hi I’m Evan Carmichael welcome to another edition of ask Evan in today’s
another edition of ask Evan in today’s
another edition of ask Evan in today’s episode I’m going to answer a question
episode I’m going to answer a question
episode I’m going to answer a question from one of my newsletter readers Amy
from one of my newsletter readers Amy
from one of my newsletter readers Amy who wrote in asking about the
who wrote in asking about the
who wrote in asking about the landscaping company that she’s working
landscaping company that she’s working
landscaping company that she’s working for the owner’s name is Dave and she had
for the owner’s name is Dave and she had
for the owner’s name is Dave and she had a couple questions so she wrote in
a couple questions so she wrote in
a couple questions so she wrote in saying I’m the office manager at this
saying I’m the office manager at this
saying I’m the office manager at this company I’ve discovered that I’m not
company I’ve discovered that I’m not
company I’ve discovered that I’m not qualified for this job but I’m trying to
qualified for this job but I’m trying to
qualified for this job but I’m trying to succeed and have a couple questions how
succeed and have a couple questions how
succeed and have a couple questions how do I begin creating the structure
do I begin creating the structure
do I begin creating the structure processes and procedures to the business
processes and procedures to the business
processes and procedures to the business so that anyone could walk in and run the
so that anyone could walk in and run the
so that anyone could walk in and run the office and manage the employees many
office and manage the employees many
office and manage the employees many office staff has had turnovers resulted
office staff has had turnovers resulted
office staff has had turnovers resulted in total dismantle of our processes and
in total dismantle of our processes and
in total dismantle of our processes and procedures that Dave the owner has
procedures that Dave the owner has
procedures that Dave the owner has implemented over the years and then how
implemented over the years and then how
implemented over the years and then how do i create a sales compensation plan
do i create a sales compensation plan
do i create a sales compensation plan that would attract the sales person but
that would attract the sales person but
that would attract the sales person but be structures of the company does not
be structures of the company does not
be structures of the company does not lose money help so Amy thank you for the
lose money help so Amy thank you for the
lose money help so Amy thank you for the question in a really tough situation to
question in a really tough situation to
question in a really tough situation to be in you know congrats on on owning up
be in you know congrats on on owning up
be in you know congrats on on owning up to the job and trying to make it your
to the job and trying to make it your
to the job and trying to make it your own and be successful at it and for
own and be successful at it and for
own and be successful at it and for reaching out for help so to kind of help
reaching out for help so to kind of help
reaching out for help so to kind of help answer those questions the first part
answer those questions the first part
answer those questions the first part about sales sort of the procedure
about sales sort of the procedure
about sales sort of the procedure systems and all that getting that going
systems and all that getting that going
systems and all that getting that going for your business I think the first
for your business I think the first
for your business I think the first thing you need to do is talk to the
thing you need to do is talk to the
thing you need to do is talk to the people who have done that job before so
people who have done that job before so
people who have done that job before so it sounds like Dave is probably your
it sounds like Dave is probably your
it sounds like Dave is probably your best bet and as the owner I know he’s
best bet and as the owner I know he’s
best bet and as the owner I know he’s probably running around with a million
probably running around with a million
probably running around with a million thing to do but if he’s done that job
thing to do but if he’s done that job
thing to do but if he’s done that job that has gone out and he knows how he
that has gone out and he knows how he
that has gone out and he knows how he wants a certain thing done then he’s
wants a certain thing done then he’s
wants a certain thing done then he’s probably the best person to sit down and
probably the best person to sit down and
probably the best person to sit down and talk to what might be an easy way to do
talk to what might be an easy way to do
talk to what might be an easy way to do it is instead of having him right manual
it is instead of having him right manual
it is instead of having him right manual which can be really time-consuming and a
which can be really time-consuming and a
which can be really time-consuming and a lot of entrepreneurs don’t like to do
lot of entrepreneurs don’t like to do
lot of entrepreneurs don’t like to do that you could do in either audio
that you could do in either audio
that you could do in either audio recording so you could just ask some
recording so you could just ask some
recording so you could just ask some questions do an interview or you
questions do an interview or you
questions do an interview or you couldn’t film him on the job so you can
couldn’t film him on the job so you can
couldn’t film him on the job so you can go out to a job with him and say this is
go out to a job with him and say this is
go out to a job with him and say this is how we cut the grass or this is how we
how we cut the grass or this is how we
how we cut the grass or this is how we lay sod or whatever it is that you want
lay sod or whatever it is that you want
lay sod or whatever it is that you want to lay out your systems and procedures
to lay out your systems and procedures
to lay out your systems and procedures for and having those videos could be
