How to maximize your time and your sales commission

Dear Mr. Walberg:

Should I look for another job or not? That is the question. I have been with a large department store chain for several years, earning an $8.50 per hour draw against commission. Since I'm in a low volume, low price area, I rarely exceed my draw. Meanwhile, I met a woman about my age who works in a local deli (no sales or commission) and earns $10.50 an hour! Should I go looking for greener pastures, or just wait? Social Security will start in two years and I'll be fine. - S.O., Birmingham, Ala.

Dear S.O.:

There are times when seeking greener pastures won't solve the problem. Every job has a value to the employer, and every employee must earn that value. The deli worker's job is apparently worth $10.50 per hour to the employer, or she is earning that much by the way she does her job. My question would be, "What can she do to earn more than $10.50?"

In your case, if you earn a draw against a commission, you are in control. Figure out how much you have to sell to earn the $8.50 based on your average hours of work per week. Then, set your sights on exceeding that volume, not just reaching it.

A low volume, low price area shouldn't hold you back. You simply have to figure out how to sell more of whatever it is that you sell. It doesn't necessarily mean working longer or harder, just working smarter and more focused. Here are some ideas:

- If you have a list of customers, find excuses to contact them often. Use mass mailings or email for department and store-wide promotions, and single out individual clients for special merchandise/promotions that you know will interest them. Your company will probably help you create mailings and pay the postage.

- Stay focused. Don't wander the store being social during slow times. Stay at home and greet every customer that walks by.

- If you work in a low price area, customers may be quicker to make "impulse" purchases. Have hot items on hand to lure and entice passers by. Create sales, don't just wait for them.

- Don't just "clerk", be a salesperson. You control your destiny with your attitude and your actions.

Marvin Walberg is a job search coach. Contact him at mwalberg(at)bellsouth.net, marvinwalberg.blogspot.com, or PO Box 43056, Birmingham, AL 35243.