Sales Energy Chart Evaluation

This document is to help Miatech Dealers evaluate the Sales Energy Chart. It is intended to share ideas of what level of sales energy is expected to achieve certain sales results. It makes several assumptions, such as the average sale is $4,000 and the average sale occurs after 6-1/2 calls. As these factors change, so will the results, but they will help give an estimate that will help dealers better understand the sales effort typically needed for our products.

1. How many sales calls to make a sale

We expect that the first three sales attempts made to a potential customer will result in a “no”. We expect to get a “yes” response somewhere between the fourth and tenth attempt. If more than ten attempts have been made and a “yes” has not been achieved, then a re-evaluation of the sales strategy needs to be looked at. Getting a “no” answer in the first three sales attempts are important steps toward getting a “yes” answer in the future. People need time to digest information shared before they get comfortable in most cases, and your perseverance in this process will increase their comfort level.

2. In the beginning it takes longer to get results

We are estimating the average potential customer will need to receive 6-1/2 calls before making a purchase. Being the first three sales attempts we are expecting a “no” with few exceptions, it takes time to get all the target accounts into the more than four sales calls range. This means it may take three to six months before these statistics begin to show the reality of the numbers game.

3. One sales person has a limit of about 3 to 4 sales calls per day

We have found the maximum amount of sales calls an individual can consistently accomplish on a daily basis is 3 to 4 calls per day, depending on distance and travel required. This also assumes that this is all the sales person does. More sales people would be required if large numbers are required for a particular market area. When a sales person has other responsibilities, realistically they may be only able to achieve an average of ½ sales call to one sales call per day.

4. This strategy largely focuses on sales efforts to Independent grocers

Large store chains move slowly in decision making most of the time, however the numbers game is largely the same. The energy formula focuses more on calling on Independent Grocers that can make decisions in a quicker way, and the decision maker can be more readily accessed. While all the chains must be called on regularly, it is important to quickly build up a reference list of successful Independent Grocers using Miatech products. The larger store chains will then be easier to win over. In some cases large store chains act quickly, but this is usually the exception and not the rule.

5. It is important for Dealers to fully understand the energy required to achieve results in the marketplace

Dealers should be aware of the energy required and should evaluate whether or not they can commit to the energy needed to be a Miatech Dealer. This should be discussed upfront and most directly with the Dealer and their Miatech Field Manager. It can be a waste of time if the Dealer does not have a plan to spend the energy that will bring the results desired for the particular market. Market size will determine the maximum amount of energy that can be spent in a market as well as how many Independent Grocers there are to call on.

6. The Dealer and Miatech Field Manager should agree on a reasonable amount of energy the Dealer will spend on promoting Miatech Products

It may be only one call a day or even a fraction of one, but it is important to measure the energy so we can determine if things are happening as they should. Miatech products exceed customer’s expectations, but extensive education and sales process have to take place in the beginning. When a market becomes a mature market, the sales effort is very little to maintain the sales results. Miatech systems are typically purchased in every remodeled store or when a new store project occurs, and become automatic when it becomes part of a format.