Leadership coaching call focused on sales team management, accountability, and goal-setting for a roofing business.
The main attendees were a business owner (Joanna) and a coach (Richard). Discussion centered on revenue goals, team structure, and implementing daily tracking and accountability systems.
Key decision: Set a clear target of three sales per day to reach a $6 million annual revenue goal, with accountability and incentives to motivate the team.
Actionable steps include daily end-of-day reporting, clarifying roles, and structured oversight of sales activities.
Action Items
Ensure Sergio has access to SalesRabbit dashboard for tracking door knocks and follow-ups.
Instruct Sergio to provide daily end-of-day (EOD) reports covering follow-ups, door knocks, and sales meetings.
Joanna to implement daily check-ins and biweekly one-on-one meetings with Sergio.
Joanna to set up and communicate new EOD reporting expectations with the entire team.
Joanna to formalize incentive program for hitting daily sales targets.
Joanna to create or adapt a tracking form for EOD reporting.
Joanna to confirm with Jennifer accurate profit-per-job data for more precise forecasting.
Joanna to arrange sales training for receptionists as needed, potentially with Richard.
Team Structure, Habits, and Accountability
Joanna leads a team consisting of Jennifer, Sergio, and three receptionists (Rosie, Fatima, Perla).
Joanna is responsible for overall team performance and direct oversight of these five core staff members, holding regular check-ins and acting on clear accountability.
Sergio is responsible for managing sales follow-ups within 24 hours, ensuring sales reps do their own follow-ups, and organizing regular training and one-on-one meetings.
Jennifer is responsible for all admin and numbers tracking, including updating the sales scoreboard daily and providing stats for Joanna and the team.
Receptionists are responsible for supporting sales processes, but Joanna needs to check in regularly to ensure they are meeting appointment and call KPIs.
Metrics, Goals, and Sales Targets
2024 sales goal set at $6 million to significantly exceed last year's ~$4 million.
Current YTD revenue is $2.7 million, leaving a $3.3 million target for August-December.
After adjusting for average profit per job ($10,000), the team must close 300 sales in five months: 60 per month, 15 per week, or 3 per day.
Team is open five days a week.
The standard is set for each sales rep to aim for at least one sale a day, with three as the team minimum.
Door knock expectations: Sergio (10 per day, due to management responsibilities); all other team members (20 per day).
Processes, Systems, and Daily Operations
Implement daily EOD reporting by all direct reports to Joanna via text or email, including metrics and any issues, challenges, or progress on key activities.
Joanna to conduct daily morning checks on notes, photos, and other CRM data to keep the team accountable.
Joanna to hold regular (at least weekly) group sales meetings and individual one-on-ones with Sergio for performance coaching and strategic alignment.
Sergio to lead weekly 30-minute team sales meetings and two weekly one-on-one sessions with his direct reports.
Decisions
Set clear team sales target of three sales per day — Chosen to ensure the business meets or exceeds the $6 million annual revenue goal by year-end and to drive team accountability and performance.
Implement daily EOD reporting for all key staff — To provide transparency, enable quick problem-solving, and keep everyone focused on activities that generate sales.
Clarify roles and add structured check-ins — To avoid inefficiencies and ensure that critical tasks (estimates, follow-ups, admin, production scheduling) are handled by the appropriate team members.
Open Questions / Follow-Ups
Need confirmation of the actual average profit-per-job (Jennifer to provide accurate data).
Jennifer to resume daily scoreboard updates and ensure numbers reflect current performance.
Team needs clarity on how roles might shift to offload production scheduling from Joanna.
Joanna to finalize and communicate the incentive plan for consistent achievement of daily sales goals.
Confirm all team members have access and training needed for SalesRabbit and CRM systems.