my sales role - is it scalable?

im 25 - i just started selling for a small cctv company,

we sell cctv products to companies allowing the business owner to view their business when they are not there, and playback events.

my yearly salary is 50,000, a typical 4 camera system results in a commission of $1000 up to a 16 camera system for $2000 commission.
im in a sales team of four and have found a niche in the market and have outperformed the team average by about 300%. i've been very busy doing the following:

1. manually building a database of people to call
2. cold calling to discover the owners name
3. making an appt with the owner
4. driving out to see the owner to make a presentation
5. making a presentation
6. following up
7. making the sale and driving out to get the paperwork signed
8. driving out to get the leasing paperwork signed
9. driving out on the day of the installation to instruct the installer where to position everything

obviously i dont make appts with every call i make, obviously i dont sell every appt.

if i work really hard and make 50k of salary + 50k commission = 100k income. is it really possible to 'scale' this process to 300k?

i've done well this last quarter, but i feel i will have to work 300% times harder, which is impossible, i feel like the process is not scalable and i cant leverage my time at all. even if i optimize the process by 50% ill still be limited to 150k/y.

i can only see my income growing by becoming a sales manager and hiring more people.

my sales this month: 6
team sales including my sales: 12

can i really sell as much as the whole team to merely double my income?

i'm having difficulty understanding how some larger sales organizations have sales people that outperform the average rep income by 500% or 1000%.

it's obvious i can double my income by doubling my hours. but is it possible to double my income in the same hours.

do you really think its about being a better 'closer' and increasing the close ratio.

Quote:

Originally Posted by luka.

im 25 - i just started selling for a small cctv company,

we sell cctv products to companies allowing the business owner to view their business when they are not there, and playback events.

my yearly salary is 50,000, a typical 4 camera system results in a commission of $1000 up to a 16 camera system for $2000 commission.
im in a sales team of four and have found a niche in the market and have outperformed the team average by about 300%. i've been very busy doing the following:

1. manually building a database of people to call
2. cold calling to discover the owners name
3. making an appt with the owner
4. driving out to see the owner to make a presentation
5. making a presentation
6. following up
7. making the sale and driving out to get the paperwork signed
8. driving out to get the leasing paperwork signed
9. driving out on the day of the installation to instruct the installer where to position everything

obviously i dont make appts with every call i make, obviously i dont sell every appt.

if i work really hard and make 50k of salary + 50k commission = 100k income. is it really possible to 'scale' this process to 300k?

i've done well this last quarter, but i feel i will have to work 300% times harder, which is impossible, i feel like the process is not scalable and i cant leverage my time at all. even if i optimize the process by 50% ill still be limited to 150k/y.

i can only see my income growing by becoming a sales manager and hiring more people.

my sales this month: 6
team sales including my sales: 12

can i really sell as much as the whole team to merely double my income?

i'm having difficulty understanding how some larger sales organizations have sales people that outperform the average rep income by 500% or 1000%.

it's obvious i can double my income by doubling my hours. but is it possible to double my income in the same hours.

do you really think its about being a better 'closer' and increasing the close ratio.

Hi Luka,

It seems to me that you can increase your sales in three ways:

1. Increase your close ratio (probably very doable)
2. Increase your average sale (sell more to those who are buying)
3. Condense the amount of time and effort you spend to make a sale. From your brief description of your selling process, I am certain you can do this. Can you identify inefficiencies in your process that would save you time?

Quote:

Originally Posted by luka.

I've been very busy doing the following:

1. manually building a database of people to call
2. cold calling to discover the owners name
3. making an appt with the owner
4. driving out to see the owner to make a presentation
5. making a presentation
6. following up
7. making the sale and driving out to get the paperwork signed
8. driving out to get the leasing paperwork signed
9. driving out on the day of the installation to instruct the installer where to position everything

Which of these steps could you delegate to an assistant? Would it be worth the expense of hiring an assistant?

Quote:

Originally Posted by luka.

i've been very busy doing the following:

1. manually building a database of people to call
2. cold calling to discover the owners name
3. making an appt with the owner
4. driving out to see the owner to make a presentation
5. making a presentation
6. following up
7. making the sale and driving out to get the paperwork signed
8. driving out to get the leasing paperwork signed
9. driving out on the day of the installation to instruct the installer where to position everything

That is much too much "hands on" activity for those size commisions. You could delegate 3, possibly as many as 5, of those activities.