for and having those videos could be
for and having those videos could be really instructional for new people who
really instructional for new people who
really instructional for new people who are coming on board to just watch
are coming on board to just watch
are coming on board to just watch exactly how it’s been done and not
exactly how it’s been done and not
exactly how it’s been done and not always then have to use up Dave’s time a
always then have to use up Dave’s time a
always then have to use up Dave’s time a quick example my wife runs a salsa
quick example my wife runs a salsa
quick example my wife runs a salsa dancing business and she started off
dancing business and she started off
dancing business and she started off being the only instructor
being the only instructor
being the only instructor 15 7 days a week and was burning out and
15 7 days a week and was burning out and
15 7 days a week and was burning out and you know she was the only one doing what
you know she was the only one doing what
you know she was the only one doing what she was doing and it was hard for her to
she was doing and it was hard for her to
she was doing and it was hard for her to find people to come on and teach under
find people to come on and teach under
find people to come on and teach under her and as she expanded her business she
her and as she expanded her business she
her and as she expanded her business she realized you know she can only be one
realized you know she can only be one
realized you know she can only be one person for so long to grow I have to go
person for so long to grow I have to go
person for so long to grow I have to go beyond myself and she created videos
beyond myself and she created videos
beyond myself and she created videos that laid out exactly what she did in
that laid out exactly what she did in
that laid out exactly what she did in every class so that when she brought on
every class so that when she brought on
every class so that when she brought on her new instructors they could watch the
her new instructors they could watch the
her new instructors they could watch the videos and teach it the same way that
videos and teach it the same way that
videos and teach it the same way that she had done and it doesn’t mean that
she had done and it doesn’t mean that
she had done and it doesn’t mean that she has to go and teach them every
she has to go and teach them every
she has to go and teach them every single time herself so it could be the
single time herself so it could be the
single time herself so it could be the same example with Dave where he can go
same example with Dave where he can go
same example with Dave where he can go and greet these videos and you can just
and greet these videos and you can just
and greet these videos and you can just do really rough cuts it doesn’t have to
do really rough cuts it doesn’t have to
do really rough cuts it doesn’t have to be professionally edited it’s only for
be professionally edited it’s only for
be professionally edited it’s only for internal purposes and maybe it’s up to
internal purposes and maybe it’s up to
internal purposes and maybe it’s up to you to then kind of cut out the best
you to then kind of cut out the best
you to then kind of cut out the best parts and and see what’s really relevant
parts and and see what’s really relevant
parts and and see what’s really relevant and it’ll save a lot of time compared to
and it’ll save a lot of time compared to
and it’ll save a lot of time compared to you know Dave having a writer formal
you know Dave having a writer formal
you know Dave having a writer formal manual the other option would be to go
manual the other option would be to go
manual the other option would be to go and try to find people who have done the
and try to find people who have done the
and try to find people who have done the job for the company in the past you said
job for the company in the past you said
job for the company in the past you said there’s been a lot of turnover maybe you
there’s been a lot of turnover maybe you
there’s been a lot of turnover maybe you can find somebody who’s who’s been
can find somebody who’s who’s been
can find somebody who’s who’s been really good in the past and had to leave
really good in the past and had to leave
really good in the past and had to leave for you know whatever reason hopefully
for you know whatever reason hopefully
for you know whatever reason hopefully they’re still on good terms with the
they’re still on good terms with the
they’re still on good terms with the business and approach them to say now
business and approach them to say now
business and approach them to say now we’re trying to create a video series or
we’re trying to create a video series or
we’re trying to create a video series or training manual to help people who are
training manual to help people who are
training manual to help people who are coming into the job you know would you
coming into the job you know would you
coming into the job you know would you mind sitting down with us for half a day
mind sitting down with us for half a day
mind sitting down with us for half a day or day and you know helping us know if
or day and you know helping us know if
or day and you know helping us know if I’m remembering what you did before on
I’m remembering what you did before on
I’m remembering what you did before on the job so you have your former
the job so you have your former
the job so you have your former employees come and help you out that’s
employees come and help you out that’s
employees come and help you out that’s assuming you know they like the business
assuming you know they like the business
assuming you know they like the business and they had a good relationship with
and they had a good relationship with
and they had a good relationship with you guys and you can still contact them
you guys and you can still contact them
you guys and you can still contact them but you have to start talking to
but you have to start talking to
but you have to start talking to somebody who’s gone through the process
