A Different Business Model
There are some things that years of sales seminars and lessons on how to be a better salesperson can never teach, but it doesn’t mean that people don’t try over and over again to teach what looks like the unteachable to people. There is a good way to make people learn how to sell, or get them out of the way of the company. That is to let them sell stuff and keep track of money owed, money made all on their own, essentially let them run their own business, using the main company as a producer of the product they sell. It is guaranteed that each sales person will get better or they will leave knowing that they can’t make enough money out there. The Southwestern Company does just this, and they have been doing it since the Civil War. That isn’t to say that they haven’t had ups and downs, but the ups have far outweighed the downs, and part of it is because they don’t keep bad sales people long.
The nice thing about this business model is that it means that when and if the good ones leave a company they have trained themselves to be able to run their own business or to be able to interview well at another company. While this may not feel good to most employers, it should also be noted that in the case of the Southwestern Company, graduates are notoriously loyal to the company and will often go on to higher up jobs than work somewhere else or even start their own independent business.
For the employee it provides a feeling of job security since they can decide when to quit and the only way they are fired is if they are no longer allowed to buy from the parent company. Although times of uncertainty will make someone wonder if they are cut out for such a job, this might be an expanding field with so many young college students unable to get traditional jobs. If your company did this sort of thing it would be beneficial for all involved.
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