Welcome to ISSA Cleaning Industry Sales Performance Study Presenter: Jeff Gardner, Maximum Performance Group, LLC
Maximum Performance Group, LLC Training Coaching Consul/ng Assessments Marke/ng Strategies o Ongoing relentless search to find every edge and technique to help our clients grow their business o Street Smart: in-the-field and OTJ with real salespeople calling on real customers o Field tested tactics: that work in the real world 2
Maximum Performance Difference The difference between a top performer and an average performer is only a slight edge Small differences in ability translate into large differences in results Average Score 69.75 #1 Sergio Garcia $1,980,000 Average score 70.75 #4 Matt Kuchar $ 484,000 3
ISSA Cleaning Industry Sales Performance Study o Identify key factors that lead to consistently high levels of sales results o Examine the relationship between sales leadership engagement and sales effectiveness. o Identify key ratios and benchmark s to improve sales performance. Survey results are completely anonymous and confidential 4
Survey data benchmarks and ratios o Monthly sales volume to tenure o Average gross profit margins o Prospect to customer conversion ratio o Number of new customers added each month o Selling skills and activities effectiveness o Prospect decision criteria o Technology/tools 5
ISSA Cleaning Industry Sales Performance Study If you haven’t had a chance to complete the survey please go to: https://www.surveymonkey.com/r/ISSA_Sales_Performance_Survey 1. Give me your business card 2. Send me an email at: jeff@mpg91.com 6
Complete the survey on your mobile device https://www.surveymonkey.com/r/ISSA_Sales_Performance_Survey 7
Maximum Selling by Jeff Gardner and Shawn Green, Ph.D. Motivational guru and best selling author Brian Tracy has this to say about Maximum Selling: “This book gives you a step-by-step process you can apply immediately to make more sales, faster and easier, than you imagined possible.” Get a free digital copy of the book: Maximum Selling , for every survey respondent! 8
Type of Business 70% 60% 50% 40% 30% 20% 10% 0% Distributor Building Service Contractor preliminary data 9
Job Role 90% 80% 70% 60% 50% 40% 30% 20% 10% 0% Salespeople Managers/Owners preliminary data 10
Does your company have a sales manager? 70% 60% 50% 40% 30% 20% 10% 0% Full-Gme Part-Gme None preliminary data 11
To what extent does your sales manager or someone acting in the role of a sales manager: Sales manager activities salesperson Go on, or listen to sales calls with you to grow current 2.60 customers? Go on, or listen to sales calls with you to convert 2.60 prospects into customers? Regularly meet with you to discuss sales goals and 2.60 objectives 1.0 2.0 3.0 4.0 5.0 To no extent To a small To a To a large To a very extent moderate extent large extent extent preliminary data 12
Sales Leadership Effect o Salespeople are oftentimes the most under-supervised employees o How often do you get “out-in-the-field” or “on-the-phone” observing your salespeople performing their job? o 66% o What skill sets do your salespeople need to increase their success? 13
Sales Leadership Effect According to a ten year workplace study: “The single most important factor determining employee productivity, morale and retention, is the day to day communication between employees and their manager.” Effective and Engaged Sales Leaders o Number one factor leading to sales success is Sales Leadership o The best sales leaders have the best salespeople 14
Sales Leadership Effect Salespeople with a high or moderate level of sales manager engagement (previous research): 1. Spent 25% more time making calls on prospects 2. Used the internet for pre-call prospect research 26% more often 3. Added 23% more new customers per month 4. 18% higher conversion ratio between first appointments and new customers 15
Sales leadership effect: Sales supervision best practices Strategic: o Spending time one-on-one with salespeople planning and strategizing their territory, prospects and customers Tactical/Supervision: o Getting out “in-the-field” or, “on-the-phone” making sales calls with salespeople 16
Sales Leadership Effect … Spend 12 to 24 days per year with each salesperson o In-the-field or on-the-phone at least once/month o More time with new salespeople (initially weekly) o More time with underperforming salespeople o Don’t forget to spend time with top performing salespeople o Weekly one-on-one communication (phone or F2F) 17
Sales leader supervision process o Notify sales rep at least one-week in advance … except … o Directional Agenda: You suggest the agenda for the day. o Reverse Agenda: Ask sales rep to determine the agenda. o Commit to a full-day (unless a specific customer situation) o Inside salespeople spend minimum of 2 hours 18
Pre-call objectives – One of the few Guarantees in Selling! o Always, always have two objectives for every sales call o At least one of the objectives being revenue directed . o Before you go into the call: Ask the rep: “What is the purpose of this sales call?” -- SHOW TIME! 19
Post-call debrief After every sales call ask: o What went well? o What would you do differently? o What is the next action step? 20
Benefits of “working” with your salespeople Stronger relationship between the sales leader and the salesperson o Motivational for the salesperson (if done correctly) Stronger relationship between company and the customer! o Access to higher level customer Decision Makers 20/80 Relationship Rule: As a sales leader you should have a relationship with the DM’s at top 20% of your customers 21
Benefits of “working” with your salespeople Evaluate the skills and abilities of the salesperson o Observing salespeople in the field, on-the-job, is the only way to accurately evaluate their skills Help them to make something happen that wouldn’t have happened if you weren't on the call … greater productivity You gain a clearer more accurate understanding of the marketplace 22
ISSA Cleaning Industry Sales Performance Study If you haven’t had a chance to complete the survey please go to: https://www.surveymonkey.com/r/ISSA_Sales_Performance_Survey 1. Give me your business card 2. Send me an email at: jeff@mpg91.com 23
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