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Our fixed price sales recruitment service ensures that you remain in control of your recruitment budget.
In this section
Golden Rules When Setting Commission Schemes
When introducing any new bonus or commission scheme, it is imperative that you insert the following, or similar, line into the commission scheme and the employee contract:
"The Company reserves the right at any time, in its absolute discretion, to vary the amount of commission payable and/or to vary the terms of the commission arrangements and/or to withdraw the commission arrangements in their entirety on giving you (number) weeks/months' notice".
I have known several companies get into complicated situations by not having this clause, which is pretty standard in any sales contract.
It's Not All About Money... Money, money
It is vital to retain your best sales talent. There is no denying that financial rewards aren't important for most sales professionals; however, it is not the only thing that is going to motivate your sales team. If commercial realities and sales are down, financial rewards are likely to be down. Therefore, it's time for you to get more creative. You can do tons of things for little or no money. Things like a personalised letter sent to your employee's home address or a well-chosen book with a personal inscription congratulating them on their recent 'big win' can be very powerful. You can read our blog post to learn more about motivating your salespeople!
Every Little Helps
Remember your work colleagues have a life outside of work too! They might enjoy spending their time watching a game of football, catching the latest superhero flick or just treating themselves and their family to a good meal. If you know what your employees like to get up to in their spare time, you will be able to create and provide smaller rewards that may not have a high financial value but show that you genuinely appreciate them. Providing these rewards helps increase motivation, team morale and ultimately productivity and sales.
When The Going Gets Tough
It's a pleasure to focus on numbers and numbers when things are going well. Though when times are tough, it is important to pay attention to individual performance and the specific KPI's to understand where things could be done better along the chain of the sales process to help improve and hone your sales team's skills.
You can then incentivise your team members to each design a training course on the element of the sales process that you want to improve and reward accordingly based upon the positive impact that this training delivers (either as individuals or as a team). If a sales professional is struggling with a particular aspect of the sales process, then get them to design a training course for your team in this specific area. At a subconscious level, this will significantly help them to improve their skills in this area and ultimately increase motivation - and output.
Tell The World... Or Just The Team Will Do
Many employees may feel that their hard work and hard-earned cash for the company goes unmissed by their managers and by other work colleagues. In several surveys (including the State of Sales in the UK), recognition and respect for the job they do are cited as the most important thing that sales professionals seek. Salespeople love public recognition and would thoroughly enjoy having a lunch in their honour, a poster in the employee newsletter or even just a thank you by the sales manager during a team meeting. Little cost but maximum impact!
Any sales employer will come face-to-face with difficult times or complex moral or staffing issues at one point or another. Therefore, it is imperative to focus on the right things and the correct incentives so you can get the best out of your staff.
Commission schemes are important, but there isn't one scheme that should be used over another. It can hugely depend on the nature of your business and the industry you work within. However, never underestimate the power of simpler methods of gratitude for hard work, such as personally handwritten thank you notes, a bottle of Merlot or an all-expenses-paid dinner for your employee and their family.
For Further Reading, see the following article on Performance Related Pay - Creating a Link Between Pay and an Employee's Performance
Read More about Devising Sales Bonus Schemes
- How to Devise A Sales Commission Scheme
- The Most Common Sales Commission Schemes
- 10 Top Tips for Devising Sales Commission Schemes
- Video: Sales Commission Schemes
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by Darren Dewrance
About the author
Darren spent six years in sales and field sales before joining the original sales recruitment specialist, Austin Benn, in 1998. After achieving the status of top consultant, out of about seventy at the time, Darren rose from Senior Consultant to Operations Manager of the commercial sector before leaving to join a London based Headhunter in 2003 before setting up Aaron Wallis with Rob in October 2007.
With a natural leadership style, Darren is an expert on putting his finger right on the heart of the problem. His natural commercial instincts have helped hundreds of employers make better recruitment decisions. Darren is married with two children, and when not at work or with his family, he likes nothing more than to be on the side of a river or a lake with a rod in his hand.
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Our employers say...
