Building a stronger roofing sales team

By Jesse Sanchez. 

Ingage explains how consistent messaging, practical analytics and carefully managed artificial intelligence can help contractors strengthen sales performance. 

Creating a high-performing sales team requires more than hiring talented representatives and sending them into the field. In this episode of Roofing Road Trips®, Ingage shared how company culture, coaching tools and artificial intelligence (AI) can help contractors create a more consistent and effective sales process. 

Ingage explained that a strong sales culture begins with understanding why the company exists and making sure every representative is working toward the same mission. Regular one-on-one conversations, team meetings and performance reviews can also help field sales professionals feel heard and avoid unexpected feedback. As Ingage emphasized, “It’s making sure that everybody’s rowing in the same direction with the same mission, but also that they feel like they can tell you when something’s wrong.” 

Ingage supports that coaching process through content-based and representative-based analytics. Sales leaders can review which parts of a presentation are working, what representatives may be skipping and how appointments differ between won and lost opportunities. Its virtual ride-along functionality allows managers to see the order of a presentation, how long a representative spent on each section and whether they left the presentation during the appointment. 

Ingage also described AI as a tool for improving efficiency. Contractors can use it to support follow-up campaigns, keep homeowners engaged before appointments, research customers and analyze large amounts of sales data. However, Ingage cautioned that people should continue reviewing AI-generated work before it reaches customers. As Ingage advised, “You do need to have a human layer touching AI at all times.” 

Before purchasing another platform, Ingage recommended reviewing the tools already in use. Existing customer relationship management, marketing automation and sales platforms may include AI features that contractors have not yet explored. 

Ingage provides training for customers using its platform and offers options for companies that want to build presentations themselves or receive design assistance. Contractors may also be able to use existing manufacturer content while developing their company presentation. 

Learn more about building a stronger roofing sales team through consistent coaching, practical analytics and responsible use of AI by listening to the podcast!