This document outlines a plan to meet sales goals for a residential replacement and service company. It includes calculations for the number of installation jobs and service calls needed to hit goals based on average sales and closing ratios. It also estimates the potential jobs and calls per year based on current staffing levels. The document provides a framework to analyze key metrics like sales, leads, and marketing costs to ensure the company exceeds its goals and increases profits.

1. C E
Residential
Replacement Installs
Residential Service
Calls
1 Goal or Budgeted Sales
2 Teams Average Sale
3 # of jobs needed for goal C1/C2 E1/E2
4 Teams Average Closing Ratio
5 # of leads needed for goal C3/C4 E3/E4
6
Average Return % from Marketing
Dollars
7 # of Touches Needed C5/C6 E5/E6
Marketing $$$ Budget
Cost Per Touch C10/C13 E10/E13
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Add Required data
to Pink Cells
Calculate and
Analyze Yellow
Cells
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2. B C D
2 Current # of Installers
3 Average # of days to complete
4 Days Needed Per Year
5 Days Available Per Year
6 Potential Jobs Per Year
7 Current # of Service Techs
8 Jobs Per Day Average Average should be 3-5 calls a day per tech ( remember, more calls per day mean more call backs and less add-on sales)
9 Days Needed Per Year Page 1 - E3 / Jobs Per Day
10 Days Available Per Year 365 days minus 125 days for weekends, vacation, holidays and training
11 Potential Jobs Per Year Average Jobs Per Day x Days Available
12
13
14
15
16
17 (O20/C4)/M17
18 I17-I14 O17-O14
19 (O20/12)/M17
20 Goal Page 1 - C1 Goal
21
22
23
24
25
26 (I29/C5)/M26
26 O26-O23
28 (O29/12)/M26
29
Page1-C2* Potential Jobs Page 1-E2 * Potential Jobs
LinkedIn http://www.linkedin.com/pub/timothy-conrad/49/702/60a
Average should be 1.5 per crew
Page 1 - C3 x Days to Complete Enter Data Into Pink Cells
365 days minus 125 days for weekends, vacation, holidays and training
Days Available / Days to Complete
Service Install
Goal
Service Techs should not be expected to complete more service calls a day nor
should the company spend more dollars to get more exposure. Instead the tech
and the company should be focused on increasing the Average Sale, Increasing
Leads, Selling more ADD-Ons and Maintenance Agreements to exceed the
company Goal and increase Profits
Breakeven Rate Hours a Day Sales Per Man Needed Breakeven Rate Hours a Day Sales Per Man Needed
E14*G14 ↑ K14*M14 ↑
# of Employees # of Employees
(I20/C9)/G17
Daily Variance Per
Monthly Per Monthly Per
Service Install
Real Potential
Service Techs should not be expected to complete more service calls a day nor
should the company spend more dollars to get more exposure. Instead the tech
and the company should be focused on increasing the Average Sale, Increasing
Leads, Selling more ADD-Ons and Maintenance Agreements to exceed the
company Goal and increase Profits
Breakeven Rate Hours a Day Sales Per Man Needed Breakeven Rate Sales Per Man Needed
E23*G23 ↑ K23*M23 ↑
# of Employees # of Employees
Monthly Per Monthly Per
MKI
Daily Variance Per Daily Variance Per
Hours a Day
Daily Variance Per
GE
(I20/12)/G17
Page 1 - E1
Potential ? Potential ?
Calculate and Analyze
Yellow Cells
O
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