Commission Breath

Have you ever heard the desperation in a sales rep's voice? Kind of disconcerting, isn't it?

We’ve all heard “commission breath” where the sales rep has ONE solution to sell you, and ONLY ONE solution to sell. The closer they feel you are to saying “yes”, the more strained their voice gets in anticipation of a big commission check. It is almost palpable.

The other corollary to ”commission breath“ is the careful, unnatural breathing you hear from a rep whose whole team is on the call with you. Even customers feel the pressure. High visibility and they can’t help but feel badly for the rep who is clearly, audibly stressed.

You know? The calls where the rep is accompanied by their sales engineer, sales manager, customer service rep, the director for sales and even possibly a VP of sales lurking in the shadows because he has to give end of month/quarter/year numbers to his CEO....in three days.

I have been there. I promise you that his executive team is IM’ing him with directions as he speaks. It is distracting and stressful. Then, of course, there is the VP who barges in to take control of the sale. Believe me. It is demoralizing for a sales rep.

Do you want to relieve that stress on your side of the fence? Yeah, many companies do too. That is why they are moving more to channel strategies using Technology Advisors such as myself, versus the high pressure direct sales team models.

Technology Advisors are truly Trusted Advisors.

Technology Advisors represent several solutions in the same technology stack, and as long as it is a good fit for your company, they don’t care which one you purchase…or when. We allow customers to buy “organically”, which removes a whole lot of stress from both sides of the fence.

Let’s talk more in detail about how I can help your company make better technology decisions that help drive your business now and into the future.

david@cyberd8technology.com