90: How To Recession Proof Your Business By Building A Quality Sales Organization with Ryan Groth

The Roofer Show

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: [e-mail]

Find Ryan on Linked In

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