There will be another recession that can destroy your business. It may be down the road but it will come. Now is the time to recession-proof your contracting business by setting up a sales process and building a quality sales team for the long haul. Today I interview sales team builder Ryan Groth and learn his 5 step process that will get you started on recession-proofing your business today.

What you’ll hear in this episode:

• Ryan’s background as a pro baseball player and how he connected with a commercial roofing contractor in FL who became an important mentor
• How Ryan ended up selling his mentor’s sales software and learning the business from the inside out
• Why Ryan started coaching and training companies to be successful in the sales process
• What Ryan sees in the industry and how we fall short with sales and underestimate what it takes: we don’t have a clear path and process and we don’t screen for the right competencies that translate to sales success
• Why price is NOT the #1 factor in sales
• Ryan’s 5 Step Process in Building Your Sales Team:
• • Get a sales leader---look for a desire for sales success, responsibility, commitment, a great outlook, motivation, and recruiting ability
  • Lead with service---it’s about building trust and relationships
  • Improve your pipeline management with a defined sales process---have a system to follow up and gather the right info and create value
  • Have a CRM (customer relations management) program---it keeps leads from falling through the cracks
  • Set goals---this goes to the heart of what drives the sales team, but they have to be empowered goals that everyone will buy into
  
  
• How to know when you’re ready to hire your first salesman
• Ryan’s advice he received from his mentor: “On the way to perfect, you pass up a lot of good.”

Resources:

Email Ryan: [email protected]

Find Ryan on Linked In

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