Benefits:
401(k)
Bonus based on performance
Company car
Company parties
Dental insurance
Flexible schedule
Health insurance
Paid time off
Profit sharing
Training & development
Vision insurance
Job Summary
The Estimator’s primary mission is to demonstrate to the prospective client, using the sales process, that the services offered by Fick Bros are a better value than those offered by our competition.
The Salesperson should be in good health with a positive mental attitude. In addition to sales skills, the Salesperson is expected to develop a comprehensive knowledge about the products being sold.
· Self-motivation and a burning desire to be successful (long hours and hard work) and the ability to not take rejection personally is essential for success.
· The Salesperson should have a Continuing Education plan which includes attending sales training meetings, read sales books, study sales and products training videos, audio tapes and trade journals.
· The Estimator is responsible to learn and apply the Fick Bros Selling System.
Relationship to Other Jobs
The Salesperson will be working with the Sales & Production Administrators as part of the “Team Selling” program.
The Salesperson must be in constant contact with the office, picking up messages and leads on a timely basis.
The Company's Role and Responsibilities
The Company is committed to give you every opportunity to realize your full potential. Your growth, development, and satisfaction are of paramount importance to us. We are dedicated to your personal development through ongoing sales, personal development and product training.
We are an organization always looking for a better way to satisfy our customers and employees. If you have a suggestion, let us know. You will be acknowledged and recognized.
We will provide you with the necessary tools. These include the latest samples, brochures, literature, business cards, contracts, computer generated proposals, price books, educational tapes, training and personal development seminars, etc. In short, everything you need to ensure success.
We will supply you with leads on an ongoing basis. These leads are obtained through referrals, job sign advertising, display advertising in various publications, direct mail, etc.
Regular one-on-one meetings are held to review your past sales activities and to help your strategies and prioritize future activities.
We will receive and dispatch you on a timely basis all of your messages and phone calls.
Our management, installation crews, and office support staff are committed to providing you, your prospects, and customers with excellent service satisfaction. We expect you will do the same.
We will provide you with a detailed breakdown of your commissions earned on a weekly basis. In addition, you will receive a regular monthly report on all relevant sales and lead-related statistical information.
Commission will be paid weekly. The Commission Statement indicates activity for the previous week. Sales Commission are paid in advance, but not earned, until the project is completed and paid. Commission will not be paid on contracts rejected by the company as not meeting company standards. On some occasions, “questionable contracts” may be performed with the commission held pending the outcome of the project. Questionable contracts are contracts that a) do not meet company standards, b) contracts including work to which company standard has not been established, c) short sold or short measured contracts. Tax Deductions will be made on all checks.
Salesperson’s Responsibilities include
· Time Management – Maintain and carry Time management Planner at all times. Establish priorities daily.
· Fick Bros. sales personnel are required to wear official Fick Bros logo shirts and jackets
· Clean work-dress pants. Khaki Dockers style pants are preferred.
· Jeans can only be worn during potentially dirty Measure Calls, not on Sales Calls.
· Appropriate rubber-soled work shoes suitable and safe for climbing (no athletic shoes) when making measure or sales calls are acceptable as footwear; (sneakers, boat shoes, and work boots are not).
· If a hat is worn, it must be a Fick Bros. Company hat worn correctly.
· Smoking is not permitted at the company offices, in company vehicles or on the customer's property.
Working Hours - The Salesperson will attend training and meetings at the prescribed time. Lateness or missing meetings without an approved excuse will be cause for dismissal. The Salesperson should be available to attend and conduct sales calls with the buying party, which may occur during the day, early mornings or evenings, and Saturdays.
Training - Attend company meetings & training as directed. The Salesperson is expected to have a personal Continuing Education program, such as, audio training tapes, sales training literature, etc. he/she must read, understand and implement components found in books, tapes & seminars on a) Sales Techniques, b) Personal Development, c) Technical Product Knowledge as instructed by the Sales Manager.
Knowledge – Continuously learn and apply new technical information, product knowledge, and Sales Techniques as changes occur so you are better able to serve our customers (to be the best option for our customers). Learn better methods of goal setting, time management, and personal management. Learn the Fick Bros estimating & sales system.
Practice - Participate in role playing of sales calls, product presentations, and closing with other sales personnel to improve each other’s skills.
Attitude - Develop and maintain a positive attitude.
