September 6, 2013 — First some breaking news. As verified by AWStats Analytics – an independent website monitoring service that audits ‘Inside The Gate’ readership stats – we surpassed, for the very first time, 50,000 monthly readers. Pretty strong numbers for a niche publication within a small industry! Our exact count for August 2013: 52,692 readers who consumed 15.91 GB of bandwidth while reading 403,033 total page views (7.649 pages per reader) of current timeshare news and information – and client advertisements.
So Here’s The Scoop: With that in mind a reader of my column who is new to the industry recently sent me an e-mail about a well known developer who has a recruiting ad posted on one of those Internet job listing sites. Seems this company is recruiting licensed timeshare sales executives for one (1) of their many resort locations, this resort being in the south eastern region of the USA.
Nothing new there. But the gal who e-mailed me a link to the ad wanted to verify the “income” potential that was being advertised and also wanted to know why this developer – in their very own ad w/company logo – included a hyperlink to an anti-timeshare website that was filled with all sorts of ‘get out of your timeshare’ links and other such schemes.
I visited the hosting job site and there I saw for myself the recruiting ad with company contact info, company name and logo, etc. and, yes, that link was there, too. Now why the developer also included that link boggles my mind, to put it kindly. But like Pope Francis – who am I to judge?
Anyway, brace yourselves job seekers (especially timeshare professionals), because if you are really good – and I do mean really good, at the top of your game – and you worked for this developer at this one location and if you were one of the top five (5) “sales reps” in 2012 you would have earned nearly $415,000 – or so the ad states.
That would take some serious and professional sales talent for a sales person selling traditional timeshare plans (not fractionals, private residence, etc.) and a hell of a lot of really, really, really super-qualified (aka: Gold Ball) sales guests, too.
Then if you were one of the top ten (10) “sales reps” for this developer and at this same location you would have earned nearly $380,000 – or so the ad states.
And the top twenty (20) “sales reps” for this developer – according to the ad and at this very same location – earned about $300,000 in 2012.
After that group of high-rolling reps (at the same location) the top fifty (50) “sales reps” working for this developer earned nearly a cool ¼ Mil, coming in around $200,000 in 2012, which is pretty darn good and respectable if I say so myself.
On the lower end, coming in as one of the top one hundred (100) “sales reps” (according to the ad) at this one location you would have earned about $140,000.00 in 2012. Frankly speaking, that’s not a bad ‘pop’ either, so to speak.
Well all I can say is Kudos to the developer and all those reps including those truly qualified sales guests! It all sounds darn near unbelievable.
So what does it take to be a sales rep in the top five at this sales center and make about $415,000.00 in 12 months? Well, those sales guests must be, like the sales reps are, the crème de la crème – “Black Gold, Texas Tea” tours. No “$40,000” annual (gross) income families/tours there, to be sure.
But to answer the question (“what does it take”) the gal asked me, I told her, in part, this: If she was a F/B (front to back) rep who was paid a 16% commission she would have to sell/close $2,593,750 in clean, pressed & net processable business over 12 months.
And if her average sales contract was $18,500 she would need to close NLT 140 sales guests (contracts) – and that means if she took 4 weeks off during the year (as many of the Top Guns do) that translates into closing 12.74 deals each month or about 3 sales each and every week – at that price level – without missing a beat.
Of course we’re talking a pretty high net closing ratio, too, because this particular developer only permits their reps to work a five-day 40-hour work week. So with (e.g.) one full front to back presentation per day and no spinning to win – as in love the one you’re with – that equates into a 60% net closing ratio and a YTD net VPG of about $10,800.
Now I’m sure most developers, those at various management levels and of course sales and marketing reps reading this, are thinking that kind of performance – selling traditional timeshare plans – is just unadulterated BS (aka: Gobbledygook, or gobbledegook if you prefer).
But I will tell you all during my F/B selling days I, too, maintained a YTD net closing ratio of approximately 60%, though my personal net VPG was about ½ of what the aforementioned STATS are for those top five (5) reps working for this developer in the south eastern USA market.
But here is the catch: At least in my case we had some pretty stringent marketing practices and sales procedures, etc. in place that everyone was required to adhere to or heads would roll, so to speak. I’ll write about those procedures and practices at some point in the near future.
As for the gal who wrote me, I shared some more ‘stuff’ with her and you may have also noticed that I have not named the developer in question today because doing so wouldn’t’ be fair to all our past, present and future advertisers who offer ‘Career Opportunities’ for our readers’ consideration.
But since I know this developer reads ‘Inside The Gate’ and with our verified global audience of 52,692 readers (just last month) – the very market (sales reps) this developer (and others) seeks – then why not advertise your incredible opportunities right here ‘Inside The Gate’, the timeshare industry’s leading online daily news and information publication?
Sure, to advertise in ‘Inside The Gate’ costs a couple Pesos per day but my Lord! With over 50,000 monthly readers, the bulk of whom (worldwide) are professional sales and marketing reps (including developers, all levels of management & ancillary companies, too), what better place to recruit and/or advertise in our industry?
That’s not a bad thought for all developers looking to hire proven sales, marketing or management talent. And if I say so myself it is a decent suggestion for all ancillary companies wanting to introduce their company, products or services to the decision makers in our global industry. Besides, recruiting and advertising in general is an ongoing process, requirement and business function and if you check with your accountants there might even be a tax deductible benefit or break in there as well.
Good Luck Out There!
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Contributing sometimes extravagant, bombastic, emotional, pompous or even pretentious writings about the timeshare industry, Scoop covers an array of industry related subjects each week including inside information, tips, scandals, interviews, forecasts as well as new (good or bad) products and services--- and, of course, all the 'Good', the 'Bad' and the 'Ugly'.
Stay tuned for what is sure to be a fun ride and check back to Timeshare Scoop du Jour each week for more of the inside scoop.