There are times during the life of a CTi Dealership where expansion leads to hiring a person to present the product in the customer’s home. The right person with the right way of approaching customers can many times lead to higher closing rates on the inquiries your Dealership receives and sometimes will actually lead to a higher per square footage rate.
Coordinating your advertising and marketing efforts to insure a salesperson has what he needs in order to be successful is crucial. The typical sales funnel for a CTi sale is the Dealership will normally need 5-6 inquiries (phone calls or “contact us” forms from the website) to secure 3-4 in home presentations. The 3-4 in home presentations will lead to one sale normally.
Compensation for these folks is normally a commission on sales made. The rate I see most often is 10% of the gross sale price so if the job is sold for $5,000 to the homeowner, the salesperson will receive a $500 commission. This will help you determine how many inquiries your Dealership will need to generate in order for the salesperson to meet his financial goals. If the salesperson is wanting to make $1,000 per week, in the scenario above, you would need to provide 10-12 inquiries per week in order to have 6-8 presentations to make the two sales needed.
