Outside Sales Representative - Commercial Exterior Maintenance

Job Description
Job Description
Sales Representative Responsibilities:
1.

Sales Prospecting and Lead Generation

Cold calling sales visits to commercial and residential prospects. (
Identify and prioritize target sectors (apartments, senior living, property management, night work.
Leverage company resources to research potential clients and develop sales leads.
Attend networking events and community gatherings to establish relationships and promote services.
2.

Relationship Management

Build and maintain strong, long-term relationships with existing and potential clients.
Act as the main point of contact for clients, addressing questions, concerns, and follow-ups.
Foster partnerships with property managers, commercial building owners, and residential clients.
3.

Sales Strategy Execution

Develop and execute a personal sales plan in alignment with company goals.
Create tailored presentations and proposals to meet client needs.
Achieve or exceed weekly, monthly, and quarterly sales targets.
4.

Reporting and Documentation

Maintain accurate records of all sales activities in GoHighLevel or other CRM
Provide regular sales updates, forecasts, and reporting to the Sales Manager.
Track and report on key performance indicators (KPIs), such as the number of cold calls made, meetings set, proposals sent, and deals closed.
6.

Collaboration and Team Contribution

Work closely with the General Manager and other team members to align on goals and strategies.
Participate in team meetings, sharing insights on market trends, competitive activity, and client feedback.
Assist in training and mentoring new sales hires when necessary.

Reporting and Accountability Structure

Sales Representative Reporting to Sales Manager:
Daily:
Record all sales activities in GoHighLevel including cold calls, emails, and meetings.

Weekly

Provide a summary of completed tasks, upcoming sales meetings, and key challenges during a one-on-one meeting with the Owners.

Monthly

Report on achieved targets and pipeline health during monthly performance reviews.

Quarterly

Present a high-level overview of performance, highlighting wins, opportunities for improvement, and future goals.
Sales Representative KPIs - Activity Based
1.

Weekly Site Visits

Target:
Minimum of 40 site visits per week to commercial properties.

Tracking

GoHighLevel CRM will have all necessary information entered
2.

Weekly Estimates

Target:
Minimum of 5 commercial estimates sent out per week.
3.

Monthly Dollar Amount of Estimates Sent
Target:
At least $100,000 in total estimates sent out to commercial properties per month.

Tracking

Monitor a report showing total of all estimates sent out during the month.
Breakdown of total by client and service type.
4.

Detailed Tracking of Visits and Notes

Target:
Every visit should have a corresponding detailed entry in the Hubspot.

Required Information

Name and contact details of the property manager or decision-maker.
Full address of the site.
The scope of work discussed (areas of the property requiring attention, any special requests or issues).
Timeframe for follow-up or the sending of an estimate.

Tracking Method

All site visits should be logged into hubspot within 24 hours of the visit, with complete details.
5.

Client Follow-Ups

Target:
Follow-up on at least 90% of all estimates sent within 1 week.

Tracking

Notes should be kept on all follow-ups, including any feedback received or further action required (e.g., revisions to the estimate, additional services requested).
Sales Representative KPIs - Performance Based
1
.

Closing Ratio: Sales cycle can range from 3-9 months typically per commercial contract
Target:
30-45% of estimates sent should convert into closed deals in that sales cycle period
Tracking:
Track how many estimates result in closed jobs, with an ongoing report showing both estimates sent and jobs closed.
Regular follow-up on unclosed estimates to push for conversions.
2
.

Pipeline Health and Forecasting

Target:
Maintain a healthy sales pipeline with at least 3-5 high-probability deals in progress at any given time.

Tracking

Monthly reports should include a forecast for expected revenue based on active estimates.
3
.

Community Engagement and Event Participation

Target:
Attend at least 1-2 community events or networking functions per month to generate new leads.

Tracking

Each event should be logged, with a follow-up report detailing any new connections made or potential opportunities that arose from the event.
Leads from events should be added to the CRM with follow-up plans.
Sales Representative Salary & Commission Breakdown
Annual Salary -
$36,000 (or $692.31 weekly)
Variable Compensation During Onboarding:
Up to $7,000 (or $2,333 monthly for the first 90 days) based on KPI attainment
Expenses – reasonable expenses for marketing, lunch and learns, client dinners, networking events will be covered / reimbursed as approved. .

Commercial Commission: Main job responsibility
Warm leads closed by you - 5% of total invoice paid on next pay period after customer submits payment
Cold Leads closed by you (Leads sales rep generates with no lead generator paid for by company)

• 8% of total invoice paid on next pay period after customer submits payment

2% adder for any recurring work that is contracted for monthly or quarterly service
Residential Commission: Extra bonus potential not primary job focus
5% of total invoice paid on next pay period after customer submits payment
Annual Quota for Year 1- $306,000
Annual Bonus -
$5,000 if hit annual quota
First 3 Month Goals
300 Cold Calls
$180,000 in estimates written
$36,000 in sales
Second 3 month Goal = $75,000 in Sales
Third 3 Month Goal = $100,000 in Sales
Fourth 3 Month Goal = $100,000 in Sales