Tips on getting Sales People to sell your program

Don -

Good point on using radio sales persons. A couple years ago, I was working with Storerunner.com selling website hosting services to mid-sized retailers across the country. Storerunner was purchased by CBS/Viacom and so we had access to their radio sales reps as door openers and sales channels. They were bright, eager and ready to sell.

Unfortunately, the compensation and incentives weren't high enough. Storerunner would only give them 15% with no incentive bonus, so most reps never sold anything.

I got some to sell Storerunner's services as a back end to their higher priced radio advertising sales, but it took a lot of persuading on my part because the sales reps perceived selling Storerunner as a low return on investment for their time.

So, you are absolutely right - fair compensation and sales incentives are definitely major keys for using part-timers successfully. Cheaping out doesn't work - in the case of Storerunner, it led to a dot.bomb experience!

Take care,

Bob