If there is one thing we constantly hear from roofing contractors it’s that they need qualified sales people – and a lot more of them.
You could go the traditional route and post on online job sites – but recent surveys show that it takes an average of 42 days to hire a qualified applicant – not to mention the amount of time it takes to screen the applications and conduct the interviews. Going this route also means you will have to put additional time in to train the new person and get them setup with all the tools and tech needed to do the job. One study shows that it takes 60+ days to hire, train and over $4,000 in time and supplies to get a new employee onboarded.
Hiring for a sales person can be difficult in any industry – but especially so for roofing contractors who may struggle maintaining a sales team due to seasonal changes in the ability to work and be out knocking doors. But what if it didn’t have to be that hard? What if you could do more with the team you already have without risking burnout, costly mistakes or increased weekly hours?
When we hear contractors say that they need more salesmen our first question to them is “what is each sales person responsible for?” While answers vary one thing becomes crystal clear: the sales guys actually sell less than 50% of the time. The remainder of that time is spent documenting and organizing claims, following up with homeowners, getting updates on claims, meeting with adjusters, managing referrals, entering customer data, doing claim supplements, managing builds and more. No wonder roofing contractors need more salesmen!
Instead of going the traditional route of hiring more people – do more with the team you already have. Structuring your company for maximum productivity means your sales team can do more of what they do best: sell more roofs.
The first step to making that happen is to reduce the amount of time your sales team spends handling insurance claims and then decide who that work gets redirected to. Roofing contractors should either have in-house supplement teams or outsource completely. Find out which one is right for you here.
Next, determine how the people involved in a claim will fit together – who does what and when?
Finally, utilize online tools like CompanyCam, SalesRabbit, a cloud based CRM to ensure your sales team is able to work as efficiently as you need them to. Get more tips on the best online tools for roofing contractors here.
By reducing time spent on the claim process you are freeing up time to sell more.
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