New NSCA report explores industry sales trends and best practices
CEDAR RAPIDS, IA, April 10, 2008 — How do other industry companies plan and win sales? Read NSCA’s Q2 Market Intelligence Briefing™ (MIB) — Sales Management Trends in the Commercial Electronic Systems Industry — to learn what works and what doesn’t. This insider research is available only to NSCA corporate members, but some of the results are highlighted below.
“One of the most critical findings is the significance of relationships for business,” said Senior Director of Member Services, Jodi Montgomery. “Winning the first sale is crucial, but repeat customers evangelize the services and talents of your company.”
The report polled and split out two distinct elements of the industry: systems contractors/integrators and independent technical/design consultants. The Q2 research is a companion report to the industry marketing results found in the first quarter report.
A few findings:
- A majority of companies do either formal or informal revenue forecasting. The Q2 MIB analyzes the crucial difference between these two terms and how businesses predict future growth.
- Company size, geographic region and application specialty all play a role in allocating sales team resources. Graphs and charts show what aspect is most important.
- Most systems contractors/integrators report they produce 16 proposals each month. Independent technical/design consultants say they write an average of 10 per month. The report details how many of those bids actually result in contracts.
- Repeat customers and clients are critical for success. The Q2 MIB analyzes the percentage of clients that return for the second time and the best way to generate return business.
For more information about specific details of the report or to become a member of NSCA, visit www.nsca.org.
About NSCA
NSCA is the leading not-for-profit association representing the commercial electronic systems industry. With more than 2,500 member companies worldwide, the National Systems Contractors Association is a powerful advocate of all who work within the low-voltage industry, including systems contractors/integrators, product manufacturers, consultants, sales representatives, architects, specifying engineers and other allied professionals. NSCA is dedicated to serving contractor members and all channel stakeholders through education, advocacy, outreach and member services. NSCA University offers a variety of courses on topics such as project management, business, sales, design and technical knowledge. Courses are delivered through a variety of methods including conferences, regional trainings, online learning and webinars. NSCA works in conjunction with a variety of industry partners to provide relevant and meaningful education and certification programs. It also provides leading industry research and market intelligence, insurance solutions, the industry’s most comprehensive manual of practice, Essentials of Systems Integration™ and other business tools. For more information, visit www.nsca.org.
Media Contact:
Nancy Owen
Industry and Media Relations Representative
319.861.8630
nowen@nsca.org