5 Tips for Coaching Your Sales Team to Success

JOHN MICHEL
BDR Lead Head Coach & Trainer

Spring has sprung, and our busiest season is just around the corner. According to industry data, there are more systems to replace than ever before! So, it is time for spring training preparation.

One of the most dramatic ways to grow your residential business is by leveraging your sales force to Prime through effective sales leadership and management. The definition of Prime is the most flourishing stage or state. Ten years ago, or more, a Home Solutions Advisor (HSA) selling a million dollars was a big deal. Now, with more accessories and more efficient equipment to offer, it is not uncommon for an HSA to achieve $3 million+ in sales.

Here are some spring training tips for owners, sales managers, and HSAs to achieve excellence beyond accepted norms: 

1. Meet with your sales team regularly to review goals

Track closing rate, average sale, and number of accessories. Ask your team how you, as the owner or sales manager, can help them exceed their goals. These meetings are critical during the busy season. Reviewing goals, challenges, processes, and procedures is especially important during the busiest times. Conduct weekly forecast meetings—review budget to actual and request feedback from the team on what they are doing to close jobs.  

2. Pricing has increased, and it’s the perfect time to make sure we are including all our costs in your proposals

Are we including tax where appropriate? Are we offering tiered financing? Are direct loaded labor rates accurate and up to date? What are our Gross Profit Per Man Day needs and goals? 

3. Review/update financing options

More and more consumers are financing their heating and air conditioning purchases. Are we offering Good, Better, Best, Fantastic (tiered) financing options on every proposal? If you have questions on tiered financing, please ask your coach to walk you through the financing calculator to determine the accurate rate/amount to build into every proposal. Do not give away gross profit dollars by offering a cash discount in lieu of financing.

4. Are we following all the steps in our marketing program?

I challenge you to review this step and ask yourself, “Are we doing the fundamentals,” including:

• Yard signs?
• Door hangers?
• Happy calls?

I recently reviewed a sales performance report with a home solutions advisor selling over 350,000 yearly door-hanger leads. Leveraged to Prime!

5. Celebrate!

This is critical to building up your team. Send out company-wide announcements via text or e-mail each time the team reaches certain milestones. Gift cards go a long way; recognize service techs for the leads they provide, install teams for working on the weekends, and the families of HSAs because of the extra time spent away during our busier times of the year. Make it personal, a “thank you” or “job well done” goes a long way too. 
   

In a world where the customer is armed with unlimited access to information, having a well-trained, successful sales team is crucial. BDR’s Top Gun Sales Excellence workshop can help train your team to exceed the client’s expectations every time. Visit our Upcoming Events page for more information on power-up sessions, classes, workshops, and conferences.

Wahoo!

About the Author

John Michel built a highly successful career in the HVAC, Energy Services, Plumbing, and related contracting fields, with extensive experience in both the Residential and Commercial markets. In all of John’s roles, he was heavily involved in developing corporate organizational structure, including people, processes, and other resources necessary to drive personal and company success. He understands the relationship between sales growth and the organizational structure required to effectively support and manage growth… while maximizing profitability.