Small business owner here with commissioned salespeople and previously worked in sales for 14 years myself in the same industry (beer). It is a bummer that your salesman couldn’t close it. Were you already questioning their work ethic or sales ability? I do know and deal with customers like yours that like to “deal with the owner only”. I’m fine with it. Some people are like that and talking beer and taking orders is something I enjoy anyways. Could it have been how this specific customer likes to do business and less of your salesman’s inability to close? I send out a weekly email blast to our wholesale customers and get a fair amount or replies with orders. I still pay my salepeople commission on those sales if they’re in their territory. I know they’re out there hustling still and this is just a good way to reward them for their hard work. A happy salesperson tends to be a better salesperson.
Small business owner here with commissioned salespeople and previously worked in sales for 14 years myself in the same industry (beer). It is a bummer that your salesman couldn’t close it. Were you already questioning their work ethic or sales ability? I do know and deal with customers like yours that like to “deal with the owner only”. I’m fine with it. Some people are like that and talking beer and taking orders is something I enjoy anyways. Could it have been how this specific customer likes to do business and less of your salesman’s inability to close? I send out a weekly email blast to our wholesale customers and get a fair amount or replies with orders. I still pay my salepeople commission on those sales if they’re in their territory. I know they’re out there hustling still and this is just a good way to reward them for their hard work. A happy salesperson tends to be a better salesperson.