Q&A From April 2015 Webinar

On our most recent home improvement webinar we had numerous questions that were not able to be addressed during the program. Here are responses to several of them:

Q: In a company where the average contract is $12-15k, how much volume should be expected from a salesperson?

A: By today’s standards, with the kind of leads most companies develop, a salesperson selling $15k contracts should be producing in excess of one million dollars net revenue per year, which represents somewhere between 65-70 net contracts. We have clients who have average contracts between $7-8 thousand dollars and the average salesperson sells $700-800 thousand dollars per year. Much depends on how the people are trained, and what style of closing process they use, but in truth many companies set the bar way too low.

Q: In a company that produces TV leads and has a successful canvassing crew, what should the “sit rate” (presentation rate) be?

A: If your canvassing program is new, your salespeople will tend to see canvass leads as “lesser than” or inferior to the television lead. Once salespeople begin to understand that the canvass lead usually gives them access to a customer who is not out looking for prices on a specific project and will not have been contaminated by misinformation, they will see the benefit. Accordingly, a canvass lead with a well-trained salesperson can exceed a 50% “sit rate”. In the more experienced companies a 60-70% “sit rate” is not uncommon.

Q: What is the one trait that you find in common with top producing salespeople?

A: Hard to narrow it down to one trait. However, it usually falls in the field of self-confidence on the part of the salesperson, persistence, and the ability to deal with resistance. Some new salespeople may have a character trait which seems to make them likeable; that’s helpful, but it is not the most common trait found in top producers.

Q: What are your thoughts on using head hunters or placement agencies for finding salesman?

A: The history of using placement agencies and/or headhunters for salespeople are not that great. There are prospects for the sales role out there who may not be familiar with your product or the intricacies of your industry. However, if their behavioral profile indicates that they can bring “passion” to the presentation, then they can frequently be taught “processing” inclusive of less telling and better selling methods. You can find these people as easily as your placement agency. As David pointed out, in every territory the kind of person who can succeed as a salesperson in your organization exists you simply have to use the right methodology to find them. Our case histories studies point to numerous successful salespeople who might have had limited or no sales experience, but the profile indicated a behavior that is adaptable. Yes, there are cases where the headhunter or the placement agency do find a salesman, but when it comes to people who sell in the home, we have found their success to be extremely limited.

Q: Should salespeople “in training” be forced to look at videos or listen to CD’s, and then be tested on comprehension?

A: Sales training is an ongoing process, as is seeking to improve the “skill sets” in any profession. The proper video training enables salespeople to identify with an individual using a process which can be replicated. Depending on the size of your sales organization, video training should be broken down into “segments” where the video is turned off and a discussion on the subject matter can be introduced. The use of CD’s is also effective for personal “study”. If the information is proposed in an inspirational style, the salesperson can listen to these in what we like to call “windshield time”, driving to or from a sale. If salespeople are effectively using CD’s as part of their training culture they should be quizzed repeatedly on (a) what they heard (b) how they intend to use it (c) or how they are using it.

Stay tuned as we answer more questions in our next blog posting.

Dave Yoho Associates provided guidance, advice, best practices, and support to our entire staff. Our company has improved across every level after working with them.

Cris Keeter, Owner
All-States Exteriors

I learned an abundance from your canvassing training. Thank you so much for helping us revise our methodology!

Lynann Everett, Interactive Marketing Manager
RbA of Northeast PA

Our remodeling business had annual sales of under $9 million when we became contract clients of Dave Yoho Associates. Due to their training and systems, our revenue soared – – we are headed for over $35 million this year.

Vince Nardo, President
Reborn Cabinets

We have been working a long time to reach a “million-dollar month”, and this September we finally accomplished our goal! The Dave Yoho Associates model and training tools are without a doubt the keys to our success.

Chuck Cometti, General Manager
RbA of Central New York

Dave Yoho Associates’ consultants are the sharpest in the industry, and are incredible communicators, very engaging, and always inspiring. Their industry insight is unmatched, as is their creativity.

Todd Miller, President
Isaiah Industries

One of the primary takeaways from your most recent visit to our company was that the words, promises, and tone of our call center reps need to speak directly to the prospect’s needs, followed by a professional, systematic sales presentation which builds immediate rapport and trust.

Dave Cerrone, President
Fitch Construction

I’ve had the privilege of using Dave Yoho Associates consulting services for the last three years. It’s by far the best single business decision I’ve made. Their structure, training, and business coaching are second to none.

Michael James, CEO
Classic Exteriors

We’ve used the consulting services of Dave Yoho Associates for several years now. Much of our success can be attributed to following their systematic teachings and practices.

Michael Hoy, President
Great Day Improvements

Recently, Dave Yoho Associates performed ‘role-play’ scenarios for three hours with our salespeople. The eye-rolling is gone and their confidence has grown substantially. Can’t wait for your visit next month!

Jason Phillips, CEO
Phillips Home Improvements

Immediately after your training, I ran my first solo appointment and got the order for $16,088! I beat out a reputable local remodeling company whose bid was $4000 less and was referred to by the customer as a slightly ‘better’ product.

Sara Zarndt-Brickey, Operations
Re-Bath of Illinois

OUR PARTNERS

Get a FREE 30 Minute Consultation A FREE GIFT
Call Us Now