somebody who’s gone through the process
somebody who’s gone through the process so start with Dave and he’s able to do
so start with Dave and he’s able to do
so start with Dave and he’s able to do it that’s great and if Dave doesn’t know
it that’s great and if Dave doesn’t know
it that’s great and if Dave doesn’t know then start trying to contact your older
then start trying to contact your older
then start trying to contact your older employees and you’ll see if they’d be
employees and you’ll see if they’d be
employees and you’ll see if they’d be willing to come back and help out for a
willing to come back and help out for a
willing to come back and help out for a day or half a day and the important
day or half a day and the important
day or half a day and the important lesson kind of going forward is start
lesson kind of going forward is start
lesson kind of going forward is start documenting everything now right so if
documenting everything now right so if
documenting everything now right so if you’re in the office think about all the
you’re in the office think about all the
you’re in the office think about all the things that you’re doing on a regular
things that you’re doing on a regular
things that you’re doing on a regular basis and how can that be documented to
basis and how can that be documented to
basis and how can that be documented to somebody can come in later on and do it
somebody can come in later on and do it
somebody can come in later on and do it really easily so it could be again just
really easily so it could be again just
really easily so it could be again just you know paper documents that you’re
you know paper documents that you’re
you know paper documents that you’re writing in a word document you send
writing in a word document you send
writing in a word document you send people I found that that can work to
people I found that that can work to
people I found that that can work to some degree but it’s better if you can
some degree but it’s better if you can
some degree but it’s better if you can do some kind of videos as well so if
do some kind of videos as well so if
do some kind of videos as well so if it’s office type of work at my business
it’s office type of work at my business
it’s office type of work at my business we use a software called Camtasia which
we use a software called Camtasia which
we use a software called Camtasia which will record your screen and a lot
will record your screen and a lot
will record your screen and a lot talk into a microphone so people can see
talk into a microphone so people can see
talk into a microphone so people can see exactly what you’re doing and can hear
exactly what you’re doing and can hear
exactly what you’re doing and can hear your voice as you explain what you’re
your voice as you explain what you’re
your voice as you explain what you’re doing so it’s a lot better training than
doing so it’s a lot better training than
doing so it’s a lot better training than just looking over a word document so
just looking over a word document so
just looking over a word document so hopefully that will help videos are
hopefully that will help videos are
hopefully that will help videos are definitely great where to go and it can
definitely great where to go and it can
definitely great where to go and it can definitely be you know super low budget
definitely be you know super low budget
definitely be you know super low budget doesn’t have to be high production
doesn’t have to be high production
doesn’t have to be high production quality if it’s only going to be used
quality if it’s only going to be used
quality if it’s only going to be used for internal purposes for the sales
for internal purposes for the sales
for internal purposes for the sales compensation it really depends on your
compensation it really depends on your
compensation it really depends on your business and your margins so if you have
business and your margins so if you have
business and your margins so if you have a high margin business you can afford to
a high margin business you can afford to
a high margin business you can afford to give up a greater percentage when I was
give up a greater percentage when I was
give up a greater percentage when I was in software sales I had my own software
in software sales I had my own software
in software sales I had my own software company we hire salespeople to come work
company we hire salespeople to come work
company we hire salespeople to come work for us and organizations to come you
for us and organizations to come you
for us and organizations to come you know help sell the cell the software for
know help sell the cell the software for
know help sell the cell the software for us and we would give up between 25 and
us and we would give up between 25 and
us and we would give up between 25 and 35 percent commission just no top top
35 percent commission just no top top
35 percent commission just no top top line revenue to give them a huge
line revenue to give them a huge
line revenue to give them a huge incentive to want to go and sell to our
incentive to want to go and sell to our
incentive to want to go and sell to our you know potential customers now you
you know potential customers now you
you know potential customers now you probably couldn’t afford that because
probably couldn’t afford that because
probably couldn’t afford that because you have much higher costs associated
you have much higher costs associated
you have much higher costs associated with your business and we do in a
with your business and we do in a
with your business and we do in a software type of company so you have to
software type of company so you have to
software type of company so you have to find something that makes sense
find something that makes sense
find something that makes sense depending on your margins usually I mean
depending on your margins usually I mean
depending on your margins usually I mean it’s great to try to get a sales person
it’s great to try to get a sales person
it’s great to try to get a sales person comes on a commission only on that