I found Aaron Wallis to be very professional and efficient, taking time to understand the role and the type of candidate we were looking for. The candidates they put forward met our criteria and were of a high standard. The service they provided was exemplary and I would have no hesitation in recommending them, and will certainly consider using them again in the future.
HR Assistant, Fischer Connectors Ltd
I really liked the YouTube presentations which made the service seem both simple and accessible. The company came to see me, and my management team, at short notice to present their service and I liked the support and advice that I received about maximising the results from the applicant.
Managing Director, Leisuresec plc
Understood the type of person we were looking for and good follow ups - not too frequent.
Managing Director, bigHead Bonding Fasteners Ltd
I have always found Rob to be very knowledgeable about our industry sector, and it is refreshing to see after all of these years that Rob continues to quickly and accurately understand my requirements.
HR and General Manager, THK
Aaron Wallis has continuously provided us with suitable candidates that have been proactively sourced. Having used countless recruitment companies, Aaron Wallis are the only company that I can count on to deliver.
Managing Director, JARK Healthcare Recruitment
Since joining DSGi, Rob has been a supplier of permanent staff and has performed to an extremely high standard, successfully filling 98% of roles he has worked on. If anyone is looking for a good sales and marketing based consultancy with an informal yet professional approach, I would recommend Rob.
Senior Recruitment Consultant, DSG International
I have used Aaron Wallis to fill a number of our Sales Development Manager roles and I have found them to provide a very professional service. I will use their services again in future recruitment campaigns.
HR Business Partner, Greene King
We appointed Aaron Wallis in February and the successful candidate, out of the six which Aaron Wallis introduced, was able to join Alphametrics before the end of April. The whole process took less than three months. I would recommend Aaron Wallis' services to others without hesitation.
Chief Financial Officer, Alphametrics
We were impressed not only by the quality of candidates you found for us but also the level of information, preparation and qualification you put into the process. You continually kept us informed of each person’s feelings about the process, which is very important but often overlooked. I am looking forward to working with your company again in the future.
Commercial Director, Incentive Facilities Management
In an industry where people over promise and under deliver, Rob and his teams have consistently provided a high-quality service. It is great to deal with someone that has an excellent understanding of UK industry, and a passion for sales.
Sales Manager, TR Fasteners
Thanks for all your help during the recruitment process. I have been extremely impressed with Aaron Wallis especially when compared to other agencies we have dealt with. I really felt you grasped the type of person we required and found strong candidates.
UK Sales Manager, Nexcom
Rob is a true recruitment professional that goes the extra mile that I have never experienced from any other recruitment agency before. If you need sales people call Rob or someone in his team, as they really are experts in sales recruitment.
Sales Director, Inside Business
Giles Phillips is a rare find in the minefield of sales recruitment; an honest and thoughtful recruiter who considers the needs of both the client AND the candidate to create perfect role matches. I look forward to working with him again in the future.
Marketing Director, City of London Police
Rob’s knowledge of the recruitment industry and his thoughts and how to make it better for his clients have always been eye opening. I would recommend Rob to anybody who is looking for a professional, knowledgeable and flexible recruitment specialist.
CEO, Friday Ad Online Services
Giles is highly professional and was a pleasure to work with. He achieves excellent results through his personable skills and tenacity. I have no hesitation in recommending Giles to anyone who considers employing his services.
Commercial Director, G4S Government & Outsourcing Solutions
I just wanted to thank you for your help with our recruitment process which went very smoothly and has – we hope – found us just the person for the job!
Managing Director, Citrefine International Ltd
Our candidates say...
Good swift process with Aaron Wallis, informative regarding the role and the process was moved at a good pace with healthy interaction. Would recommend them to anyone pursuing a change.
S. Bartlett, Candidate
Excellent service, very professional and friendly, would and have, recommended Aaron Wallis.
E. Heley, Candidate
Excellent experience from first contact to ultimately securing a suitable placement. Giles looked after me in a very professional and friendly manner. He used his expertise and experience to ensure I was put forward for the most suitable positions for my skill set and found me a new role very quickly. I can't recommend Aaron Wallis Sales Recruitment highly enough.
