June 10, 2016 — Last week “Rick” posted a comment and some ideas about my column and I not only fully agreed with his perspective I’ve also written on the subject more than once or twice over the past 8 years. One of Rick’s suggestions was that developers ought to market to the demographic that likes what we sell (vacations), that might use what we sell (vacations) and that might be able to afford what we sell (vacations). Sounds like wise advice, at least for those working on the sales line. That issue aside, it was Rick’s other suggestion last week that I wanted to share today.
So Here’s The Scoop: Rick’s other notion was that the sales line should get back, in part, to those good “old school” glory days that have mostly disappeared in timeshare sales centers around the world, an era the sales manager would walk into the morning meeting each day with a yuuge envelope stuffed full of cash.
Like today, during those days the sales staff would be sitting around drinking coffee, chatting and waiting for the morning meeting to kick off. And like an atomic clock the precise second would roll around when the door to the sales floor opened and the manager would enter toting that envelop overflowing with the green stuff.
Back then all hands on deck would instantly stop talking and turn their attention to the manager. Dead silence filled the air, heart rates increased and blood pressure levels rose as one of the most exhilarating and motivational moments of the entire sales day was about to unfold.
As the manager walked towards the front of the sales room sudden near pandemonium broke out with a thundering roar, applause and cheers so loud that it would damn near shake the foundation of the building – and soon thereafter the accolades and cold hard cash was distributed among those who wrote the deals.
It always reminded me of that brief moment on a early Christmas morning when a child would cautiously enter the living room for a quick glance to see what had been left under the tree and then in a nano-second & with unadulterated excitement the child would dash over to the base of the tree, drop to their knees reaching for the first present nicely wrapped up with a beautiful bow atop hoping the tag said: “For Scoop: From Santa”.
Now I’ll probably get in trouble for sharing the following incomprehensible, silly little notion but brace yourself Bubba ’cause this will be hard for you to take: Most sales people (liners, closers, F/B’ers) in any industry, at their very core and believe it or not — ARE IN IT, FIRST AND FOREMOST, FOR THE MONEY!
And no, it’s not that they covet money in the biblical sense, but they do believe, what most sales professionals do, and that is: ‘SHOW ME THE MONEY’ that ‘MONEY TALKS AND BS WALKS’; that ‘TIME IS MONEY’…
Since long before the Land of Time money has always been the single most important and motivating factor to attract and stimulate sales people to enter the sales profession since the dawn of commerce.
And MONEY, back in them thar old days of Timeshareville, was what floated the boat; it was the glue that held it all together in sales centers all around the world which is why handing out yuuge next day CASH SPIFFS was rule NUMERO UNO!
Of course there were the abusers back then such as a few PD’s or sales managers who would pocket some, most or all of the SPIFFS. And there were the heat-merchants who could join a sales center, make a run for a month, two or three and then down the road they went with pockets full of spiffs and commissions, leaving the developer, rightfully so, pretty darned upset.
Those instances were the exception to the rule yet because of a few thieves back then and some pencil-pushing number-crunching corporate peeps, the era when cash was king and many on the sales line could pretty much live off their SPIFFS each week and bank their commission checks came to an end in most sales centers.
In Rick’s post last week he also suggested that developers could, if they wanted to, increase the bottom line selling prices by “3%” and then split that increase between the house (developer) and the sales floor.
He further suggested that to further motivate the sales line, during the morning meeting on the 6th day — after the cooling off period of (e.g.) five days — the sales manager could distribute the sales floor’s cut and pass out the 1.5% CASH to those who were triumphant six days earlier.
What most sales managers share during each morning meeting is also very important but more than talking about the glorious benefits of ‘vacationing’ and how doing so will cure all the sales guest’s ‘ills’ – there is NOTHING more motivating than knowing, each day ya come to work, if ya did your job ‘yesterday’ – today you can start off with a wadski of extra moola, lettuce, scratch, greenbacks, clams, cabbage, bread, bones, bucks, Benjamins or cheddar, etc. You know, MONEY, of the cash variety!
Good Luck Out There
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