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While finding the right sales rep in the first place can often be a difficult task, the process that follows where the candidate and employer sit down to negotiate the famous ‘starting package’ can prove even more painful. This is what James Cryer from JDA Print Recruitment refers to as the ‘birthing’ stage.
According to Cryer, one of the worst mistakes that can be made is to put all of the risk back on the new rep by placing them on a reduced pay package for an initial trial period. “The rep starts with the feeling that management does not really have faith in their abilities and it becomes a self-fulfilling recipe for disaster,” says Cryer.
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