Sales Coaching: 5 Steps You Can Take to Build a Predictable Sales Model

By WSRCA.

Get off the unpredictable revenue roller coaster ride with these tips. 

Running a contracting business can feel like riding a bucking bull or jumping on a rollercoaster without a harness. You bid a bunch of work, your crews get busy, and you grab on for the ride and hope you survive and make a profit. There are many owners living in a world of unknowns, which tends to cause one’s esophagus to tighten. If this is you, you probably don’t have confidence in the future of your business and usually, this boils down to a single underlying cause: You don’t have predictability in your current sales model. If this is you, here are steps you can take to transition from a terrifying rollercoaster ride to a predictable sales system. 

1.  Invest in Sales Leadership
The Sales Manager is one of the roofing industry’s most neglected positions. When filled properly, it is like replacing a puttering four-cylinder with a massive turbocharged V8. Finding a quality sales manager is not easy, but with the right tools, you can identify key competencies for the job. This may take a bit of a time investment, but trust me, this is the absolute first step you should take.

I’ve worked with several top-100 contractors and one of the tricks often used is to grab a sales leader from a parallel industry. They will need to learn the nuances of your contracting business, but they likely have a more developed knowledge of sales structures that will translate easily into your vision. To refine your search, I recommend using tools like the candidate assessment tool produced by the Objective Management Group. It’s a great way to identify sales competencies and cut down the resume sorting. Some of the attributes I always look for are desire for sales success, commitment to do whatever it takes, as long as it’s ethical, and the right outlook on themselves and your company. Once you get your sales manager(s) locked in, you’ll be ready to grow your team.

WSRCA members can read the full article and see the additional steps here.

Not a member of Western States?  Join here or call toll free 1-800-725-0333.

About WSRCA
Western States Roofing Contractors Association is a non-profit regional association of roofing, roof deck and waterproofing contractors and industry related associate members. The association’s close and frequent contact with members and its programs and services are vital to the successful operation of member companies. The WSRCA was formed in 1974 to preserve and promote the roofing industry in the western region. WSRCA’s purpose is to provide assistance to enable its members to operate successfully and competitively.