World Fence News

February 2015

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WORLD FENCE NEWS • FEBRUARY 2015 • 31 mates or estimates not followed-up in a timely manner will be re-assigned to other sales staff! Also, no new leads will be issued to any sales staff not up to date with all estimate follow-ups and up to date on the input of all Act data. 10. Perform any other duty or assignment as may be assigned from time to time by the sales manager. Next, Bill and I insisted that all sales staff sign off on this list of du- ties and responsibilities, and that they not only have read and understand ev- erything, but that they agree and will comply with everything on the list. The sign off read: "I have read the duty list and I fully understand and accept the du- ties assigned to me. I have received a copy of the list. It is understood that the management of the company may add items or delete items from this list at any time and I will be informed of the change(s)." Here is all I am trying to say: Have a "plan of attack" for your sales team; it is a must. You do not neces- sarily need to follow this model, as it is only an example, but decide what works best for your team. Choose a plan, organize, have meetings, talk, discuss, set goals and do not settle for mediocre perfor- mance from anyone on your team, whether they are in sales, installation, the shop, or even the front office. Strive for excellence, expect noth- ing less from anyone in the company and go out there and make some mon- ey! Tom Luby, president of Prof- it Builders International (PBI), has developed the Roadmap to Success program, which offers business in- formation necessary to successfully operate a fencing company. He has • Scheduled weekly and monthly one-on-one meetings with the sales manager. • Weekly sales meeting with the sales staff and sales manager that: - Review Act info to ensure it is up to date. - Discuss last week's progress, volume (number) of sales calls and capture ratios. - Discuss any problems in the of- fice or field and resolve same. - Establish acceptable profit mar- gins through accurate job costing and set goals for future performance. 7. All leads have been followed-up or re-scheduled within 2 – 3 days after the initial customer call-in. 8. The floor (for cash and carry and incoming sales questions) must be covered at all times and sales per- sonnel are either in the office or out on calls during normal business hours. 9. All estimates have been fol- lowed-up within a reasonable amount of time and call-backs continue until the customer has made a decision. At that point, if the estimate is ac- cepted the job is scheduled. If the sale is not made, a reason for losing the job is noted in the salesperson's file. Note: Leads not converted to esti- conducted seminars as part of the educational programs at the FENCE- TECH and Jackpot conventions. Tom's entire Road- map to Success program is avail- able on CD, along with The Close and The Roadmap to Success user manual. Phone Tom at 941-981-3677 or e-mail him at tluby@profitbuilder. org. For more information visit his web site at www.profitbuilder.org. 2015 ISC West show set for Las Vegas The International Security Conference & Exposition – also known as ISC West – is the largest event in the U.S. for the physical security industry, covering access control, alarms and monitoring, biometrics, IP security, video surveillance/CCTV, and networked security products. The 2015 ISC West show is scheduled for April 14-17, 2015 at the Sands Expo & Convention Center in Las Vegas. At ISC West, attendees will dis- cover the newest security products and security technology, network with colleagues and security professionals, and gain valuable security industry training and knowledge through SIA Education@ISC. The trade exhibition will be held April 15-17. The headquarters hotel is the Venetian Resort Hotel Casino. For room reservations, call 866-659- 9644. For show info, visit www.iscwest.com or call 800-840-5602.

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