Leads - Handle Company supplied leads (future customers) professionally. Return all calls within 12 hours or sooner, set measure call appointment with both buying parties, ask questions on lead sheet and about the project scope. Show excitement, and do not over qualify. Remember we are here to professionally fulfill their needs and show this from the start.
· LeadDevelopment - the Company supplies most of the leads. The salesperson should perform lead development activities on a consistent basis even when there is an adequate lead flow to keep busy. Adequate leads and subsequent sales presentations are a critical success factor for Salesperson. The salesperson must have the ability to ensure he/she always has appointments. The salesperson will be instructed how to implement selling both in-bound leads (the prospect calls us) and out-bound leads (we contact potential prospects). The salesperson will be instructed how to implement telemarketing, self-develop leads, and Needs Form procedures when necessary to assure an adequate number of Sales Presentations. The salesperson will be instructed how to and implement lead development around prospects, working jobs, sold jobs, and previous projects (canvass, circulars).
· Self-developed Leads - When necessary, make sure you are successful by implementing self-developed lead methods to assure an adequate number of Sales Appointments.
· "Measuring The Prospect" includes a) defining the prospect's perceived need, b) discovering additional needs or opportunities for the prospect, c) establishing a sense of urgency, d) determining the competition (competitive recommendations, products, companies) so a strategy for "differentiation" may be developed, e) determining the buying party and decision makers so the sale can be closed, f) determining the prospects "buying criteria, habits, patterns", g) determining ability to pay (visual observations, and questions to determine financial capability).
· "Measure the Project" includes a) preparing a scaled drawing of the existing project area, b) measuring, taking-off and calculating areas involved, as well as, potential areas, c) taking pictures of critical points of interest (for Sales Call and Production Department use, d) when necessary (if selling roofing) determine the leak source with a "Controlled Water Test" and/or "Isolation Test" for a fee.
· "Setting Qualified Appointment" is the setting of an appointment at a scheduled time with the entire buying party present. The purpose of the appointment is to present the solution (sales presentation) and to come to a conclusion, which can be either yes or no. An appointment without the complete buying party, or an appointment where a yes or no decision cannot be reached is not a "qualified appointment".
· "Resetting Appointment" occasionally, a “Qualified Appointment" turns into a "Second Measure Call" because the complete buying party is not present, possibly there is not a great enough sense of urgency, or another key element is not in place. If that happens, the Estimator is responsible for setting up a new "Sales Call" appointment.
· Computer Estimate/Proposal Program - The estimator is responsible for completely learning and understanding the Fick Bros Computer Estimate/Proposal Program. The Computer Estimate Program is being upgraded and enhanced on a regular basis. The changes are primarily influenced by feedback from our TQM Meetings.
Sales Preparation - The salesperson shall pre-plan his/her "sales strategy" for upcoming sales calls. The Estimator will review with Sales Manager or Sales Mentor his "sales strategy" for upcoming sales calls. The review will include an analysis of the prospect's "need", "sense of urgency" and if the "closing strategy" is appropriate. There should be a discussion concerning predictable sales objections and the response to it should be part of the base strategy. The objections should be role played prior to the sales presentation to ensure they are mastered.
Sales Presentations - The salesperson is responsible for conducting a professional sales presentation to the complete buying party using Fick Bros Procedures and the Sales Process, which includes
· Warm-up - (bonding) making friends with the consumer so they have trust and confidence in you
· Review the consumer's problems and develop a sense of urgency to act now
· Present The Consumer Education Presentation to the consumer with supporting documentation (customer reference list, insurance, completed projects, reference letters, pictures, etc.)
· Demonstrate a professional Product Presentation to the consumer explain why our product/proposal meets their needs and if necessary, what it is significantly better than the competition
· Handle Objections, Stalls or Procrastination which can block the sale from closing. Be familiar with appropriate tools for each, i.e., Black Hole, Magic Wand, Apples to Apples Comparison and Word Pictures
· Close Sale with the Sales Cost Savings Plan. Now how to handle objections or stalls to SCSP
· Change Orders - A change Order is an agreement written between the customer and the company to modify the original contract. Because the Salesperson generated the contract, the Salesperson is ultimately responsible for handling of Change Orders although others often handle most Change Orders during the normal course of performing the project. In most cases, the project Foreman will handle the Change Order but on occasion due to the relationship between the salesperson and the customer, the salesperson must get involved. Because of the nature of our work and the likelihood of potential change orders, the Salesperson should inform the consumer about potential Change Orders during the sale to help minimize surprises for the consumer.
