How He Grew His Home Improvement Business by $6.3M in 2024 | Kirk Koskiniemi
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Key Takeaways
Focus on 'doing fewer things better' by going back to basic business fundamentals and optimizing existing processes before seeking new growth avenues.
Rigorously analyze and optimize your sales funnel conversion rates at each stage (inquiries, set appointments, issued appointments, demos, closes) to identify and address inefficiencies.
Increase your average ticket size to reduce the effective cost of marketing per sale, making your marketing spend more efficient.
Implement a robust sales training program with regular role-playing, ride-alongs, and one-on-one coaching, especially when lead flow is lower, to improve sales reps' skills and confidence.
Develop a system for re-engaging un-set appointments or canceled demos to avoid wasting valuable leads and capture additional revenue.
Track and prioritize Net Sale Per Lead Issued (NSLI) as a key metric for sales performance, encouraging quality sales over mere lead volume.
Consider offering a minimum pay for sales reps to stabilize income, reduce 'lead monster' behavior, and create opportunities for structured training during slower periods.
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