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Sales system scorecard

How much of your sales process runs without you?

Twelve questions about how your shop finds, walks, quotes and follows up on commercial work. Pick the answer that's true most weeks. It takes about five minutes, and at the end you'll see your score and the first thing I'd fix.

01Targets

If I asked for the 25 buildings you most want to win, how fast could you send me the list?

It's written down. You'd have it in a minute. I could name ten or so off the top of my head. We don't really have one. We take what comes in.

Last week, who reached out to a property manager you don't work with yet?

Nobody did. Someone on my team, and it's logged. I did, when I had a spare minute.

A building you want just got a new property manager. When do you find out?

Within a couple of weeks. We watch for it. When the new manager calls somebody else. Eventually, through the grapevine.

02Conversations

Your newest rep walks a building alone tomorrow. What do they have to go on?

Their own instincts. They've ridden along with me a few times. A written walkthrough guide: what to look at, what to ask, what to leave behind.

Before price comes up, does your team know the manager's budget cycle and which building gives them the most grief?

Almost always. We ask on every walk. When I'm the one on the walk. Not usually. Price comes up first.

How do most walkthroughs end?

With "I'll get you a number." With a date for the next conversation on both calendars. With a handshake and a good feeling.

03Quotes

After a walkthrough, when does the quote usually go out?

Depends how slammed we are. Within the week. Within a day.

A manager asks you to price maintenance on all eight of her buildings. What happens?

We'd work it out building by building. We have portfolio pricing ready. It's a few hours of work. We'd probably end up quoting the one building.

You're out for a week. Can anyone else build and send a quote?

Yes, and it would look like mine. Small jobs, yes. Big ones wait for me. No. Everything waits for me.

04Follow-up

Where does an open quote live after it goes out?

In my head. In a CRM with a follow-up date on it. In a spreadsheet or my sent folder.

A quote has been out two weeks with no answer. What usually happens?

Someone sends a "just checking in" email. We wait. If they want it, they'll call. The next touch is already on the calendar. We'll reach out four or five times over the month.

What's your close rate on quotes over the last six months?

I know the number. I could guess within ten points. No idea.

0 of 12 answered

Your score

0 of 24

Targets0 of 6

Conversations0 of 6

Quotes0 of 6

Follow-up0 of 6

Fix this first:

Then:

Want the real version?

This scorecard runs on your gut. The Audit runs on your actual numbers. I go through your CRM, your last 20 lost quotes and a few of your walkthroughs, then hand you the fixes in the order I'd make them. $2,000, two weeks, and the fee comes off The Install if you keep going within 30 days.

Book a 30-minute call

Stop winging sales. Build the system.

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HVAC contractors
Roofing contractors
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Commercial cleaning
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Contact

contact@buildrsales.com
(443) 605-9199
Raleigh, North Carolina

Buildr Sales Consultants. Raleigh, NC.