On Target Group Coaching for Painting Contractors October 2, 2014

Group Discussion/Check In

Sales: Forecasting Goals Tracking On Target Group Coaching

 Provide a month by month sales forecast for the next year based on  Historical Sales  Market Research  Seasonal Flow  Growth Assumptions ( Budget) Sales Forecast/Sales Goals

 Project Number of Leads/Bids required to achieve sales goals  Average size job  Close Ratio  Lead to Bid Ratio (use 95% if you don’t know)  To calculate required leads: Sales Goal ($) divided by Average size job, divided by close ratio, divided by Lead to Bid Ratio  Example: $60,000 sales goal divided by $4,000 Average job, divided by 35% close ratio, divided by 95% = 45 leads needed Sales Forecast/Sales Goals

 Track effectiveness of marketing efforts  Track return on investment of marketing dollars  Track effectiveness of sale techniques  Track effectiveness of various sales people – owner, estimator, outside sales person, etc. Why track sales?

 Should help you measure:  Close Ratio – Bid to Sales  Dollar Value Bid to Dollar Value Sales  Days to close  Lead to Bid Ratio  Lead to Sales Ratio  Cost per lead  Cost per sale  Effectiveness of Marketing Tactics Sales Tracking Tools

Let’s look at an example 8

 Set Sales Goals  Start Tracking Sales and Marketing Implementation steps 9