The other day I ran into a friend who I haven't seen in months. He's a financial services representative and has always done very, very well simply because he does not cold call but does intelligent marketing instead. To date he's been very creative and has done an excellent job at avoiding the compliance issues so common with financial institutions. However, his company continues to make their compliance regulations so strict that he may soon have no choice but to resign and become an independent agent instead, simply because it's the only way he'll have the freedom to prospect in ways that actually WORK instead of cold calling like his company wants him to.
For those of you not in financial services sales, "compliance" is simply another term for old-school, stupid regulations that prevent salespeople from using intelligent marketing tools and force them to rely 100% on cold calling instead. It's just another example of decisions being made now in 2004 by executives who were last in the field in the 1970s.
I didn't make real money in sales - I'm talking five figures per month - until I quit my last job and set up an independent sales agency. I eliminated competition by representing EVERY provider in my industry, I gained some tax advantages by becoming self-employed, and I had a new level of freedom to do the things that actually made me money instead of making 50 cold calls every day just to appease some dictator sales manager. If you've been backed into a corner by stupid rules and regulations that prevent you from making money, you should seriously consider it too.