What close rate should I expect from an in-home sales consultant?

It depends on your leads and how you count. Siro measured 29.1% for windows and doors, the highest trade in its sample, counting visits that moved toward a sale. Put your own target in the ad as a range, by lead source.

Should commission be on gross or net sales?

Either can work, but say which. Net sales, after cancels and credit rejects, protects your margin; gross is easier to pitch to a candidate. Home improvement commission typically runs 6-12% of the sale of the sale, per a 2018 Pro Remodeler figure.

Do in-home sales consultants need a license?

In some places. Maryland licenses home improvement salespeople (exam: 35 questions, 70% to pass), and Connecticut requires salespeople to register. New York City stopped licensing salespersons on 9 Aug 2020. Check the rules where you sell.

Job description template

In-home sales consultant job description

For window, door and siding companies that sell one-call close. A job description built around issued leads, demo rate and net sales per lead, the numbers a good consultant already tracks.

Or have Level find the rep

Template · plain text when copied

[Brackets] are yours to fill in or delete.

In-Home Sales Consultant

[Company name] · [City, ST] · Full time · [W-2 / 1099]

Other titles that work:Window Sales ConsultantSiding & Window Sales RepHome Improvement Sales ConsultantSales Estimator

About the role

[Company name] sells and installs [windows, doors and siding] for homeowners in [service area]. We're hiring an in-home sales consultant to run pre-set appointments from our marketing, measure, present and close on the first visit. Leads are [company-provided and confirmed]. You bring the presentation and the close.

What you'll do

Run [2] pre-set appointments a day, [X] days a week
Measure openings, check existing conditions and scope the job accurately
Deliver the company presentation: product, warranty, installation, price, financing
Present good/better/best packages and close on the first visit
Complete contracts, financing applications and measure sheets cleanly so install isn't held up
Work the rehash list: past no-sales and expired quotes
Report the result of every issued lead the same day

What success looks like

Demo rate: [X]% of issued leads get the full presentation
Close rate on demos: [X]%
Net sales per issued lead of [$X], after cancels
Average sale of [$X]
Cancel and credit-reject rate under [X]%

What you bring

[1+] years of in-home, one-call-close sales: windows, siding, bath, roofing, solar or similar
A close-rate history, with commission statements or W-2s that back it up
Comfortable presenting price and financing to both homeowners at the kitchen table
Accurate with a tape measure and with paperwork
Valid driver's license and a reliable vehicle
Available for evening and weekend appointments [X] days a week

Nice to have

Experience with tablet-based presentations
Product knowledge in [vinyl / fiberglass / wood-clad] windows or [fiber cement / vinyl] siding
Spanish or another language spoken in [service area]

Pay

[X]% commission on net sales, paid [at install / weekly]
[Training pay of $X a week for X weeks] or [a draw of $X, recoverable]
Bonus tiers: [X]% at [$X] a month in net sales
[W-2 / 1099]. Benefits: [list]
Realistic first-year earnings: [$X-$Y], from what consultants here earned last year

Schedule and territory

Appointments at [times], [days]
Territory: [area]
Leads provided: [X] issued appointments a week on average

How to apply

Apply at [link] or text [number]. Include your demo rate, close rate and net sales per lead if you track them.

Writing the ad

Make it pull closers, not just applicants.

Proven sellers read a job ad the way they read a lead sheet. These are the lines they look for.

01
Promise appointments, not leads
Say how many issued appointments a week a consultant runs and whether they're confirmed. "Leads provided" on its own tells a closer nothing.
02
Show the ticket
Siro's median windows and doors deal is $7,538. Say where your average sale sits so a consultant can work out the commission.
03
Say how cancels are handled
Is commission paid on net sales, after cancels and credit rejects? Say so plainly. Experienced consultants will ask anyway.
04
Describe the presentation and the training
Tablet or binder, how long the presentation runs, and how much training comes before the first appointment. Good one-call closers want to know they won't be sent in cold.
05
Ask for net sales per lead
It's the number serious consultants track, so asking for it tells them you run a serious sales team. The ones who know it tend to be the ones worth meeting.

Before you make an offer, ask for commission statements or W-2s, and run your own ride-along or role-play. Those are your checks, as the employer. When Level fills a seat, we verify close-rate history and pay history and check references before you meet anyone.

Licensing and compliance

Rules worth knowing before you post.

Only rules we could check at the source are listed. This isn't legal advice; check the rules where you sell.

In-home sales fall under the FTC Cooling-Off Rule: the buyer has 3 business days to cancel. Build the cancellation notice into your contract paperwork and train reps on it.
Maryland licenses home improvement salespeople through the Home Improvement Commission. The salesperson exam: 35 questions, 70% to pass.
Connecticut home improvement salespeople: Registration required with the Department of Consumer Protection.
New York City stopped licensing home improvement salespersons on 9 Aug 2020.

FAQ

Hiring an in-home sales consultant: common questions.

What close rate should I expect from an in-home sales consultant?
It depends on your leads and how you count. Siro measured 29.1% for windows and doors, the highest trade in its sample, counting visits that moved toward a sale. Put your own target in the ad as a range, by lead source.
Should commission be on gross or net sales?
Either can work, but say which. Net sales, after cancels and credit rejects, protects your margin; gross is easier to pitch to a candidate. Home improvement commission typically runs 6-12% of the sale of the sale, per a 2018 Pro Remodeler figure.
Do in-home sales consultants need a license?
In some places. Maryland licenses home improvement salespeople (exam: 35 questions, 70% to pass), and Connecticut requires salespeople to register. New York City stopped licensing salespersons on 9 Aug 2020. Check the rules where you sell.

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