This study, produced by NPMA in partnership with PestPac by WorkWave, presents an in-depth look at how U.S. pest management companies structure and operate their sales functions. The research is based on a survey of business owners, operators, and managers across the pest control industry, capturing how firms generate leads, staff and compensate sales roles, and convert opportunities into new business.

The primary objective is to establish clear, current benchmarks for key sales operations metrics, including sales team composition, lead generation channels, compensation and incentive structures, technology adoption, and sales training practices. The findings are intended to serve as a practical resource for firm owners, managers, and industry stakeholders to support sales strategy, talent development, and operational decision-making.

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