I work for a small commercial construction company. I currently work with our established customer base. We hired a contract salesman a few years ago that brought in new business, but I feel that he is in coast mode now. Letting the work come to him instead of seeking new business. We are missing out on a lot of new business.

Does he get commission on new customer business?

Or more generically, how is he compensated?

To some degree, you can take ZoneClub's questions and turn them into a plan.

The best way to evolve into a plan is sit down with the newbie and find out what motivates them. It could be money, it could be winning, it could be fear of failure, etc. Once you find that out, ask him if he would like to attain or solve that issue. Once he says yes, ask him to develop a plan with you.

Act as an accountability partner in tracking. It is probably wise to tie celebrations/recognition/financial rewards once certain hurdles are met.

Basically, you are going to sell the salesman. You find his need, build a plan to solve it, and help him get there.

Long story short, most salespeople are driven by money, so you tell him he can have ___% of every NEW piece of business that comes in.

Steak knives and a new car

coffee...



well, it's only for closers

set up some hurdles.