This question often pops up when I chat to members of the industry so, for today’s post, I thought we would readdress this issue and gauge your feedback.
There are two distinct groups of designers in this country (and I suspect worldwide). Let’s call them “Lifestyle” designers and “Career” designers.
Lifestyle designers generally aren’t as hungry and are often employed in a part-time capacity (often this suits their employer). In the main, it’s their passion for design which is their individual driving force so their closing rates are lower (sometimes awful). Some Lifestyle designers put their all into their career and can work upwards of 60-80 hours per week, making themselves available at all times of the day or night, including weekdays and weekends, but their lack of sales finesse makes it hard to convert these hours into dollars.
The Career designer, however, is often more sales-focused and driven by the need to convert leads into signed contracts. Career designers tend to focus on the sales process, which makes them excellent closers, but consideration must be given to what shortcuts might be taken and the lack of focus on the essence of design which could impact the opportunity for future referrals.
So the problem for all employers is how to balance these two opposing forces and find the extremely-rare “right” person who can do it all. Do you employ someone on a modest retainer who will then earn a smaller percentage commission but ultimately provide a quality design service, or do you invest in a hotshot designer/salesperson who is motivated to earn the “big bucks” on every sale but might cost you some business or create a few headaches along the way?
The problem you can have with straight commission selling is you have no direct control over the sales person who represents your company. They may conduct themselves in a way that does not reflect the values of your company, or promise the world in order to get the commission (and ignore the costs involved), thereby impacting on your profit margins.
As the proprietor or franchisee, can you afford to engage the services of a designer who may contribute little in the way of referrals and may even cost you money in the long run?
I know many of you out there have varying thoughts on the matter and have probably had personal experience across a number of employment situations (both as employee and employer) over the years. Let us, and others, know what your thinking is in the comments box below. We are looking forward to a hearty debate on this topic. Go!
