"How Do I Hire Better Sales Reps Without Overpaying?"

0:00Solar sales driving around. Just did in 10 months you did 500,000. All right. And we need to get more sales people in the business and the biggest lever would be selling remotely, but we're not ready for that yet because we need to get more cash flow. So let's just do more of what we're currently doing which means we'd have to put in a setter tape. Shoot. >> [laughter]

0:23>> Yeah, my name is Anthony. We sell solar to homeowners. But yeah, about 500,000 in revenue. But we're operating around 78% profit. So you know, doing pretty well. We'd like to be at 3 million. And I think the biggest thing that's stopping us is BDR or BDR team's performance. And retention. So What's compensation for the BDR SDRs?

0:53Yeah, so we do a super small base 500 bucks every two weeks. So I think we need to change that. But we do that still uncapped commission. So our our industry is usually door knockers which which has just commission only. So we thought we were being competitive with the 500 every two weeks, but Are those guys door knocking? No, these guys are virtual all over the world. We've tried different people from different places. I think US base is going to be the best which is a higher base. Just not really sure how to structure it.

1:23So one thing you can do is do like a try before you buy type situation which is like we're going to make you a contractor for 30 days and then if you pass the you know, pass the KPIs then we'll we'll roll you in. That way it's way less of a like hey hire and fire hire and fire. But then that way it's like and after 30 days we'll lock in your base. Okay. So letting them like work for 30 days for kind of like a slightly adjusted lower base just to try it out. Okay. Or you could just pay full and just say you have 30 days to prove it. Okay. I mean cuz as we have to think about like what what are you going to lose money on?

1:55You're going to lose money on but like typically they're super padded on the upside. So the base of if you pay somebody like $40,000 a year in terms of what you'd actually pay them. Call it 50 for simple math. So it's 1,000 bucks a week. If you pay someone for two weeks and you don't think they're good, you lost two grand. Like you're running 75 80% you know, net margins. Maybe give up some margin so that you can scale and just get better people in. Again, like the star BDRs are going to probably want some base when they come in cuz they're going to like well I got to build I got to build pipeline.

2:30And so it's like how reasonable is it for them to just immediately I don't know. But like typically pipeline starts to build up usually within, you know, especially for a transactional seller like here is in 14 to 30 days anyways. Yeah. Would you say the comp plan is is the biggest lever for this? Yeah, I mean you're doing remote SDRs. They're like you're like we're being competitive. It's like but you're not the remote SDRs that that are potentially working for you are comparing your opportunity not to other solar opportunities, but to all other opportunities. And so getting $500 every two weeks is like Yeah, 100%. You know. Tough.

3:03>> [laughter] >> So fix the comp plan >> probably fix the comp first. So I think for you it's like fix the comp. That gets the better SDRs in. SDRs increase sales. Increase sales increase cash flow. Increase cash flow then we can start investing the extra time into getting the virtual sales so that you can go from doing, you know, four five a consults a day to 20 plus and then you can start duplicating that sales process in somebody else. But like that gets us the like let's just do that first. >> Okay. All right, thank you. Yeah, you bet.

3:28Appreciate it. So if you've hit a revenue ceiling or your entire business relies on you to grow, then I'd love to invite you out to our headquarters here in Vegas to learn how we scale. And so my team spends two days with you to identify the thing that's holding your business back. And so if that sounds interesting, click book a call and if you're a fit, we'd love to potentially see you out here in Vegas.