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PAY STRUCTURE FOR DIGITAL MARKETING AGENCY SALES | SwenkToday #107

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How can you make sure your digital marketing agency sales person is successful? It’s a combination of the right pay structure and the right training.

In this video, I’m advising one of our Agency University members who is trying to hire their first sales person. They are going to pay 100% off the bat. And hey, I understand that… Most marketing agency startups don’t have the cashflow to bring in a sales person and pay them a salary right off the bat. But, the problem with that is they have no loyalty and because they don’t have any skin in the game. Most times they sell one or two deals and they’re onto the next thing.

My advice is to offer a base salary plus commission. BUT – if you must compensate on commission-only, here’s 4 key pieces of advice to setup success:

1. Have a great training program.
Make sure expectation are clear, keep providing them ammunition to land great clients, make yourself available to them, assist on sales, and provide all the resources they need to make their commission.

2. Have a high commission structure to keep them hungry.
If you aren’t providing a base salary, benefits, etc. then you should expect to pay 10% – 20% in commission off the bat. It has to be worthwhile for them and a big commission check is what’ll keep them interested. (And, if they’re really good – they might start making more money than your take-home pay…. that’s a GOOD problem to have, so get OK with it :)

3. Hire someone who is already employed.
In most cases, the best people already have jobs. (There are some exceptions, I know.) So you don’t necessarily want the unemployed person who’s just hungry for a paycheck and willing to work for {videoDescription} base salary because chances are, they’re just killing time with you until they find the next better job offer. If they quit after a month or two, that is tons of time wasted training.

4. Hire 2 sales people at the same time.
Find two, hire two, train two agency sales people at once. This is not only more efficient for you but chances are better that at least one of them will work out. In other words, don’t put all your eggs in one basket!

Are you ready to hire for digital marketing agency sales? Whether you’re doing 100% commission or base + commission you can apply these tactics to help grow your agency.

What challenges do you have in agency sales? Comment below and tell me. Helping YOU is my WHY.

Foot in the Door:

Sales Commission:

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JASON SWENK IS AN AGENCY ADVISOR THAT GUIDES MARKETING AGENCIES THROUGH A PROVEN FRAMEWORK FOR GROWING THEIR AGENCY FASTER & EASIER.

Fresh out of college Jason was off to work for Arthur Anderson, one of the big 5 consulting firms. He quickly realized that he could never work for anyone other than himself. He decided to change direction, launch a digital agency that quickly grew to a multi-million dollar operation working with brands such as AT&T, Hitachi and Lotus Cars. After 12 years of steady growth, the agency caught the attention of bigger agencies and Jason sold it in 2012.
Now, Jason leads http://JasonSwenk.com, a unique media company & consultancy helping marketing agencies grow & scale their agencies faster by applying the framework that he used to grow, scale and eventually sell his agency. Jason has helped over 10,000 agencies in 23 countries meet or exceed their business goals.
Jason currently hosts two shows that are available for download…

The Smart Agency Master Class Podcast, dedicated to providing tactics and strategies to agency owners and decision makers that cut through the BS, focus on exactly what works and what doesn’t; and

SwenkToday a daily VLOG that documents the entrepreneur journey of building another multimillion dollar business, where he share the latest strategies, and answers the most burning questions entrepreneurs have. 

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