M. Green, Candidate
The service provided by Aaron Wallis has been just great. I was constantly informed about what was going on with the process interview and the agent has always been supportive and kind to me.
L. Colagrossi, Candidate
Perfect from start to finish. Simon deserves a shout out. Best recruiter there is. If you need a job, this guy will get you one. He's like the super man of recruiters. Top man, can't recommend him enough.
M. Crisp, Candidate
Aaron Wallis is an outstanding recruitment agency specialising in high calibre sales positions. I was working directly with Darren Dewrance who went above and beyond my expectations in sourcing me my perfect role. I was kept in regular communication with Darren and he worked extremely hard to secure my dream job. Highly recommended and Thanks Darren for all your expertise and hard work.
R. Sealy, Candidate
Aaron Wallis Sales Recruitment are a very friendly and professional recruitment organisation who listen to your needs, work with you and act on your behalf which sets them apart from many of their competitors who in my experience are willing to throw anything at you. We discussed my history, my preferences and my wishes - one opportunity was introduced. It was perfect. I start at the end of June.
R. Buckley, Candidate
A great recruitment company to work with. Excellent experience with Aaron Wallis through the entire recruitment process. The team was really professional and extremely helpful. Darren was a pleasure to work with. He was friendly, supportive and gave me great advice. Thank you very much!
A. Bauchet, Candidate
The Recruitment agent I used, Simon, was extremely helpful and really went the extra mile to ensure all of my questions were answered, and that I felt as comfortable and prepared as possible. Very professional company and would definitely recommend to others. Thank you Aaron Wallis!
A. Callaby, Candidate
I have to say coming across and having dealings with Aaron Wallis proved to be very successful. Being highly experienced did not seem to count for much during my job search bit a conversation with Robert Scott gave me a real confidence boost and enabled to get a position at the age of 63. Great service!!!
D. Burgess, Candidate
I've had a really good experience working with Giles Phillips at Aaron Wallis. From initial contact to the finer details of securing the job, he has been very professional and a pleasure to work with.
M. Shutt, Candidate
Really excellent experience dealing with Aaron Wallis. Liam Oakes who helped me get a great job was brilliant. Kept me up to date during the process and offered great help and advice, and a thoroughly nice guy. Highly recommended!
J. Hathaway, Candidate
Aaron Wallis (and in particular Rob Scott) have been fantastic throughout the recruitment process, and even a few months down the line, still continues to care. Rob clearly cares about each individual and has a wealth of knowledge and expertise, which shows in the work he does. Each candidate is not just a number, and the support received from Aaron Wallis has helped me get a career which I truly enjoy.
M. White, Candidate
Fantastic service, helped me find my ideal job quickly and smoothly. Would highly recommend them.
C. Caine, Candidate
Aaron Wallis helped me secure a position I really wanted. Giles sought to keep me updated with all the details preceding interviews and after with feedback. I would highly recommend Giles and Aaron Wallis Sales Recruitment.
L. Taylor, Candidate
Aaron Wallis have provided me with an excellent service, Giles went out of his way to help me preparing for my interview and supported me through all the processes. If you need an agency to give you a fully professional and consultative approach to finding you a new career move, the Aaron Wallis can certainly provide this for you.
D. Richards, Candidate
Very good advice and support was given during the course of the interviewing process. Potential job seekers would be well advised to use this company whilst looking for their new career.
R. Speakman, Candidate
Fantastic customer service, communication was brilliant, happy polite people to talk to, made everything a lot easier and smoother. Thank you for all your help getting me back in the work force, Keep up the good work :-)
K. Everitt, Candidate
I can honestly say that the time and expertise you gave me was way beyond any other recruitment consultant I dealt with. You are a rarity in your industry.
S. Akers, Candidate
Less than two weeks after joining Aaron Wallis I was offered my new job. I got a £10,000 rise in my basic salary, car allowance, a laptop and many other perks, which will help to further my career. I definitely would not have found my dream job without the help of Aaron Wallis.
C. Hoy, Candidate