comes on a commission only on that
comes on a commission only on that scenario then you know you’re not
scenario then you know you’re not
scenario then you know you’re not spending anything until you’re actually
spending anything until you’re actually
spending anything until you’re actually getting money coming in the door but
getting money coming in the door but
getting money coming in the door but it’s usually pretty hard to track sales
it’s usually pretty hard to track sales
it’s usually pretty hard to track sales people to do commission only from the
people to do commission only from the
people to do commission only from the start there’s usually a ramp-up period
start there’s usually a ramp-up period
start there’s usually a ramp-up period it could be you know a couple months if
it could be you know a couple months if
it could be you know a couple months if it’s not too difficult a business and it
it’s not too difficult a business and it
it’s not too difficult a business and it shouldn’t take you know too long for
shouldn’t take you know too long for
shouldn’t take you know too long for people to jump into but you want to
people to jump into but you want to
people to jump into but you want to support your sales people and you know
support your sales people and you know
support your sales people and you know you want to try to make that investment
you want to try to make that investment
you want to try to make that investment so say it’s three months to get ramped
so say it’s three months to get ramped
so say it’s three months to get ramped up to start making sales then you know
up to start making sales then you know
up to start making sales then you know you have to support them with some kind
you have to support them with some kind
you have to support them with some kind of salary or you can see a draw against
of salary or you can see a draw against
of salary or you can see a draw against commission so that you know their
commission so that you know their
commission so that you know their eventual goal is to be commissioned only
eventual goal is to be commissioned only
eventual goal is to be commissioned only but you got to get them to that point
but you got to get them to that point
but you got to get them to that point where they’re able to support themselves
where they’re able to support themselves
where they’re able to support themselves that will help you attract a higher
that will help you attract a higher
that will help you attract a higher caliber sales person because they show
caliber sales person because they show
caliber sales person because they show that you know you’re really believing in
that you know you’re really believing in
that you know you’re really believing in them and you’re a solid company and
them and you’re a solid company and
them and you’re a solid company and you’re going to help support them
you’re going to help support them
you’re going to help support them through those first couple months where
through those first couple months where
through those first couple months where they’re still learning it is a financial
they’re still learning it is a financial
they’re still learning it is a financial outlay so that’s the kind of downside
outlay so that’s the kind of downside
outlay so that’s the kind of downside but you’re more likely to get highly you
but you’re more likely to get highly you
but you’re more likely to get highly you know talented people instead of the ones
know talented people instead of the ones
know talented people instead of the ones who will come on just for you know
who will come on just for you know
who will come on just for you know Commission and they’ll probably leave
Commission and they’ll probably leave
Commission and they’ll probably leave you really quickly when they can
you really quickly when they can
you really quickly when they can get another job that pays faster so you
get another job that pays faster so you
get another job that pays faster so you don’t necessarily just want to go for
don’t necessarily just want to go for
don’t necessarily just want to go for those one hundred percent commission
those one hundred percent commission
those one hundred percent commission people reckon the start so hopefully
people reckon the start so hopefully
people reckon the start so hopefully that helps you know I feel too bad for
that helps you know I feel too bad for
that helps you know I feel too bad for situation but but hopefully there’s some
situation but but hopefully there’s some
situation but but hopefully there’s some information here that can help you you
information here that can help you you
information here that can help you you know get that business going again and
know get that business going again and
know get that business going again and you know reignite Dave’s passion for the
you know reignite Dave’s passion for the
you know reignite Dave’s passion for the company if you have other questions feel
company if you have other questions feel
company if you have other questions feel free to leave a comment under this video
free to leave a comment under this video
free to leave a comment under this video and I’d be happy to answer them and for
and I’d be happy to answer them and for
and I’d be happy to answer them and for everybody watching if you liked the
everybody watching if you liked the
everybody watching if you liked the video please give it a thumbs up it
video please give it a thumbs up it
video please give it a thumbs up it makes you want to do more of these
makes you want to do more of these
makes you want to do more of these videos for you and if you have a
videos for you and if you have a
videos for you and if you have a question or no comments for a me as well
question or no comments for a me as well
question or no comments for a me as well feel free to leave it under the video in
feel free to leave it under the video in
feel free to leave it under the video in the comment section so thank you and
the comment section so thank you and
the comment section so thank you and we’ll see you on the next episode
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