I am aware that this is a contentious subject. As an entrepreneur, I believe that you have to get your head into a new game, a new way of thinking and “being” in your business ― most unlike the corporate world or your previous jobs.
You are your business. You are the soul, heart and mind of your business and you can’t do things the way “other people” do them because mostly, “other people” do things the way of the corporate world or what they learned in varsity… hmm, how corporate and old-fashioned is that?
If you strive to be like that, think like that or earn like that, I think you will be disappointed in your results. I believe there’s a better way for you to acquire sales people for your team.
Hire the person and ask them what they are worth. You will be amazed at what people say. If you make them feel comfortable enough and get them to dig into an honest space for their answer, you will have the basis for a long, strong relationship. If you create a pathway for this person to earn what they are worth, you will manifest loyalty and respect and, of course, compassion ― traits rarely seen in big business.
How to create the pathway
Think of only two numbers: what is your employee worth and what do they need in order to survive? Every person is different and the idea that jobs have market related salaries is so strange, since every person's self-worth is different and different people have different ideas about what they would like to earn. If they are basing that decision on what the market says, then they haven't even scraped the surface of “Personal Unlimited Commercial Capacity.” Pay them what they need to survive; calculate what they are worth and what you need to turnover to cover that number. That is their target, and when they hit that target, they get what they are worth. It's a win/win. You get what you want and they get what they want. I believe you don’t pay anything unless the target is reached...otherwise what’s the point of the target?
If you would like more detail on the process for creating these pathways, please let me know in the comments section or phone me and I will give you some ideas with pleasure.