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Job Details

Category:Marketing/Sales/PR > Sales

ID:35899

Title:Superb OTE Commission-only Regional IT Sales Representatives - UK only

Location:Anywhere

Job Description

OUR COMPANY & PRODUCTS

We are a relatively small UK-based Software Development Company providing innovative and extremely cost-effective, labour-saving applications for the Market Research Industry, wherein lies our own background.

We have a new product release planned for mid-late September, having spent 18 months in development, and with two more applications (also MR software) now in design / development and due to be released during 2011.

As is perfectly normal in the MR Industry, our software is only ever licensed for use for set periods, with recurring (usual Annual) license fees for each period, and always payable in advance. An encrypted license file, requiring online activation, strictly governs software usage.


YOUR ROLE

We are seeking a number of dynamic, go-getting B2B Regional Sales Representatives on a commission-only basis, as we are very great believers in the power of personal incentive - and personal reward.

We offer extremely generous commission rates, total exclusivity for our products within your Region of the UK (provided that you meet the minimum Monthly targets), and with full training at our Leeds, West Yorkshire, offices. We also provide presentation & marketing materials, detailed contact leads for your Region, as well as dedicated support & admin staff for both yourself and our software users. All you have to do is SELL - both in securing appointments initially (we do intend to develop a dedicated Telesales team to assist with securing appointments where required, but this is unlikely to be available initially) and then in presenting & demonstrating our software face-to-face.

Successful candidates must be smart, driven, professional in their conduct, computer-literate, supremely confident in their own abilities, and must possess the ability to present eloquently and passionately either one-on-one or to a small group of business professionals at a fairly high level - as the situation dictates.

If you can also walk on water, that would be a bonus, but it's not an essential requirement. ;)

You will however require your own transport, a decent laptop PC running Windows XP or better, and - ideally, but not immediately essential - a projector. You will also be required to attend, at your own expense (travel and lodging), a 2-day intensive training course at our Leeds office.

Please note that should there be more than one truly exceptional candidate for a particular Region, we may deem it necessary to conduct personal interviews at our Leeds office before making a final decision.


OUR FIRST PRODUCT

Future products aside for the time being, our pending new release (planned to launch mid-late September) is a software application aimed at one particular segment of the Market Research Industry, designed to reduce labour costs within that particular segment by a whopping 50-70%. A typical client would save at least 2-3 times the cost of our software, each and every year. This is the main USP but there are several other, very distinct advantages over our competitors' offerings (there are actually extremely few rivals in this particular niche market). Above all, our license pricing is *extremely* competitive in comparison, especially in the longer-term, for reasons as will be made abundantly clear during your training as this is an important part of our main USP.

This product will be of most interest to Market Research Agencies of almost any size (our initial target market) but also has real potential for sales to many in-house Corporate research departments, irregardless of their particular market sectors, but entirely dependent on which particular aspects of their research projects they currently outsource to MR Agencies.

A typical single site license for this software would be in the £3,000-£12,000 range per annum, with potential sales as high as £25,000 or more per site for the larger clients.

The absolute minimum annual license sale, for our smallest potential clients, is in excess of £2,000.

For obvious reasons, in our opinion this software will virtually sell itself - all you have to do is get through the door and present it eloquently and passionately, but above all, HONESTLY. In doing so you will help us build our brand (the only thing we lack, as a relative newcomer to the field) and you will in turn have an easier time in getting through the door with our future software releases.

A typical sales presentation & software demonstration, following our suggested script, would take approximately 60-90 minutes, dependent on the number of questions asked. But of course, lots of questions is often a very good sign...


YOUR REWARDS

All commissions are uncapped: we do not believe in stifling incentive. Indeed, the opposite is true, as you will see below.

a) 20% commission on the total license value of a new site for the first year's license term, i.e. a typical commission value of £600-£2400 per sale, although this may be spread over a year if the client chooses to pay Monthly or Quarterly rather than Annually in advance.

