"Dealer Salesperson Woes: I Haven't Made My Draw in Months!" - 07/07/21 Edition
Stephen Says Column

Dear Stephen,


I work for a major dealer in a major city, and I'm way behind the eight ball when it comes to my draw versus commission. I've had a very high draw for several years because I am a senior sales producer, and I've always been very busy. I've always exceeded the draw number even though it's a big number.

At the start of the pandemic, a little more than a year ago now, our company reduced everybody's draw. But even at the reduced draw, the commissions I earned each month were less than the draw they were paying me, and the deficit kept piling up. My friends at other dealers also have the same concern; since the pandemic, sales have been very sparse for almost a year. We're starting to get busy again, but right now I think it will take a lot of new business and almost another year to catch up on what I owe my company.

I'm very stressed out. I love where I work, I've always done a good job, I've never been in this position before, and I'm talking about a lot of money. I'm so far behind — I owe the company so much money — that I am concerned I may lose my job.

I'm also just finding it distracting, and this is making it very difficult for me to work. I can't concentrate, and I'm chasing every order. It makes me miserable at work and miserable at home. It's a new and nerve-racking position to be in for me. Partners at my dealership have let some people go. Meanwhile, I feel and see the new business potential; old projects are coming back, and new projects are being specified. I feel good about recovery, but still, every day at work I feel like I'm in purgatory.

What's your suggestion? Should I leave the company before I get in any deeper than I already am? I think my draw is non-recoverable; if you leave, dealers never actually ask that you pay back the deficit, but I don't really want to do that, I like it here.

Honestly, I've heard the same story, not just from my colleagues but from everyone. The sales reps from manufacturers that call on us tell us the same things about other dealer salespeople that they work with as well.

Stephen, I've been following your column for years. You're not just a journalist and a headhunter, you're one of us. I saw you started your own career as a dealer and then went to work in sales at Haworth. You know what it's like to be in field sales, tell me what to do. I need some guidance to stay grounded. I'm not looking for pity, just some solid advice.


A for Effort, F for Sales
 

Dear F,


Don't be so hard on yourself. I wouldn't give yourself an F for sales. I would give you a C+ because you're in the same boat that most dealer salespeople are in right now. They're all playing catch-up from a solid year of frozen projects in the contract furniture industry. A full sales year that disappeared! I get it.

Business is coming back again, but it's a slow process. The tone of your letter seems to let me know that you're committed to the industry, and I don't think you're ready to throw in the towel. But I do have some solid suggestions for you.

First and foremost, communicate directly to your boss, the owners of the dealership, the anxiety you're feeling about being so behind on your draw. They can't read your mind, and I personally think most owners are empathetic to what salespeople are going through.