How Many Inspections Can One Roofing Sales Rep Handle?

Buying more appointments than your team can run wastes money. Running too few wastes a good rep. Here is how to find the right number.

Count the hours

An inspection is more than the visit.

• Drive there and back
• Inspection and photos
• Building the quote
• Presenting it
• Follow-up calls

For many companies that adds up to about three hours per inspection. Yours may differ. Time a few and use your own figure.

The simple formula

Selling hours per week ÷ hours per inspection = inspections per rep.

Example: a rep with 35 selling hours and 3 hours per inspection can run about 11 or 12 a week. That is an example. A dense city market allows more. A rural territory with long drives allows fewer.

What lowers capacity

• Long drives. Group appointments by area and day.
• Admin work. Reps who build every quote from scratch lose hours.
• Chasing leads. A rep dialing cold leads is not at a kitchen table.
• Insurance work. Claims add calls and paperwork.

What raises it

• Quoting software and photo tools
• Someone else booking the calendar
• Tight territories
• Quotes presented at the first visit

When to hire the next rep

Watch three signs:

1. 1Inspections are booked more than four or five days out.
2. 2Follow-up is slipping.
3. 3Close rate is falling because reps are rushing.

Hire before all three are true. A new rep needs weeks to get up to speed.

The owner as the only seller

If you are the only one who sells, your capacity is the company's ceiling. That is fine at first. To grow, the first sales hire is usually the most important one. More in scaling a roofing company from $3M to $10M.

Questions roofers ask