Debriefing- On a regular basis, the salesperson will discuss each new Measure Call and Sales Call with his Sales Manager or Sales Mentor. The debriefing will focus on adequacy of the "need", "sense of urgency" and "closing strategy" adequate? If the sale was not closed, non-sales will be reviewed to determine what was learned, what can be done next time to avoid losing sales in similar situations, determine follow-up strategy to get the sale and/or determine if "Turn-Over" is necessary.
Sales Equipment & Materials - The salesperson will be responsible for maintaining a professional appearance for all sales paraphernalia assigned to him. He/She will know the purpose and use of all materials. He/She will role-play with both his/her Sales Manager and Sales Mentor the use of the tools.
· Samples - Maintaining assigned samples and sales tools in a professional condition.
· Vehicle – The Company will provide you with vehicle, to carry samples and attend sales calls. You are responsible for keeping it neat and clean.
Project Folders – Per the Company Measuring Procedures and Sales to Production Procedures, prepare a project folder, which is necessary to facilitate a sold project from the Sales Department to the Production Department, to ultimate Customer Satisfaction. Project folders must be turned into Sales Administrator within 3 days of proposal signing.
Reports - Provide the required reports by management.
· Reporting - It is the responsibility of Sales Personnel to report results of all leads to Head Office. Return all estimates into head office the following day with the lead sheet. Report daily all sales activity.
Sales Benchmarks – Attain minimum sales benchmarks, which include Sales volume; quantity of measure calls, proposals, and sales; Lead to Proposal %, Lead to Sales %, and Proposal to Sales %.
FieldRelations - It is the responsibility of all salespeople to inspect working projects to determine if the customer is getting what they bought during the sales call. Questions concerning the work are to be directed to the Sales Manager, not the men in the field. If a significant disaster is eminent (working on the wrong area of the house) then the Salesperson should discuss the situation with the Project Foreman.
Commissions and Bonuses– Commissions will be paid on each job and will be calculated based on the selling price less financing charges.
a. Commissions are advanced each week and bonuses paid each month based on the premise that the estimate is accurate and the job will in fact be installed. However, commissions and bonuses are not actually "earned" until the job is installed, paid in full, and closed out.
b. A sales commission will be advanced upon receipt of full deposit and approval of the job folder by the Sales Department Administrator.
c. A second commission will be paid after the completed job is reviewed and all job performance criteria are met.
d. Weekly Commission Advance – if full commissioned salesperson does not have any sales for the week, the company will advance a stipend per week against future commissions to cover incidental deductions such as health insurance, cell phone, etc. If sales person reaches maximum allowance he/she will be required to pay weekly premiums for health insurance, etc. or terminate coverage.
e. After the job has been reviewed, if any gross estimating errors are discovered, at management’s discretion, salesperson may be required to forfeit a portion or all commission depending on the severity of the error.
f. If a job cancels, any commissions or bonuses advanced will be taken back. If the cancellation drops the salesperson into a lower bonus level or out of a bonus all together, any bonuses paid will be adjusted in the future.
g. All contracts must be submitted to office for approval before work is started and commissions are paid.
h. Job Folders must be turned into the Sales Administrator within 3 business days of the date of proposal signing. Any folder turned in late will be penalized $20 per day against commissions.
i. Bonuses & Incentive Programs – from time to time the Sales Department may conduct Sales Incentive or Bonus programs. These programs may be for the individual sales person or may be for the entire sales department.
· All incentive programs are temporary and management reserves the right to suspend, alter, or cancel any bonus program at any time for any reason without notice.
· Bonuses are given to employees in ‘good standing’. Being below the minimum sales standards, excessive absenteeism and/or lateness along with other disciplinary situations are grounds for not being in ‘good standing’.
· Bonuses that have been paid may be deducted from future bonuses should problems develop with the estimating and/or installation of a project at a later date. Management will determine these situations.
· You must be employed to receive bonuses. Should you terminate employment with the company for any reason what so ever, all bonuses are forfeited. If any jobs are cancelled or after the job has been reviewed gross estimating errors are discovered, salesperson agrees to reimburse company any commissions or bonuses advanced or paid prior to termination.