I have my own computer network consulting company. Things have grown to the point in which I’m considering hiring a fulltime sales guru. Problem is that I’ve spent my career doing the work, not selling it. I have no clue how to figure a fair compensation package.
Much of my revenue is generated by selling maintenance contracts: a client prepays for a block of X number of hours of my time and I bill against that when they call me with a problem. However, I also take on projects that have a definate timetable and set of deliverables.
Some of the questions I have: How do I know how much of a base salary to offer? What’s a fair commission percentage? Let’s say the salesperson lands a new client with a maintenance contract. Once that contract runs out and the customer buys another one, should I owe some sort of residual to the salesperson? What’s the difference between “inside sales” and “outside sales”?
My company is growing, but it’s still small. I doubt I’m going to be able to attract (or afford) top talent. What are some good ways to be able to spot someone who may be an up-and-comer, but is just currently lacking experience?
Thanks!