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Sales System Plan & Commission

Sales system plan & commission

Fanatical prospecting

Website code: 2BZR37AG

Leverage prospect pyramid

Emyth revisited: last few chapters on client psychographic and sales PowerPoint

Facebook message bot to integrate with responsibid

10 Questions To Determine The Best Commission Structure For Your Business

Determining the right commission plan for your business can be an extremely complex task that often overwhelms even the most experienced owners. To help guide you, answer the following questions before reviewing the various commission structures:

1. What are the company’s sales goals and sales budget?

2. How much should you pay and how much should they sell?

3. How long is the average sales cycle for your product or service?

4. Are you offering benefits, bonuses, or incentives of any kind?

5. Is this a fair structure that will motivate each salesperson to work hard?

6. What is the average revenue per sale (ARPS) or average price point?

7. What is the salesperson’s role: lead generator / canvasser or full-cycle?

8. Does the salesperson provide support and training to the customer post-sale?

9. Is it a one-time sale or is there typically repeat business and upsells?

10. Does the sales rep handle customer service / account management, or do you have a team?

Price is what you pay. value is what you get.

Marketing creates value to our customers and company:

Value definition process:

  1. Who are my customers
  2. What do they value
  3. How can I give them that value better than my competition.

How to segment a market: segment by value, not demographics. Segment by phychographics based on their needs.

How to do segmentation analysis:

User based: starting types of people that will used your service. What features are important to each group. See if any over lap and combine the groups.

Benefit based: start with the offering itself and then discover which groups use it. And create descriptions of each group

Occasion based: when, the occasion would determine their needs. What would they want in each of those occasions?

Then layer demographic description over the phsychograpbic profiles

Targeting: pick one specific group to target.

Attribute by segment matrix:

  1. write attribute as benefits in column on left
  2. Create two group columns
  3. Rank the benefit as high/mêd/low for each group

Positioning process

Two steps:

  1. Create value proposition
  2. Select 1-2 benefits to anchor positioning. Choose one main message and hammer it down people’s throats.

Two checks:

  1. Does the positioning make it clear what value is being provided to the customer?
  2. Does the positioning make it clear how the offering is different and better than competing offerings?

Creating a positioning statement:

A single statement about everything that is important about the offerings position in the market

They:

  1. Include a brief description of the target customer
  2. Refer to the brands or product category that serve as competition. This establishes points of product
  3. Should clearly and identity the primary benefit – the point of differentiation.

Potential sources of sales growth

DIFFERENTIATION: ansovs matrix:

On left: current customer and new customers

On the top: current offerings and new offerings

The crossing

Current product

New product

Current customers

Market penetration: Selling current customers more of its services

Product development: creating new products to sell to current vustomers

New customers

Market development: sell Existing products to new customers

Diversification: New product line to new customers

boxes are the opportunities for sales growth

Market penetration: create more occasions for them to use your service

Reach out to other service providers that service our clients – lawn care, realtors,

Terms people like: simple straight forward and concise. Provide the benefit, features. Answer any questions that may come. People like convenience, more variety, low prices, high quality offer

Sales/marketing tasks:

Drive through all neighborhoods and subdivisions to find areas with many homes needing curb appeal (streaked roof, dingy siding)

50 call in 1 hour 2x/day

Engage in social media: Post on facebook 5x/day, post on nextdoor communities

Rework follow up emails and texts

Find high money areas – income based on mailer routes  and Melissa data

Find target dirty areas for house washing and roof cleaning

Use sendjim to mail weekly to target homes

Cold call lists from leadsnow

Reach out to high value clients.

Reach out to subcontractors, get their pricing, up sell their services to customers.

Review website like a critique

Spy on competitors: call and get email quotes from competitors

Scrap out features that take too much time: screens and tracks – raise prices and make sure they’re perfect.

Scents and cologne that sell:

https://homewarranty.firstam.com/blog/open-house-scents-smells-help-sell

Use a scented tape roll on the inside of sales folders to make sales now please make them sink please