We have a part time sales rep who is a retired flooring retail owner.Who here other than Ken Snow has one (or more) doing outside sales for commercial cleaning?
Are they responsible for their own leads?
How do they get most of their leads?
Thanks
This is a project i am working on right now, would really like to hire a part-time rep by sept 1st so they can have enough work to make it through a buffalo winter alive.
Have all the other pieces in place but a couple.
1. Want to find some great territory mapping software, 100% committed to making this position as organized and productive as possible. After being a rep i know how important this is to success.
2.Have to do some field testing myself and find out how many stops to set as a goal everyday in an urban setting and suburban. Even if a rep hits a revenue target i still want them to hit an x number of stops EVERY day, not sure if its 30, 50 or whatever but will figure out a baseline min. Too often salespeople hit a revenue target and call it a day, not going to hire that person.
On your stops are you setting number for cold calls and then a number for targets who you have some relationship with?
I would set 25-40 cold call. Hard to keep it chipper for longer than that. Remember Sales reps get paid to be happy!
On regular targets I would go for 7-10 depending on geography and depth of relationships.
3 solid calls would always be better than a bunch of shotgun calls
Just my Pharma self talking
I think you miss the point on why people get into sales.
If a guy can hit his quota in 2 hours a day more power to him.
I was in sales for the last 13 years because I could produce and I wanted the reward of my time and good pay.
Top sales people will not want to work in a frequency driven count the hours environment.
The Pharma industry had that idea on time and calls. They have laid off 1000's in the last few years because of losing sight of what real sales is.
Consulting with your customer to help them find the best solution for their need.
Good points about mixing in some former/current customers and old estimates into the daily rotation, after 6 years of telemarketing we do have some decent info on large-mid businesses but none on smaller.
We currently use ACT and have pretty good info but i wanted to see if we could layer that on top of a map?
End of the day we can just do street searches in ACT everyday, but thought it would be great.
Yes if a pro walks in i would definitely be more flexible but how likely is that? I was preparing more for the 24-28 year old cable tv or electricity reseller ....
Who knows maybe we will be lucky, last batch of hires have been great.
Who here other than Ken Snow has one (or more) doing outside sales for commercial cleaning?
Are they responsible for their own leads?
How do they get most of their leads?
Thanks
Yes I'd love to see your piece Steve.
Have you used Streets and Trips from Microsoft? You can dump an excel list in and it will map it for you. Pretty neat tool.