no basic salary, no holiday or sick pay, no car or telephone expenses and no reasonable basic salary?

Lets suppose the commission only rep back then was paid a reasonable salary with a bonus, target or incentive scheme.  Would a salesman on a salary get “comfortable”, complacent and not sell? Would he be any less motivated? Personally I think not. I think the culture of “Well if he ain’t selling, he ain’t costing me anything” from the outset gives a negative perception of the guy you are about to employ.  Surely you should do everything you can to ensure the person is right for the job in the first place and will be motivated regardless of how he is paid?

In any other (salaried) employment you are expected to perform at all times to the best of your ability so shouldn’t a double glazing salesman do the same irrespective of whether he is commission only or on a salary?  In any other employment you are appraised, monitored and so forth.  If you don’t perform a good employer will give you the opportunity and support to improve. Therefore assuming you have employed the right person with a good work ethic, motivated, diligent and eager to work what is the difference?  Why should a double glazing salesman be rewarded in any different way to the norm?

I argue that you can still be fired up and motivated if you are passionate about what you do and you enjoy the job you do whether you are commission only or salaried. I do not buy into the fly by night, unlimited earning potential culture of the traditional double glazing salesman of old, simply because I believe that pressure to earn distracted them from ethics and in some cases resulted in a pure “desperate” attempt to close a sale irrespective of the cost to the customer and in some cases the business.

But do we even need salesmen in the traditional form? Do we now need to employ a multi-skilled knowledgeable, technical member of staff to go see a customer? One who simply doesn’t need to employ any sales tactics or feels any pressure to close the deal – you simply present your company, your product, your service and yourself to the best of your ability.

There is a MASSIVE DIFFERENCE between this:

The sales person who has never fitted a window let alone ever seen one made or where it comes from.  The salesman who the customer will never see again having paid a deposit and motivated solely by earning potential.

and this:

The impartial expert advice coming from someone with industry experience at all levels, product knowledge (even those he doesn’t sell) who knows exactly what he is talking about and represents your Company with professionalism.

Maybe it is time for us to look at how we represent our industry overall.  I know not everyone will agree and having worked with so many professional people over the years I know the above is the exception rather than the rule.  I’m simply saying that maybe changing the way our products are sold and presented could do massive good in improving the reputation of double glazing.

What do you think?

Comments

  1. DERRY HILL says

    I WORK FOR EYG TRADE WINDOWS IN HULL AND I AM NOW SALARIED. IT IS NICE NOT TO HAVE TO PRESSURE CUSTOMERS INTO BUYING FROM YOU AND DEAL WITH THEM ON A PROFESSIONAL BASIS.
    FOR MANY YEARS I WORKED ON COMMISSION ONLY AND I WAS VERY SUCCESSFUL IN WHAT I DID,BUT THINGS HAVE CHANGED AND I THINK PEOPLE WILL ONLY BUY FROM YOU IF THEY TRUST YOU AND THEY LIKE YOU.
    GONE ARE THE DAYS OF RINGING YOUR MANAGER FOR A CLOSE AND GETTING A UNBELIEVABLE DEAL, AND HARD PRESSURE IS A THING OF THE PAST.
    I KNOW WORK WITH SOME VERY REPUTABLE BUILDERS MERCHANTS AND TRADE CUSTOMERS AND THEY WOULD SPOT YOU A MILE AWAY, IF YOU DID NOT KNOW WHAT YOU WHERE TALKING ABOUT.
    THERE IS A MAJOR DIFFERENCE BETWEEN A TRADE REP AND A DOMESTIC REP, AS I HAVE TO KNOW ABOUT EVERY COMPONENT AND GLASS SPECIFICATION TO ADVISE ON THE BEST RESULTS AND THE BEST PERFORMANCE
    THESE ARE THINGS THAT I DID NOT NEED TO KNOW AT THE TIME OF BEING DOMESTIC REP AND MANAGER.
    I WOULD ENCOURAGE ANYONE TO COME INTO THE INDUSTRY, AS IT IS A GREAT INDUSTRY TO BE IN, SOMETIMES ITS THE PEOPLE YOU WORK WITH WHO CAN LET THE SIDE DOWN..

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