Are your "sales managers" actually coaching? Or just policing KPIs?

 In this episode, Mike sits down with long-time friend, and home-service veteran Ed Meyer (Executive Director, NFRA; 25+ yrs leading and coaching sales teams nationwide), to unpack the critical difference between sales managers and coaches, and why most companies burn out reps by forcing one person to do both.

You'll hear how to split responsibilities without blowing up payroll, where AI call-analysis tools like Rilla or Ciro help (and hurt), and a step-by-step exercise you can use to level up your team this week.

Contractor Pro Tip
During your next sales meeting, try printing two copies of a recent proposal/job card. On copy A (Manager), mark KPI gaps: price integrity, full scope quoted, follow-ups. On copy B (Coach), mark skill gaps: discovery questions missed, value story, urgency proof. Coach the skill, then re-check the KPI next week.

Timestamps: 

• 02:10 Manager vs Coach - clean definitions

• 08:30 Traits of great managers vs great coaches

• 14:45 Why culture breaks when one person does both

• 20:40 AI as coaching "game film", how to use the data right

• 28:10 Case study: raising average sale + close rate

• 36:30 Owner priorities, time, and outsourcing options

• 44:15 When to invest by company size/goal

• 51:00 The one-sentence framework leaders can post tomorrow

• 55:10 How to start implementing changes in just 30 days

• 58:00 Pro Tip of the week

Meet us in Indy - Nov 11-13th! 
We'll be at FRS Voices of the Industry (Indianapolis), come say hi, swap KPI benchmarks, and talk marketing systems.

Tickets are FREE, and open to all positions in the home service industry. Register at: https://www.foundationrescuesupply.com/events/alpharetta-event-september-11-2025-2

Connect with Mike, Ed, or Anthony for more on business strategy, marketing, and sales coaching techniques.

• Ed Meyer Linkedin
  
  Edwardmeyerassist@gmail.com

  • Phone: (220) 203-4253

• Mike Stiers, President of Greenbaum Stiers, Linkedin

• Anthony Brown, Senior Business Growth Strategist of Greenbaum Stiers, Linkedin
  
  BONUS TOOL!
  With the help of our team at Greenbaum Stiers Strategic Marketing Company, we've put together a home service company KPI calculator.
  
  This is built for contractors and business owners in any home service niche. Check your numbers and pull in the reins on your business strategy here: https://www.greenbaumstiers.com/home-services-industry-kpi-calculator/
  
  Podcast Sponsored by: Greenbaum Stiers Strategic Marketing
  
  Home service-based marketing and business experts that help contractors dominate their niche. Always results-driven and strategy-focused. www.greenbaumstiers.com