MoneyWatch

Can Your Personality Handle 100% Commission?

By Geoffrey James

Updated on: October 14, 2009 / 7:07 PM EDT / MoneyWatch

Most sales reps have a draw with commissions added for hitting certain targets. However, there are still some sales jobs out there where if you don't sell, you don't eat. Selling commission-only requires a certain personality. Here's a quick test to assess whether you've got what it takes.

Click here to take the test Â»
INSTRUCTIONS: Answer the following three questions.

Click here to score your answers. Â»

SCORING: Your answers are shown in BOLDFACE above.

If you answered "1" to any question, you're disqualified. You don't belong in a sales job, regardless of the commission structure. In fact, you should probably be in therapy.

For the rest of the answers, simply add up the numbers of your choices and compare it to the following table.

You scored 6 to 8: You're a prime candidate for working 100 percent commission. If you do, you'll probably win plenty of bonuses.
You scored 9-10: Sorry, but 100 percent commission is not for you. You can still be successful at sales, though, as long it's with a safety net.
You scored 11-12: Ouch. Are you in sales? Maybe this isn't the best career for you. Try finding a cushy marketing job.

QUESTION #1: Commission-only people sink or swim real fast, but those that swim, love the water, which is probably why so many of them are sharks. Indeed, the "shark" analogy is a good one, because sharks tend to hunt alone, aren't afraid of stealing food from other sharks, are subject to feeding frenzy with a hot prospect and they need to keep moving to keep eating. Because of this, they tend to look up management as needless overhead - a distraction from selling, rather than a source of help.

QUESTION #2: Because their entire income is in their own hands, commission sales reps are usually willing to break (or at least bend) most rules. If they had an anthem it would probably be the old Paul Anka song 'I did it my way,' unless they're from New York City, in which case their anthem would be: "I did it my way, you got a problem with that?" If they want to cut a deal that doesn't make sense for their firm, they often willing to move forward, if there's a sale in the offing.

QUESTION #3: Because commission-only reps feel that they work for themselves, they're willing to jump ship if there's a better ship nearby. This creates challenges for management, because (as a general rule) commission-only reps are generally unwilling to remain during hard times, even if their departure might have major consequences to your firm's future plans. Many companies shy away from 100 percent commission because it makes them more vulnerable to downturns in the economy.