SlideShare a Scribd company logo
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
LinkedIn http://www.linkedin.com/pub/timothy-conrad/49/702/60a
Add Required data
to Pink Cells
Calculate and
Analyze Yellow
Cells
Page 1
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
Page 2

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By Hand Marketing Sales Goal Evaluator

  • 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 LinkedIn http://www.linkedin.com/pub/timothy-conrad/49/702/60a Add Required data to Pink Cells Calculate and Analyze Yellow Cells Page 1
  • 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 Page 2