Working on Commission

 

Linda was excited.  I had scheduled eight strong candidates to hire a representative for a new east coast sales territory for West Circle Books.  She was my fifth interview of the day, and her personality was both gratifying and contagious.  I asked her why she was seeking a career change.  “I teach fine art to seventh and eighth grade monsters,” she joked, “and life is too short to think that’s all I have to look forward to for the next twenty years.” 

“Don’t you like teaching?”  I asked. 

“I do,” she said, “and truly, I love the kids, but my daughter got married last year, so I live alone, and my salary is small, and I just want … more.” 

“More?” I prompted. 

“Yes, I want to go places and do things.  I want a career where I’m not driving to the same building every day forever, a job that allows me to poke around in a little antique store if I want to, or stop at an interesting historical site, or feed the ducks at a city park as I’m eating lunch … well, things like that.” 

“How do you do that?” I asked. 

“I was hoping that the position you described in your ad will be the answer,” she said.  “You see, I love libraries and librarians. They’re always so nice.  And helpful.  And I imagined myself driving all over the state calling on public libraries and school libraries, showing them my books and writing orders.  And then, between appointments, I’d … poke around. Meet people.  See interesting things.  Enjoy life.  You told me that you were still selling in your own territory, isn’t that right? Don’t you do things like that?” 

“I do indeed,” I agreed.  “In fact, when I changed careers from professional education to book selling, that sense of freedom, of not being office-bound all day, of making my own schedule with my own time, of choosing where I’m going to be, maybe the city today, the country tomorrow, and the suburbs the day after …. well, I loved that part of my then-new job and still do.” 

I changed the subject.  “Well, Linda, you’re obviously not afraid to travel distances, but what about the straight commission aspect of book selling?” 

“That’s actually what I like best,” she said.  “I should have mentioned that first.  The only careers I’m considering are ones in which I’d be paid on straight commission.  I pay all my own expenses:  car, lodging, telephone, whatever, and then get the tax benefits later.   As long as the commission rate is high, I’m fine with that. 

“Look, I hope my ego doesn’t offend you, but I know I’m good, and I’m sure I can learn to be an excellent sales person.  I like people and I like to smile.  People know I like them, so naturally they like me back.  You like me, right?” 

“I do Linda.  Your temperament and enthusiasm are perfect for selling. And I’m glad that you’re okay with working on commission.  But why are you insisting on it?” 

“Lots of reasons,” she began.  First, working commission is the only way to be paid what you’re really worth. If you get a salary, as I do now at school, you’re paid what someone else thinks you’re worth.  Give you an example.  Frankly, I’m a much better teacher than several of my colleagues, but we’re all paid on the same salary schedule …. some of them even make more than I do just because of seniority.” 

“What else?” I asked. 

“My daddy sold real estate,” she said.  “Straight commission.  Told me that when you work for a salary at most private companies, there are three kinds of workers:  excellent, mediocre, and unsatisfactory. The company’s executives understand and expect that; they’ve got to pay everyone, even the ones who don’t produce very much, so really the excellent employees are subsidizing the salaries of all the others. Especially true in Sales.” 

“All true,” I agreed. 

“Well, I’m not going to do that,” she said.  “I want every bit of the money I earn and I plan to make a lot! I’m not lazy, plus, with commission work, no one puts an arbitrary ceiling on how much I can make, right?” 

“That’s right, Linda.” 

“Then give me the job, and let’s get going!” 

I did.  And she became a superstar.  Linda represented us for many years before she retired.  Now, I’m looking for the next Linda, the next superstar, to represent West Circle Books.  Maybe it’s you. 

                                                Bruce Burg, President
                                                           West Circle Books