We are fairly new to the sales game in terms of having a dedicated sales team. For the first couple of years of Array Digital’s existence it was just Erik and Kevin selling our services. We brought on our first real salesperson, Glen, a little less than a year-and-a-half ago. When we did that we implemented some new policies and a sales quota.
Our salespeople are expected to bring in $5,000 a month of recurring monthly revenue. All services that we sell are on a monthly recurring basis, so we expect that our sales team bring in new deals totaling $5,000 a month, every month. We do have a ramp-up period of four months. That means that after a couple of weeks of training they are expected to bring in 25% of their quota in their first month. The second month they are expected to bring in 50%. The third month 75%. It’s not until their fourth month that they are expected to bring in 100% of their $5,000 quota.
We pay our salespeople a salary plus commission on their sales for the life of the account. And, so far these practices have worked very well for us and our sales team.