Review from the Summit: What’s Wrong With Canvassing

My son David took on the next topic at the summit which covered the primary problems that exist when companies attempt to implement a canvassing program. These include:

  • Failure to control the herd: Your canvassers need to be given strict guidelines for their dress, behavior and actions as part of the canvassing team. You expect your salespeople to conform to specific standards, why should your canvassers be any different?
  • Failure to control the process: There is a proven system that produces greater results than anything else that can be implemented. However, just stating that this is how you are going to cavass is not enough. You need to have a strong manager in place who is willing and able to enforce these rules.
  • Failure to measure properly: Your goal should be for your canvass leads to perform equal to your leads from other sources, and maintain a 12% marketing cost.
  • Failure to train: Do you have a canvassing manager? If so, is he devoting enough time to training your personnel to adhere to the guidelines? If not, your sales manager needs to be the one responsible for this task.
  • Failure to coach: Great managers are also great coaches. They see what is working and what isn’t and make the necessary changes while constantly motivating their personnel to achieve maximum performance.
  • Failure to compensate properly: Like it or not, your canvassers have to be compensated requisite with their responsibilities – – and canvassing is not an easy job. Remember – your canvassers are an extension of your sales force and should be treated as such.
  • Failure to organize: The successful canvassing program has steps of implementation, you cannot expect to foster immediate results overnight.

For more information on canvassing, look at our free articles.

Next posting, I will review Brian Smith’s presentation on “Why Most Sales Training Ultimately Fails”.

I would like to thank Dave Yoho Associates for their consulting services. For me, the meaning of ‘value’ is getting more than what you paid for, and their services truly 

Aaron Heth, Director of Sales
Freedom-Solar

I’ve been a client of Dave Yoho Associates since opening my business six years ago. In that time, their training program and sales methods have helped us build a successful 

Ken Sherman, Owner
Brookstone Windows & Doors

Dave Yoho Associates are the leaders in business consulting and sales training for the industry. We utilized their services to grow from a small business to averaging over $10 million 

Wendy Patterson, Co-Owner
Patterson Homes & Construction

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 – – 

Vince Nardo, President
Reborn Cabinets

We found Dave Yoho Associates extremely professional and knowledgeable in evaluating our current business model and recommending specific solutions that will improve our efficiency and profit.

Wasyl Bodnar, President
Ventana Design, Sales, and Manufacturing

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

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

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

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 

Sara Zarndt-Brickey, Operations
Re-Bath of Illinois

I want to thank the entire team at Dave Yoho Associates for meeting with our Canvassing Managers last week. The knowledge we learned in only one day was invaluable.

Jason Hollister, Proximity Marketing Manager
RbA Southard Corporation

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