COMMISSION-SAFE GUIDANCE – SELLING RELEVANT

Principle:
Relevant is not about selling more people. It is about selling better outcomes.

How to sell without killing commission:
• Position Relevant as a higher-value engagement, not fewer placements
• Emphasise stickier clients and longer tenure
• Frame success as fewer problems, not fewer hours

What to say when headcount reduces:
“Relevant often stabilises operations. That usually means better-placed people who stay longer.”

What sales should prioritise:
• Clients with repeat errors
• Clients under automation pressure
• Clients frustrated with churn or rework

What not to do:
• Don’t push Relevant into price-only deals
• Don’t promise headcount growth
• Don’t sell training as a standalone

Rule:
If the client only wants cheaper labour, this is not the right service.