- Hire them and send them right out into the field. Don't want to waste time with too much product detail - after all, it's not their job to make it, only to get somebody to buy it.
- Make sure they aren't weighed down by piles of marketing material to take into the field. What do prospects need - for them to draw a picture?
- Let them find their own leads. What do they think you are - the Library of Congress??
- Pay them all the same. Wouldn't want to show favoritism, because they're all putting in the time, regardless of how much revenue they produce.
- Yammer at them about how they need to make more sales calls, then bury them in sales reporting requirements.
- Give them lots of territory - so much that they spend 80% of their week in a car or on a plane.
- When their territory starts to bloat their commission checks cut the territory into several pieces and distribute it among several people. If they're an outstanding performer give them the opportunity to start over several times so they can feel the thrill of accomplishment.
- Mess up the fulfillment of their customers' orders. You have the options of late delivery, partial shipments, rude service, or poor quality. You will have extra impact if it's the first order from this customer.
If you've found an effective way to start the pain train for your sales staff, send us a note. We are always looking for new ideas and would love to hear from you.