Daily Activity >>> Today Matters!
“One today is worth two tomorrows; what I am to be, I am now becoming.” —Benjamin Franklin
- Calculate your monthly sales pace to goal. How many sales do you need today to stay or get on pace to accomplish your sales goal for this month?
Focus on Monthly Goal Pace
Answer Three Daily Questions on Each Working Day
- Who will I close business with today?
- Who will I receive a referral from today?
- What will I do today to create new prospects?
1. Close Business Today
- Previous Demos: Especially yesterday’s demo no sale. Ask your manager to help you get it closed today.
- Cancelations: This is someone who said yes before. How can you get them to say yes again today?
- Sales Appointments: Be ultra prepared and in the right mental space to close your sales appointments today. Have a one call close mentality.
2. Earn a Referral Today
Capitalize on the Rule of 250
- Each customer we meet has influence on an average of 250 contacts
- This can either help you (referrals) or hurt you (bad reputation)
Sales Presentation
- Give gift at the time of the sales appointment (cookies/Sees Candies/pens/flowers)
- Introduce Referral Reward Program at the time of the Sale
- Agenda… introduce Referral Reward Program
- After the Close: Go over Got Watts referral reward program with them
- At end of sales presentation… ask them about the neighbors and who would be the most likely to benefit from switching to solar
- Get customer to agree to put up a small a yard sign
After the Sale
- Send customer thank you note
- At least once a week, check every solar project you have in the installation database and see if there is anything you need to inform your customer of or something that you could do to help move job forward.
- Visit site survey
- Install marketing sign if you have not already
- Give customer a few business cards to give to neighbors
- Visit installation
- Give them a lasting gift (personalize Cutco Chef’s Knife is a great gift)
- Ask them about who they have talked to about switching to solar and if their neighbors, friends and/or family had any questions.
- Who have you talked to about solar since this project started?
- Who is your closet friend in the neighborhood?
- Dig into the interests of the neighbors… ask ?s
- Meet customer for the final follow-up at permission to operate… help them with the mobile app to monitor their solar power and change the rate per kWh (if the app has this) so savings numbers are more realistic.
- Ask for referrals… who do you know..?
- Earn a customer five star review
3. Prospecting Priorities Today
Neighborhood Farming
- Prospect neighbors around installations. Most profitable daily prospecting activity is to market around today’s installations.
- Prospect neighbors around today’s site surveys. Make sure to meet every neighbor on block before the installation date.
- Prospect neighbors around today’s sales presentations
Use Sales Rabbit to Manage Your Opportunities
- Make sure you follow up with everyone you have scheduled to talk to today.
- Create a game plan for how many homes you will be knocking today using the map in Sales Rabbit
- Work an eight hour day every working day!
Make sure that 80% of the 40+ hours you are working each week are spent on closing business, getting referrals and prospecting as much as possible. And, be consistent with your daily sales activities and maintain a relentless pursuit to close business today!
The Pinnacle Path
The Setter - Perfecting Prospecting
The first step in the path to leading and influence is your ability to create opportunity. This will be a result of perfecting your door knocking script, understanding the use of language, creating desire in others and managing your time, priorities and calendar.
Once you are consistently able to set four solid booked appointments a week and created opportunities that turn into a minimum of 10 sales you can move to the next phase and become a Closer.
The Closer
To become a closer you must memorize your sales presentation and then present to your Sales Manager in a role play. Your Sales Manager must approve your presentation before you do your first solo sales presentation.
If you would like to go into the Got Watts leadership mentoring program, you must close four sales, three months in a row and have a minimum of six sales in one month. Once you accomplish these sales levels you will be given the opportunity to mentor a Setter or another Closer.
- The sales must be clean deals and pass site survey and customer final approval to count as a sale.
Once you mentor your mentee to 10 sales as a Setter and 4 Sales as a Closer, you will become eligible to become a Field Sales Manager.
Field Sales Manager
To become a Field Sales Manager you, will be interviewed by both your Sales Manager and Got Watts sales management team. Sales management is looking for individuals who have mastered the sales process as a Closer, are following the Got Watts processes by managing their personal projects well and are doing an incredible job mentoring new Sales Representatives to become successful.
The Field Sales Manager’s job is to mentor and train 2-3 Closers and 1-2 Setters (three total… four max). Once a Field Sales Manager maintains four personal sales a month and manages multiple Closers to consistently have four sales each month, they will be eligible to apply for an office Sales Manager position.
- Their team of three Closers, combined with their personal sales should be consistently closing 12 installed sales a month.
Office Sales Manager
Earning the opportunity to manage your own office and leader your team to sales success is an incredible honor.
This position will take someone who was worked hard to level up their leadership skill sets. The Sales Manager job will give you a true opportunity to a leader with significant responsibility. This is not an easy position to fill… and it will take an immense amount of work and discipline to leader a team to achieve the goals set before you.
And, to maintain momentum for multiple years… it will be very a serious challenge… but it is no hill for a climber. Will you reach the Pinnacle level of leadership?
To receive the opportunity to move into a Regional Sales Management position… you will need to mentor and train new Field Sales Managers and recruit Setters that will be trained to become Closers. Here is what a fully staffed office looks like:
1 - Sales Manager (Mentoring Field Sales Managers)
2 - Field Sales Managers (Mentoring 2 Closers and 1 Setter)
4 - Closers (Two Closers Mentoring 1 Setter)
4 - Setters (Set-up 12 Sales a Month - 50% of Sales Commission)
- Including the managers, your goal will be to have 7 solid Closers on your team. Once you have 7 Closers who are consistent with their sales, you will start mentoring a Field Sales Manager to become the Sales Manager of the next Got Watts sales office. You will also mentor additional closers to go with the new Sales manager to start the next office.
- There may be times during the year that you have 15 or even 20 Reps/Setters… but the question is how many are producing consistent closed business that gets installed.
- A minimum standard for a Sales Team would be 240 annual solar system installations. Top Sales managers should double that number.
Once you have become a proficient leader of your sales team, you will have an ability to move into upper sales management of Got Watts. We would love to have successful leaders stay with Got Watts their entire careers.
However, at Got Watts, our true purpose is to help our sales staff grow personally, become proficient at closing business and then to help them on their path to be a Pinnacle Leader.
Let’s grow together… because together we’ll achieve far more!
