Welcome to ISSA Cleaning Industry Sales Performance Study - - PowerPoint PPT Presentation

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Welcome to ISSA Cleaning Industry Sales Performance Study - - PowerPoint PPT Presentation

Oct 29, 2022 319 likes •575 views

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

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Welcome to

ISSA Cleaning Industry Sales Performance Study

Presenter: Jeff Gardner, Maximum Performance Group, LLC

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Maximum Performance Group, LLC

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  • Ongoing relentless search to find every edge and technique to help our

clients grow their business

  • Street Smart: in-the-field and OTJ with real salespeople calling on real

customers

  • Field tested tactics: that work in the real world

Training Coaching Consul/ng Assessments Marke/ng Strategies

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Maximum Performance Difference

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#1 Sergio Garcia $1,980,000 #4 Matt Kuchar $ 484,000 Average Score 69.75 Average score 70.75 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

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ISSA Cleaning Industry Sales Performance Study

  • Identify key factors that lead to consistently high levels of

sales results

  • Examine the relationship between sales leadership

engagement and sales effectiveness.

  • Identify key ratios and benchmarks to improve sales

performance.

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Survey results are completely anonymous and confidential

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Survey data benchmarks and ratios

  • Monthly sales volume to tenure
  • Average gross profit margins
  • Prospect to customer conversion ratio
  • Number of new customers added each month
  • Selling skills and activities effectiveness
  • Prospect decision criteria
  • Technology/tools

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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

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  • 1. Give me your business card
  • 2. Send me an email at: jeff@mpg91.com
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Complete the survey on your mobile device

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https://www.surveymonkey.com/r/ISSA_Sales_Performance_Survey

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Maximum Selling by Jeff Gardner and Shawn Green, Ph.D.

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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!

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Type of Business

0% 10% 20% 30% 40% 50% 60% 70%

Distributor Building Service Contractor

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preliminary data

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Job Role

0% 10% 20% 30% 40% 50% 60% 70% 80% 90%

Salespeople Managers/Owners

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preliminary data

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Does your company have a sales manager?

11 0% 10% 20% 30% 40% 50% 60% 70%

Full-Gme Part-Gme None

preliminary data

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To what extent does your sales manager

  • r someone acting in the role of a sales

manager:

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1.0 2.0 3.0 4.0 5.0

To no extent To a small extent To a moderate extent To a large extent To a very large extent

Sales manager activities salesperson Go on, or listen to sales calls with you to grow current customers? 2.60 Go on, or listen to sales calls with you to convert prospects into customers? 2.60 Regularly meet with you to discuss sales goals and

  • bjectives

2.60

preliminary data

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Sales Leadership Effect

  • Salespeople are oftentimes the most under-supervised

employees

  • How often do you get “out-in-the-field” or “on-the-phone”
  • bserving your salespeople performing their job?
  • 66%
  • What skill sets do your salespeople need to increase

their success?

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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.”

Sales Leadership Effect

Effective and Engaged Sales Leaders

  • Number one factor leading to sales success is Sales

Leadership

  • The best sales leaders have the best salespeople
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Sales Leadership Effect

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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

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Strategic:

  • Spending time one-on-one with salespeople planning

and strategizing their territory, prospects and customers Tactical/Supervision:

  • Getting out “in-the-field” or, “on-the-phone” making sales

calls with salespeople

Sales leadership effect: Sales supervision best practices

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Sales Leadership Effect…

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Spend 12 to 24 days per year with each salesperson

  • In-the-field or on-the-phone at least once/month
  • More time with new salespeople (initially weekly)
  • More time with underperforming salespeople
  • Don’t forget to spend time with top performing

salespeople

  • Weekly one-on-one communication (phone or F2F)
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Sales leader supervision process

  • Notify sales rep at least one-week in advance…except…
  • Directional Agenda: You suggest the agenda for the day.
  • Reverse Agenda: Ask sales rep to determine the agenda.
  • Commit to a full-day (unless a specific customer situation)
  • Inside salespeople spend minimum of 2 hours

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Pre-call objectives –

One of the few Guarantees in Selling!

  • Always, always have two objectives for every sales

call

  • At least one of the objectives being revenue

directed.

  • Before you go into the call: Ask the rep: “What is the

purpose of this sales call?” -- SHOW TIME!

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Post-call debrief

After every sales call ask:

  • What went well?
  • What would you do differently?
  • What is the next action step?

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Benefits of “working” with your salespeople

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Stronger relationship between the sales leader and the salesperson

  • Motivational for the salesperson (if done correctly)

Stronger relationship between company and the customer!

  • 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

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Benefits of “working” with your salespeople

Evaluate the skills and abilities of the salesperson

  • 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

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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

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  • 1. Give me your business card
  • 2. Send me an email at: jeff@mpg91.com