More than 80 members of 1-800-SWEEPER companies attended the third annual Sweeper Summit, hosted for 1-800-SWEEPER members Nov. 8-10 in Chicago. 1-800-SWEEPER currently has more than 40 member companies. The three-day program featured a detailed analysis and discussion of sweeping contractor benchmark numbers based largely on the figures reported by 1-800-SWEEPER members. In addition, Tom Searcy, sales specialist and author, told attendees that they need to structure their sales compensation plans based on how difficult it is to sell the type of work they seek. He said, for example, that it is seven times more difficult to sell a new service to a new customer than it is to sell a new service to a current customer. He said if sales compensation isn't structured to encourage pursuit of new customers most sales people will pursue the easier sale of a new service to current customers.
