The National Pest Management Association (NPMA) released the findings of its 2026 Pest Control Industry Sales Operations Survey, a first-of-its-kind study examining how pest control companies structure, staff and incentivize their sales functions. The research, sponsored by PestPac by WorkWave, reveals an industry where, per its news release, “sales is deeply embedded in service delivery rather than handled by traditional, dedicated outside sales teams.”
Conducted in April among pest control business owners, operators and managers, the survey found that technicians and ownership/management are the most common sources of sales activity, with outside sales representatives playing a secondary role at most companies. Management and ownership contribute the largest share of revenue among respondents, though technicians are nearly as prominent once all revenue sources are considered. Other key findings, per the news release, include:
- Digital channels, referrals and word of mouth rank as the top lead generation channels industry-wide.
- Pricing and promotions are the most commonly cited factors in winning new residential contracts, followed closely by service quality and reputation.
- Base pay plus commission is the most common sales compensation model, and commission on any closed sale is the most prevalent commissionable event.
- Most companies do not yet offer back-end or retention-based sales incentives; clawback provisions and no-penalty policies are the most common approaches when customers cancel early.
- Cash remains the top incentive for sales performance, with non-cash rewards used far less frequently.
- Artificial intelligence (AI) has not yet been widely adopted for sales support, signaling significant room for growth.
Open-ended responses reinforced these themes, per the release, with companies “repeatedly describing education-first, trust-based selling; technicians as a core sales channel; referrals and customer advocacy as primary growth drivers; collaborative internal cultures over individual sales competition; and service quality and reliability as their strongest sales differentiators.”
“This survey confirms what many of us have long suspected: In pest control, sales and service are inseparable,” NPMA CEO Dominique Stumpf, CAE, said in the release. “Our members employ a variety of sales strategies, always focused on protecting residential and commercial clients from the disease and damage caused by pests. While each company may utilize different strategies, we are impressed by the results of this survey, demonstrating how companies continue to evolve and adapt to meet the needs of their consumers. “
WorkWave CEO Kevin Kemmerer agreed, noting: “These findings validate the shift we’re seeing across the industry: Data and AI adoption in pest control is still in its early innings, and for PCOs making these investments, that’s a massive competitive advantage. Businesses that pair their strongest asset — trusted, technically credible field technicians — with predictive AI insights, richer [customer relationship management, or] CRM data, and smarter automation are the ones positioned to scale the fastest and capture market share. We’re proud to sponsor research that gives expanding companies a clear benchmark for where they stand today and how to leverage advanced technology for explosive headroom tomorrow.”
The report also identifies clear opportunities for the industry moving forward, including:
- formalizing technician sales training and incentive programs
- developing back-end and retention-based compensation structures
- investing in sales talent retention practices,
- exploring how CRM systems and AI can support sales at scale
The full report, including detailed findings on sales team composition, compensation structures, training timelines, and technology adoption, is available at NPMApestworld.org/salessurvey.
About the National Pest Management Association
The National Pest Management Association is a non-profit organization with more than 4,000 members. It was established in 1933 to support the pest management industry’s commitment to the protection of public health, food and property from the diseases and dangers of pests. The association has had many notable leaders over the years, including Pest Management Professional Hall of Famers Bill Buettner (Class of 1998), Dr. Ralph Heal (Class of 2003), Dr. Phil Spear (Class of 2004) and Bob Rosenberg (Class of 2013), to name just a few.
About WorkWave
WorkWave is on a mission to “deliver innovative software and fintech solutions to the dedicated service professionals who ensure the world remains safe, clean and beautiful.” Powering millions of services every year, leading companies in lawn care, pest control, commercial cleaning and security guarding rely on WorkWave’s comprehensive software-as-a-service (SaaS) solutions, including its core offerings PestPac, RealGreen & TEAM Software, to manage and grow their businesses. Backed by decades of experience, passionate teams and an unwavering commitment to its customers, WorkWave’s vision is to empower the world’s mobile service workers to build a brighter future.
<p>The post NPMA, WorkWave survey focuses on sales best practices first appeared on Pest Management Professional.</p>
from Pest Management Professional https://www.mypmp.net/npma-workwave-survey-focuses-on-sales-best-practices/
Sacramento CA
