By Phil Rea. A: You've heard that one person's ceiling is another person's floor? That's true when you think about what companies expect from a sales staff. I was at a company recently where the top salesperson was selling less than $500,000. I was at another company a few weeks later where they found anything less than $1 million per salesperson unacceptable.
The answer to this question depends on whom you ask. Let's look at the numbers. Design/build salespeople sell somewhere between $600,000 and $3 million. Full-service remodeling and specialty contractor salespeople sell anywhere from $500,000 to $1 million-plus. Handyman sales average between $300,000 and $600,000.
These numbers are benchmarks. Your company and situation could be different. You may have had one job last year that was much larger than the norm or you may have lost a large project at the eleventh hour that would have put you where you needed to be for the year. Bottom line is, be the best salesperson you can be every day and most days that will be good enough for everybody. --Phil Rea, Phil Rea amp; Associates, offers professional speaking, a money-making newsletter called Sales Pitch, and a monthly over-the-phone sales meeting to over 1,500 remodeling salespeople nationwide.