Conversion ratios are important, but maximizing your selling time should be your immediate priority.

Is number 6. really vital? Do you need to follow up on all the prospects you present to. What is missing from the sales process here that means you then have to go back/call to follow up? Could you also complete with 7 & 8 when you are doing the presentation. Then you will only be cold calling and getting the appointments (are you qualifying these prospects on the phone)? Visit the client to establish thier needs/build rapport/present and close. Is it then possible to have them sign the paperwork there and then - or do you need to get a quote sorted?

so far I have optimised my sales process and have done much better than my peers by using the theories i felt most comfortable with

1) obtaining a LIST of OWNERS, their NAMES and NUMBERS .. this has saved me a lot of time and energy
2) calling them and asking them if what i have is what they want and not trying to sell the appointment too much

The first idea .. 'obtaining a list' is invaluable and has a resulted in a very measurable level of quality appointments, motivation levels have also increased because i'm not 'bogged down' in asking employees who the owner of the business is. i think this is well worth $1 per record

The second idea 'asking them if what i have is what they want' sends me to appointments where the owner is more than likely happy to spend time with me because i have disclosed the price over the phone, and because they have acknowledged it's what they want. this also increases motivation.

Thirdly, I am working on getting a from the sales manager a form that only needs to be filled in once .. not a two stage application form, and final contract. this saves one trip.

I'm also spending minimal time at the beginning of the installation, and would like to avoid this altogether if possible.

I am still uncomfortable with the following
- delegation of tasks

And in future I hope to obtain lists of business with more sites per owner (increasing $ per sale).

Also hope to call the lists by sections of my city, so one week ill be in the north, second week west, third week east etc.

ideally i feel my goal is still to condense more selling weeks into a single week. this means more appointments with people who want what I got, and more selling time in front of prospects.

thank you to everyone!

I see a missed opportunity. You are presenting to and closing owners, to increase your closing ratio, to shorten your sales process, to increase your $$ per sale you need to leverage those people that already believe in you - your customers. Referrals, Referrals, Referrals! You have heard the phrase that starts with "Birds of a feather..." Well, owners know other owners, and if you have provided a product/service solution that has worked for them they will gladly provide you referrals...if you ask.

And asking is the key!

Consider adding a talk track to the front end of your sales presentations, "at the end of my presentation I will be asking if there are any other businesses you think may be a good fit for my services." Create in your prospects the impression that you are a busy professional, your solutions are in high demand, there is exclusivity in working with you. Then, when you start asking for referrals you will be done with "lists" forever.

tleary,

I don't think I have asked for a referral ONCE.

I have a lot of difficulty asking because
1) i think it will focus the customer away from the presentation/sale
2) i think it would lose some credability
3) i think the person I am speaking to would not disclose any of their contacts

Luka,

How do you feel when you recommend a movie, or restaurant, or auto repair shop, to a friend and they have a good experience. You feel great, because that person sees you as a person that is aware and connected. Business owners are no different, in fact, given the ego of a typical business owner they are craving the jolt they get from providing a good referral.

You are providing an essential service to your customers. By using your services they already have a vested interest in your success. Make them your partner!

To answer your questions directly:
1.) I have never seen a customer lose focus on the presentation due to my asking for a referral.

I make it part of every meeting in two ways, a) I tell them that I will be asking for a referral, and b) instead of asking them for a name, I tell them who they know. Do they belong to any Business Associations, Fraternal groups, Industry boards, Non-profits, places that they are in contact with other business owners.

2.) Credibility depends on you. If you are only out to make another dollar, then this will not help your credibility. But if you are truly interested in providing a solution, being viewed as a professional, then this is the only path to take. Start telling your prospects that you work primarially by referral, that your time and expertise is a scarce commodity, your current prospects will view you in a new light.

3.) Actually you are pretty accurate on this last point. When you are there to present a solution the person accross the table is focused on their business not the guy next door. Even when you ask..."do you know anyone else that could use a CCTV system?" the response is probably a blank stare. Lawyers never ask a question, in open court, that they don't already know the answer to, sales reps need to do a little of the same when it comes to asking for referrals. I mentioned some of the options above.

This is a big change in how you are practicing your craft. Like any new skill it take practice. Remember two things:

1.) Every customer is a referral source - right now!
and
2.) Business owners know other business owners, talking to the right person is 90% of the battle.

Good Luck!

my sales role - is it scalable?

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