Sales Mastery Unleashed: Empowering Your Team with a Winning Sales Process ft. Gary Cohen | Ingaged

Sales matters, but success requires the whole business — sales management, production, marketing, operations, accurate financials, and KPIs; being great at sales but weak elsewhere still sinks the company.

Most contractors started as tradespeople who were never taught business management, so every functional area needs documented systems and processes to follow.

Every salesperson in a company should sell the exact same way — CCN's 5P sales process — because inconsistent, 'YOLO' selling can't be measured or compared.

Build the process into Ingage for a stronger visual presentation plus back-end analytics, so managers can see where reps spend time (e.g., skipping financing) without riding along on every call.

Drive change by making reps part of the process — asking for input builds buy-in even when you don't use every suggestion; dictating mandates makes people revolt.

Frame analytics as helping reps make more money (they're on commission), not as catching mistakes — and share a winning compliant rep's data to pull the rest of the team along.

At the kitchen table, don't sell — be a doctor (diagnose pain points) and a teacher (educate the homeowner); education builds the trust that wins the business, since people buy from those they know, like, and trust.