473: The Biggest Sales Hiring Mistake Roofing Contractors Make

⏱️ 15:02 🎤 Dave Sullivan

AUDIO EPISODE

473: The Biggest Sales Hiring Mistake Roofing Contractors Make

0:00

Chapters

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0:00

Common Sales Hiring Mistake

The host introduces the episode, highlighting that most contractors, including himself, make mistakes with their first sales hire, often at a financial cost.
1:16

Commission-Only Pitfalls

Dave explains that a commission-only salesperson isn't 'free' as it costs time, leads, and potential business if not set up correctly.
1:48

Process Over People

The episode stresses that contractors often hire too early, needing to fix their internal processes, tracking, and follow-up before adding sales staff.
2:40

Lack of Sales Control

Dave points out that many contractors lack a real sales process, clear pricing, or CRM usage, leading to loss of control when hiring salespeople.
4:17

Defining Sales Roles

The discussion covers two main sales roles: 'go out and sell' versus 'cradle to grave,' and how compensation models should align with responsibilities.
5:31

Setting Sales Expectations

Dave details how to calculate sales targets based on desired income, average job size, and close rates, revealing lead generation needs.
6:58

The Math of Hiring

The host explains that bringing on a new salesperson without proper preparation can lead to reduced owner sales and increased costs without business growth.
8:26

Value of Systems and Controls

Dave shares his personal experience of successfully managing multiple salespeople through strong systems, tracking, and controls to achieve profitability.
10:05

Prioritizing Plan Over People

The episode concludes by advising contractors to focus on developing a solid business plan, structure, and control before hiring, as it leads to more profitability and less stress.

Speakers

Dave Sullivan

Host — successful roofing contractor for over 30 years

Key Takeaways

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Before hiring a salesperson, fix your internal processes, lead tracking, and follow-up systems to ensure efficiency and control.

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Avoid hiring commission-only salespeople without a clear plan, as it can cost you time, leads, and business if they're not properly trained and managed.

✦

Establish a clear sales process, pricing structure, and utilize a CRM to maintain control over your sales operations and ensure consistency.

✦

Define specific roles for your salespeople (e.g., 'go out and sell' vs. 'cradle to grave') and align compensation to avoid confusion and ensure fair pay.

✦

Calculate sales targets based on desired income, average job size, and closing rates to determine realistic lead generation requirements before hiring.

✦

Recognize that hiring a salesperson without proper support and training can lead to a drop in your own sales and increased costs without actual business growth.

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Prioritize developing a robust business plan, structure, and control systems, as this often leads to more profitability and less stress than simply adding more staff.

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