Hey, today we got a little different interview, still a very great rep, and pretty much one of the greatest tests that we have as a rep, can you live off of your commission only?

No base salary.

And today's episode, I want you to think about because during my morning run, I was like, yeah, you know,

we all are salespreneurs, whether we admit it or not. We kind of want to be in denial and be

comfortable with that base salary. And I did a poll on LinkedIn. I asked, you know, would you

take a job with, you know, twice the potential

income or twice the commission, essentially, and, but no base. And less than 30% would.

Think of the logic there. Yet still, over 50% of the reps think they're A-level reps.

Well, you'd be kind of crazy if you're an A-level rep not to want to make twice as much money.

Yeah, it might be a little bit lumpy, but that base salary is such a crutch, such a gilded

cage for us.

And it's only getting worse in that when you look at the on-target

income, when you look for a job, they always tell you it, oh, you know, reps plan to make X.

A lot of money, typically. And then you ask how many people made it? Well, most will make it.

I know how many have made it? Oh, that's different.

What companies are doing, and the math is pretty simple. To attract the best reps, they need high

base salaries and high on-targeted earnings. Now, the base salary, you can't fake. The on-target earnings, you can fake. All you have to do

is lower the commission rate and up the on-target earnings, which is counterintuitive for

anybody who's good at selling. So where does this leave us? Why are companies doing this?

Well, it's not just to attract reps,

it's to control them. How are you going to get people to spend 30, 50% of their time doing

non-selling activity if you're not giving them a good base salary? How are you going to get them

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