Outside Sales Representative - Commercial Exterior Maintenance

Job Description

Job Description

Sales Representative Responsibilities:
1. Sales Prospecting and Lead Generation:

• Cold calling sales visits to commercial and residential prospects. (
• Identify and prioritize target sectors (apartments, senior living, property management, night work. 
• Leverage company resources to research potential clients and develop sales leads. 
• Attend networking events and community gatherings to establish relationships and promote services. 

2. Relationship Management:

• Build and maintain strong, long-term relationships with existing and potential clients. 
• Act as the main point of contact for clients, addressing questions, concerns, and follow-ups. 
• Foster partnerships with property managers, commercial building owners, and residential clients. 

3. Sales Strategy Execution:

• Develop and execute a personal sales plan in alignment with company goals. 
• Create tailored presentations and proposals to meet client needs. 
• Achieve or exceed weekly, monthly, and quarterly sales targets. 

4. Reporting and Documentation:

• Maintain accurate records of all sales activities in GoHighLevel or other CRM 
• Provide regular sales updates, forecasts, and reporting to the Sales Manager. 
• Track and report on key performance indicators (KPIs), such as the number of cold calls made, meetings set, proposals sent, and deals closed. 

6. Collaboration and Team Contribution:

• Work closely with the General Manager and other team members to align on goals and strategies. 
• Participate in team meetings, sharing insights on market trends, competitive activity, and client feedback. 
• Assist in training and mentoring new sales hires when necessary. 

Reporting and Accountability Structure:

Sales Representative Reporting to Sales Manager:

• Daily: Record all sales activities in GoHighLevel including cold calls, emails, and meetings. 
• Weekly: Provide a summary of completed tasks, upcoming sales meetings, and key challenges during a one-on-one meeting with the Owners. 
• Monthly: Report on achieved targets and pipeline health during monthly performance reviews. 
• Quarterly: Present a high-level overview of performance, highlighting wins, opportunities for improvement, and future goals. 

Sales Representative KPIs - Activity Based
1. Weekly Site Visits:

• Target: Minimum of 40 site visits per week to commercial properties. 
• Tracking:  GoHighLevel CRM will have all necessary information entered

2. Weekly Estimates:

• Target: Minimum of 5 commercial estimates sent out per week. 

3. Monthly Dollar Amount of Estimates Sent

• Target: At least $100,000 in total estimates sent out to commercial properties per month. 
• Tracking:
  • Monitor a report showing total of all estimates sent out during the month. 
  • Breakdown of total by client and service type. 

4. Detailed Tracking of Visits and Notes:

• Target: Every visit should have a corresponding detailed entry in the Hubspot. 
• Required Information:
  • Name and contact details of the property manager or decision-maker. 
  • Full address of the site. 
  • The scope of work discussed (areas of the property requiring attention, any special requests or issues). 
  • Timeframe for follow-up or the sending of an estimate. 
• Tracking Method:
  • All site visits should be logged into hubspot within 24 hours of the visit, with complete details. 

5. Client Follow-Ups:

• Target: Follow-up on at least 90% of all estimates sent within 1 week. 
• Tracking:
  • Notes should be kept on all follow-ups, including any feedback received or further action required (e.g., revisions to the estimate, additional services requested). 

Sales Representative KPIs - Performance Based

1 . Closing Ratio: Sales cycle can range from 3-9 months typically per commercial contract

• Target: 30-45% of estimates sent should convert into closed deals in that sales cycle period 
• Tracking:
  • Track how many estimates result in closed jobs, with an ongoing report showing both estimates sent and jobs closed. 
  • Regular follow-up on unclosed estimates to push for conversions. 

2 . Pipeline Health and Forecasting:

• Target: Maintain a healthy sales pipeline with at least 3-5 high-probability deals in progress at any given time. 
• Tracking:
  • Monthly reports should include a forecast for expected revenue based on active estimates. 

3 . Community Engagement and Event Participation:

• Target: Attend at least 1-2 community events or networking functions per month to generate new leads. 
• Tracking:
  • Each event should be logged, with a follow-up report detailing any new connections made or potential opportunities that arose from the event. 
  • Leads from events should be added to the CRM with follow-up plans. 

Sales Representative Salary & Commission Breakdown

Annual Salary - $36,000 (or $692.31 weekly)

Variable Compensation During Onboarding: Up to $7,000 (or $2,333 monthly for the first 90 days) based on KPI attainment

Expenses – reasonable expenses for marketing, lunch and learns, client dinners, networking events will be covered / reimbursed as approved.  .  

Commercial Commission: Main job responsibility

• Warm leads closed by you - 5% of total invoice paid on next pay period after customer submits payment 
• Cold Leads closed by you (Leads sales rep generates with no lead generator paid for by company) - 8% of total invoice paid on next pay period after customer submits payment 
• 2% adder for any recurring work that is contracted for monthly or quarterly service

Residential Commission: Extra bonus potential not primary job focus

• 5% of total invoice paid on next pay period after customer submits payment 

Annual Quota for Year 1- $306,000
Annual Bonus - $5,000 if hit annual quota 

First 3 Month Goals

• 300 Cold Calls 
• $180,000 in estimates written 
• $36,000 in sales  

Second 3 month Goal = $75,000 in Sales

Third 3 Month Goal = $100,000 in Sales

Fourth 3 Month Goal = $100,000 in Sales