Sales Compensation Plans & Benchmarks 2016 Edition

This 2016 report is based on a three-year project that involved compiling, evaluating, and comparing various sales compensation plans from some of our most successful NSCA members. Compare a variety of sales compensation plans used to determine overall sales staff income, and see how the plans correlate to company profitability.

Technical Assessment Tool

This online program allows you to gauge the proficiency of technicians and installers before you hire them. You can also administer this test to internal candidates who may express interest in a new role requiring more technical knowledge.

Questions are asked about general industry knowledge, along with technology proficiency questions at basic, intermediate, and advanced levels. You can select which categories you want to test for each candidate.

Technical Assessment Tool price: $75 per assessment

There are no refunds or extensions. All assessments must be used within 7 days of purchase. Please allow 1 business day for processing (normal business hours: M-F, 8 a.m. – 5 p.m. CST).

Project Management (3 of 3): Managing Project Safety and Risk

Jobsite safety is becoming a bigger priority for integrators, as more and more customers ask about the procedures you have in place to keep their employees (and your laborers on their premise) safe. In this webinar, you’ll learn how to:

• Understand project phases and associated risks
• Conduct a project risk assessment
• Evaluate and manage for project risk
• Ensure job safety and OSHA compliance

Price: $33.00 (Members Only)

Financial Webinar Series (3 of 3): If You Sell More, Will You Make More?

What are the consequences of changes in overhead, margin, and sales volume? This session will help you understand how to avoid the mistake of confusing the markup you charge with the margin you achieve. If you sell more, will you make more? Find out in this session! You’ll learn how to:

•  Analyze how changes in pricing structure can impact the bottom line
•  Determine the financial impact of slippage
•  Measure margins so you can price jobs with enough markup to cover overhead and create a profit 

Price: $33.00 (Members Only)

Electronic Systems Outlook: Summer Edition 2015

This NEW biannual report (summer and winter) provides industry professionals with trends in electronic systems and commercial construction. The Electronic Systems Outlook will aid in budgeting, determining new opportunities, showing lending institutions the strength of the industry, and more.

Sales Track (3 of 3): Planning Sales Meetings & Objectives

In this session, you will have the opportunity to hear how the best techniques are bring used by your peers to drive sales growth in 2015 with effective territory and account management skills. At the end of this session, you will be able to access online reinforcement modules so that you can complete your training in these challenging and critical selling skills, and earn your certificate in territory and account management.

Price: $33.00 (Members Only)

Digital Marketing & Social Media Webinar Series (3 of 3): Want More Leads? How to Develop Content For Each Stage of Your Buyers’ Journey

Presented by Daniel Newman, Broadsuite Consulting

Leveraging your website for lead generation is smart business. And growing your database and serving your customers and prospects is how you make that happen. This session will show you how to use your website to grow your database in ways that include making the most of your website. From “join our mailing list,” to email subscription, to downloading a whitepaper, we’ll help you grow your database as well as gather important information about your customers and prospects and where they are in their sales journey. This session will also show you how creating compelling content and establishing a legitimate presence in the social space can power your lead gen efforts.

Price: $33.00 (Members Only)

Project Management (2 of 3): Setting Standards for Proper Contract Management

Presented by Nadim Sawaya, Enterprise Performance Consulting (EPC)

Projects don’t always go as planned – so how do you respond and react to keep things on track? In this webinar, you’ll hear about the common aspects of properly managing the contracts associated with your projects. You’ll also learn how to:

• Understand Mechanics Liens Law
• Negotiate change orders
• Respond to field directives
• Close out the project contractually

Price: $33.00 (Members Only)

Finance Track (2 of 3): Percentage of Completion Accounting – What Does it All Mean?

Presented by Leslie Shiner, The Shiner Group

There are two primary methods used to track business income and expenses: cash and accrual. While one method may work best for taxes, another may be more beneficial for measuring true profitability. But even if your statements are presented on an accrual basis, you can take it one step further to create Percentage of Completion statement. In this webinar, you’ll learn how to:

– Evaluate the advantages and disadvantages of each method
– Determine which method your business should be utilizing – and why
– Create Percentage of Completion monthly adjustments

Price: $33.00 (Members Only)

Sales Track (2 of 3): Prospecting- What Works in Sales – and What Doesn’t

Presented by Bob Lobascio, Corporate Sales Coaches

In this session, we will advance the discussion on strategic account management and dig into what’s working (and what’s not) for you and your colleagues so you can more effectively penetrate your best accounts and add new accounts to your territory. We will identify best practices from our “community” and test the validity of the concepts for territory and account management. A review of real examples documented in the first webinar will also be discussed.

Price: $33.00 (Members Only)