Note that our pricing structure greatly encourages Annual license terms (33% saving for the client) or at least Quarterly (20% saving). The full-price Monthly payments option is offered to clients for budget flexibility and \"short trial / low risk\" purposes, but we expect almost all Monthly licensees to move to Quarterly or Annual terms after just the first month or two, in order to benefit from the substantial savings available by paying larger sums in advance. Irregardless, you will receive a full 20% commission of all license fees paid by that client for a period of one year from the date of the initial sale.

b) 15% commission if the appointment was secured for you (the other 5% would go to the Telesales agent acting on your behalf). Identical to above in all other ways.

c) 5% 'residual' commission on all renewed / retained site licenses (which is usually automatic for this type of software) for the second AND all subsequent years, provided that you are continuing to act in good faith as our Regional Sales Representative and are achieving a minimum new license sales target each month of £12,000 - i.e. a single, relatively small new license sale per week, on average, from any of our products available to you at that time.

As this 5% ongoing commission rate for subsequent years indicates, it is our intention for the right individuals to earn ongoing and ever-increasing 'residual' commission from all previous years' sales (whilesoever those clients continue to license our software, at least), while continuing to work with us in building our brand, maximising sales to your existing clients as new software products are released, and continually expanding our active client base overall.

To put it bluntly, we are fully aware that many of the very best commission-only sales persons often like to move on to the next big challenge; the next new or perhaps more interesting product. With our particular, licensed products and the ongoing, ever-increasing 'residual' commission paid for ALL your previous clients continuing with their software license, we aim to entice the best of you to remain with us for many years to come!


OPTIONAL ADDITIONAL INCOME - TRAINER

All Regional Sales Representatives also have the option to spend an extra day or two in training at our Leeds office in order to also qualify as an Onsite Staff Trainer for, and Installer of, our software, rather than just a Regional Sales Representative.

Installing our software on Client networks is in fact extremely simple, and this plus on-site training of a client's staff in the use of our software can usually be accomplished in a single half-day session. This is an optional extra offered with all new license sales and earns the Installer / Trainer approximately £75 per hour for the time spent on-site, plus travel expenses - which would of course be in addition to your 20% (or 15%, for arranged appointments) commission on the actual sale of a half-day Staff Training session.

This is however entirely optional and you may, if you prefer, just focus on selling, as we do also have a dedicated Trainer available to ensure all our new clients' requirements are properly met.

Qualified Trainers do however also have the option of offering free (or reduced cost) installation and staff training, should they feel that this would help to clinch a large license sale. This is not an option available to a non-Trainer.


REQUIRED ESSENTIAL INFORMATION WHEN BIDDING

- Your geographical location within the UK, and nearest Town or City
- The Counties & Cities you would like to comprise your exclusive Region
- The minimum & maximum hours per week you are able & willing to devote
- Whether or not you would at some point wish to also act as a Trainer

Please take into consideration travel times, and be honest in regard to
your available time during normal UK office hours. Only being available
part-time is no great disadvantage for the right candidate with a realistic Region size for the time available each week.


IN CONCLUSION

We would be delighted to answer any queries you may have, and to provide any clarifications needed, within the Terms & Conditions of this site and without harming our own market potential by revealing too much, or too early.

This is a genuine, preferably long-term opportunity for the right individuals, but please note that the nature of this offer requires that your \"bids\" relate to yourself, your experience, your drive, and what you can bring to our team. We are NOT interested in reducing our generous commission rates so please don't sell yourself short by trying to compete on that basis. If you are selected to work with us then we fully intend to make you wealthy - and in return you, and others like you, will help us to build a highly successful software development & licensing company.

Your success will be our success. And vice-versa.

Thank you for your time.

Job Budget

Type:Commission Job

Budget:

Additional Information

Attached Files: None

Bidding ends:Bidding Closed

Job Posted:07/09/2010 19:25

Bidding activity on this Job

Bids:3

Who has Bid:

Clarification Board

R. M. on 08/09/2010 13:08
The following was posted in reply to a private message but I feel that it contains a useful clarification for other persons interested in bidding so will reproduce it here:


Our own background is Market Research, so we know precisely the best person / position to speak with regarding our particular software, for the best chance of sparking immediate interest and getting an actual appointment. Where the 700 or UK MR Agencies themselves are concerned, in as many cases as possible we will also be providing an actual name & position title with the contact details. We also plan to mail these particular individuals directly with news of our new software release, timed to arrive shortly before any cold calls are made. By this means most should already be aware of our USPs when contact is finally made. These two stages could in fact be closely coordinated, with the mailshot sent in batches, to always still be fresh in mind when the call is placed.

