Sales Management Sellutions
This page contains an archive of all topics, features & content posted to HVAC Sellutions in the Sales Management Sellutions category. Content is listed from oldest to newest.
- CASE STUDY: To Pay a Salesperson a Salary Or Not »
- Salesperson desires a salary either at hire, ongoing, or after being commission only for a period of time or facing going on commission only after the initial training salary expires. The other more likely scenario is that the salesperson is in a slump and not making sales. What should you do?Read More »
- Installation Incentive Pay Program »
- The Installation Incentive Pay Program is a simplistic program designed to incentivise installers to perform effectively and efficiently as well as increase productivity, profitability, and customer satisfaction while maintaining quality. Read More »
- Tough Times Call For Tough Salespeople, Not Consultants »
- As a traveling sales trainer, coach and business development consultant, I work with salespeople across the United States and am in homes with these salespeople every week.
The most important lesson I teach, and the one salespeople I ride along with tell me makes the biggest difference in how they approach every sales opportunity, their performance, and personal income, is the positioning, timing, control and flow of information shared with potential customers.Read More »
- "A Respective Collective Perspective" »
- Finally a voice of reason (even if it did have to come from a short guy in Alabama)!
Adams Hudson, president of Hudson Ink - Creative Marketing That Works, gets on his soap box and says what all good business professionals and smart common folk alike think and feel, especially me...Read More »
- How To Determine Your "Right" Price »
- How do you determine the “right” price for which to sell your products and services? Beyond all the theory and fancy formulas and methodologies for arriving at the correct selling price, the right price is actually the price you are content to sell your wares for and the price which customers are willing to pay.Read More »
- Selling In Challenging Times »
- When times are challenging, half the battle is in dealing with your own personal head trash and negative self-talk as well as listening to the gripes, complaints, tales of woe and negativity of your co-workers, competitors, the media and anybody else worse off or more mess up than you. The other half is...Read More »
- Who’s To Blame? »
- As I told a group of 600+ HVAC people in Cincinnati, OH the other day: Any economic, marketplace, political landscape or environmental conditions make business challenging. As they say in Florida or California, “if you don’t like the weather, give it a few minutes, it will change.”Read More »
- Using "Proposals" to Close Sales... »
- First things first: There are NO proposals in professional sales. “Proposals” are sales tools used after you close the sale, not to close the sale. The document to which you refer is a sales agreement. I call it a Home Environmental Solution Agreement and the salespeople I work with use a check off the box fill-in-the-blank form that is ONLY written up when...Read More »
- HVAC Installation Productivity Bonus Plan »
- The HVAC Installation Productivity Bonus Plan is a document that can be customized to your company, market, personnel and business objectives in accordance with all state and federal labor laws (consult an attorney before implementing).Read More »
- HVAC Installation Career Path »
- The HVAC Installation Career Path document that can be customized to your company, market, personnel and business objectives in accordance with all state and federal labor laws (consult an attorney before implementing).
The concept behind the HVAC Installation Career Path is provide existing installers, newly hired or those you are recruiting with a clearly define job progression with goals for advancing and increasing their compensation as their skill set and value to the company increases.Read More »
- Guidelines for Establishing Sales Quotas »
- The process of establishing sales quotas from year to year can vary greatly as a function of many factors. However, weather and the economy should not be figured into quotas as your business objectives should be constant and only your...Read More »
- Compensating Salespeople »
- Over the years of working for different companies and managing salespeople, I’ve been exposed to many different philosophies on how to compensate individuals who sell for a living from a draw to a guaranteed base to 100% commission to various combinations of all of the above.
Is there one particular best way?Read More »
- Installation Internal Sales Feedback Form »
- This Adobe PDF document is a form that your installation technician can complete after the installation is complete to provide feedback to the Sales Manager and salespeople as to whether the proper scope of work, job application, adequate labor allowance, etc. was sold. By doing so you can reduce your labor over runs on jobs and increase efficiency, profitability and customer satisfaction.Read More »
- Super Colossal Sales Performance Enhancement seminar handout »
- Drew Cameron, President of HVAC Sellutions, spoke at HVAC Comfortech2006 in Baltimore, MD on improving sales performance with his seminar entitled "Super Colossal Sales Performance Enhancement" and has presented the same session by popular demand for several other contractors, distributors and manufacturers over the last few years.Read More »
- HVAC Comfortech2007 "Recruiting for Riches" Presentation Handouts »
- Drew Cameron, President of HVAC Sellutions, spoke at this year's HVAC Comfortech2007 in St. Louis, MO Sept.26-29 on his Contracting Business magazine September 2007 cover story "Recruiting for Riches: An Insider's Guide to Building a Brilliant Sales Team".
Drew's seminar received rave reviews, including one attendee saying it was "inspiring" and another saying "thank your honest, real world and practical approach to recruiting."Read More »
- How Many Salespeople Should You Have Before You Hire a Sales Manager? »
- How Many Salespeople Should You Have Before You Hire a Sales Manager?
That was the question posed is posed to me quite frequently in my travels.
The answer is: “It depends.”
To properly answer that question you must first ask: What is the maximum number of salespeople the owner, General Manager or Operations Manager can lead, coach, train, motivate and manage effectively?Read More »
- Are Salespeople Responsible Delinquent Customers? »
- You run the lead, perform the load calculation, sell the job, procure the financing approval, complete the job file paperwork, and figure your job is done and that administration and operations will take care of everything from this point forward.
The only left is for you to get paid, right?Read More »
- Should A Salesperson's Earnings Be Limited? »
- You are a salesperson on straight commission working your little heart out. You miss lunch, miss dinner, get home late and miss the kids before they go to bed. However, the sacrifices you are making are paying off since you are in the midst of achieving a new personal and company sales record for the month.
You and your spouse take solace in the fact that your paycheck and bonus should be worth it. Your paycheck arrives, and you realize that the company pay structure actually penalized your for your high performance.
Just before you go postal, you figure you’ll consultant The Master Sellutionist’s blog for advice.Read More »
- Salespeople vs. Selling Techs – What Makes Sense? »
- It seems that many contractors have differing opinions on the issue of promoting an in-house service tech to a sales position, versus hiring a professional salesperson from outside the company? This debate is one that has raged on in the HVAC industry for years, and you can rest assured that this article will only serve to add fuel to someone’s fire, but let’s just consider some of the following:Read More »
- "Why Should I Stay Focused As A Salesperson?" »
- I get asked this question by long time sales veterans quite frequently. Other than the obvious reasons of maintaining your job and making as much money as possible, what other rationale or objectives could there be to keep a seasoned pro focused and motivated as a salesperson?Read More »
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