|
Lean sales operations
Most companies are running small sales operations, with an average of less than one salesperson besides the owner. In fact, 58 percent report no salespeople besides the owner. That number increases to 74 percent for firms under $1 million in sales. More than 90 percent of companies have three or fewer salespeople.
Ninety percent of owners spend at least some of their time selling projects. Those owners who do sell spend an average of 34 percent of their time on sales.
More than half of companies reported a drop in leads in 2008, compared with only 36 percent who saw leads drop in 2007. Still, 23 percent of companies did see lead activity increase in 2008. There was a strong correlation between lead activity and revenue. Of those that saw an increase in leads, 70 percent had higher sales in 2008, while 79 percent of companies that had a decrease in leads had lower or unchanged sales.
About half of qualified leads become sales. Companies reported converting 49 percent of qualified leads to sales in 2008. (We defined qualified as someone the remodeler met in person or at least provided a ballpark price.)
To read more of our survey, click the links below:
Examining the depths of the downturn
Revenues take a plunge
Labor is top expense
Small workforce the norm
The amazing shrinking job
Repeats and referrals dominate
Lean sales operations
Remodeling companies are running small sales operations
Add new comment
Related Stories
Pro Remodeler’s 2024 Pinnacle Experience Reaches New Heights
The sold-out event covered leadership, lead gen, sales, and technology
Brian Gottlieb Receives Remodeling Mastery Award
Presented by industry icon, Mark Richardson, the award celebrated Gottlieb’s extraordinary impact on remodeling
Real AI Applications For Remodelers
Tech-forward remodeler Michael Anschel shares how he uses artificial intelligence in his business.
NARI Renames Awards Program
The awards program has a new name, but continues its tradition of recognizing the best in residential remodeling
This Contractor Gained 100,000+ Followers in One Year—Here's How
Stephanie Dailey followed one social media philosophy to hit influencer status on Instagram
6 Results-Proven Marketing and Sales Tips for Contractors
The Pinnacle Experience’s keynote speaker, author of "They Ask, You Answer" offers results-driven tips contractors can start today for improved leads
How to Get More Leads with a Stronger Remodeling Brand
Discover how to build a strong brand for your construction company, and learn key strategies to differentiate and attract better leads
Building A Small Projects Division from the Ground Up
Through hard work and careful strategy, Harth Home Services has seen big growth
Helping Remodelers 'Get Their House In Order'
From remodeler to NARI executive to industry consultant, Diane Welhouse uses her expertise to help business owners