In this episode of the Roofing Success Podcast, Jim Ahlin interviews Ryan Groth from Sales Transformation Group. They discuss the importance of sales leadership in growing a roofing business and the different skills required to transition from a sales rep to a sales manager. Ryan emphasizes the role of coaching, holding people accountable, motivating and inspiring the team, and recruiting new talent.

They also discuss the importance of defining the championship and setting goals for the team. Metrics such as sales goals, activity levels, and revenue targets are key indicators of success. In this part of the conversation, Ryan Groth discusses key performance indicators (KPIs) for sales teams in the roofing industry. He mentions leading and lagging indicators, effort-based and result-based metrics, and specific KPIs such as door knocks, appointments set, proposals delivered, and sales made. He also emphasizes the importance of tracking meetings with referral partners and account development meetings with existing clients. Ryan highlights the significance of forecasting and setting targets, as well as the role of culture and leadership in retaining talented salespeople. He concludes by discussing the importance of maximizing existing relationships and asking for referrals.

Takeaways

• Sales leadership is crucial for the growth of a roofing business.
• Transitioning from a sales rep to a sales manager requires different skills, including coaching, accountability, motivation, and recruitment.
• Defining the championship and setting goals are important for motivating the team.
• Metrics such as sales goals, activity levels, and revenue targets are key indicators of success. Key performance indicators (KPIs) for sales teams in the roofing industry include door knocks, appointments set, proposals delivered, and sales made.
• Tracking meetings with referral partners and account development meetings with existing clients is important for building a strong pipeline and expanding accounts.
• Forecasting and setting targets can make growth more predictable and attractive to potential buyers or investors.
• Culture and leadership play a crucial role in retaining talented salespeople and creating a positive work environment.
• Maximizing existing relationships and asking for referrals can lead to more effective sales and business growth.