By these means (identifying & naming the exact individual concerned, direct mailshot of USP points, followed by a personal call from our Regional Sales Reps to arrange an appointment), we believe that the rate of success in gaining an appointment for a presentation / software demonstration should be far higher than simply calling a mass of companies out of the blue and hoping to get put through to someone who might actually be vaguely interested in what we have to offer.

For the heads of in-house Corporate research departments in any / every market sector, however (i.e. "stage 2" of our overall marketing plan), we do indeed fully intend to adopt a Telesales / mass cold-calling approach with the intention of providing our Regional Sales Reps with fully qualified leads, or even actual appointments where possible.

However, the 700 or so MR Agencies in the UK (split between perhaps 5-6 Regional Sales Reps) are most definitely our initial & primary target, offering the best chance of very lucrative sales. These are also the ones most deserving of the simple 'professional courtesy' of being contacted directly by their local Regional Sales Representative - i.e. the organ grinder, not the monkey - being the person they would deal with for all future license increases as their needs grow, or new versions released, as well as all brand new applications in future.

More to the point, these companies are definitely the ones for which our Reps would want the full 20% commission, not reduced to 15% for having a Telesales involvement in the initial contact process...

I hope this clarifies the matter a little better.

Best regards,
-Robert

R. M. on 24/09/2010 17:37
An amendment to the above -

After further consideration (and a budget shuffle!) we will in fact be supporting our Sales Agents by providing fully-qualified leads in their Region from the word go, having negotiated suitable terms for a telemarketing campaign with a long-established and highly-respected, professional B2B Telemarketing company.

Emphasis here on marketing, not sales - we are not asking them to provide quantity, only top quality. Their task is purely to generate genuine interest in our product and the client's anticipation of receiving YOUR call - as soon as convenient for you as our local (to them) Sales Representative.

This Telemarketing campaign will be conducted while our selected Representatives are in training, so your first batch of qualified leads will be immediately available to you upon completion.

Above all, contrary to the commission rates stated originally above, the full 20% commission will now be paid to our Agents regardless of whether or not the lead was your own work or one provided for you by our Telesales agents. This will also be stipulated in your contract.

C. B. on 29/09/2010 14:34
Hi Robert

Can you clarify the following please.

Do you have any other software products being used in the MR sector or is this your first.
Is the product currently under development in use at a clients site - in say a Beta version ?
I did study MR as a module at Uni but have had no involvement since and that was a while ago. Without expert knowledge of MR and MR techiques and jargon is it possible to sell your product ? How much of this will be covered on the course or is it just product specific training.

Thks
Carlo

Reply from Client

R. M. on 30/09/2010 12:24
Hi Carlo,

Thanks for your interest.

Our own background is MR (which is where the concept came from, to address a need we know exists!), with both of the main designers as well as our expert consultants being directly involved in various parts of the industry. Most of these people still in fact work in the industry and their feedback is obviously invaluable.

In particular, our products (this is just the first of three we have planned) are aimed at the Data Processing side of things - i.e. behind the scenes in a typical Agency, not client-side - so our sales people only really need a broad idea of the MR industry as a whole, not an intimate knowledge of every aspect. Some basic jargon understanding would be an advantage (e.g. the difference between Qualitative / Quantitative and Open / Closed survey questions) but as you're no doubt aware, these topics can be easily grasped in layman's terms. That's really the extent of required knowledge for selling our product(s) with absolute confidence, and we do of course cover this type of thing in our basic training, with reference materials also made available to keep this stuff fresh in mind.

All of our beta testing has been done in-house, but using genuine research data from old research projects we've been involved with in the past. This was important as we have the original costings & statistics for these projects, against which we could compare our system's productivity & efficiency in comparison. This is how we are able to confidently claim that our software typically saves around 65% of labour costs,on average, in comparison to the current "industry standard" way of doing things. The lowest came out at a saving of 53%, while 80-90% labour saving is possible on some types of DP projects.

Our final testing is now complete and we have just recently begun to arrange presentations & demonstrations ourselves (the first was yesterday, in fact), with the aim of fine-tuning the best way of presenting this for the best possible chance of a sale, which will then form the basis of our training for sales agents.

FWIW the first demo went quite well (despite us not being in any way used to delivering a sales pitch!) and we have been invited back to that particular company next week with a view to finalising things and, all being well, a signature on the dotted line.