3 steps to build a successful roofing sales team

By Corey Mann, Leap. 

By hiring the right people, providing continuous training and effectively managing your people, your sales reps will be set up to succeed. 

Roofing businesses must rely on the effectiveness of their sales team to maintain and grow their customer base. They are the first impression customers get of each business and are crucial to driving growth by securing new contracts. The key to having a successful team is hiring, training and managing your individual reps effectively.  

By implementing these three factors, you can streamline your tasks and improve your sales process without falling behind when onboarding new team members. This can be a bit of a challenge to bring into effect, but the experts here at Leap have explained the basics and also provide contractors with industry-leading solutions such as their SalesPro software. 

Understanding the role of roofing sales reps 

Roofing sales reps play a pivotal role in generating leads, nurturing relationships and closing deals for each project. Moreover, they essentially are the face of your company and represent its values and professionalism to potential customers.  

These individuals must possess a unique blend of sales acumen, industry knowledge and interpersonal skills to excel in their role. In addition, the job requirements are multifaceted.   

First, they must have a deep understanding of your business, products and industry regulations. This knowledge allows them to effectively communicate with customers, address their concerns and provide accurate estimates for projects.  

Additionally, sales reps must possess strong negotiation and communication skills to secure favorable contracts and navigate pricing discussions. Overall, excellent communication and relationship-building abilities will help to establish trust and foster long-term partnerships. 

Keys to creating a winning sales team 

Developing a sustainable roofing business is no easy task. In fact, the market is more competitive than ever before. Roofers are also working to overcome the current economy that is affecting Americans across the country.  

As a result, your sales team must be on their A-game at all times. Every lost deal can have a major impact on your business. And the culture you create within your staff is just as important as your process.  

So, what are the keys to creating a winning team full of closers? Specifically, it comes down to three major areas:  

1. Hiring the right people that meet your specific sales needs and goals  
2. Providing proper onboarding and continuous training  
3. Managing your sales reps effectively  

Bring the right roofing sales reps into the company. Train them and create a repeatable sales process. And finally, manage them effectively with the right culture to promote competition and growth. Doesn’t sound too hard, right?  

Unfortunately, this is an area where many roofing contractors are falling behind as demand picks up. Let’s dig a bit deeper into how you can improve in these three key areas. 

1 - Hiring top-tier roofing sales reps 

When hiring roofing sales reps, it’s important to distinguish between W-2 employees and 1099 independent contractors. According to our recent sales survey and report, 93% of sales leaders have moved away from 1099 sales reps in favor of W-2 employees.  

W-2 employees are typically full-time staff members and are entitled to benefits such as health insurance and paid time off. On the other hand, 1099 independent contractors work on a contract basis and are responsible for their own taxes and benefits.  

Understanding the differences between these classifications can help you determine the best choice for your business. However, going the W-2 route is a trend that helps attract top-tier roofing sales reps.  

The report also notes that 60% of our successful sales leader respondents look to hire 1-3 new reps each month. That can put a lot of stress on your business if you don’t bring in the right people.  

So, make sure to craft compelling job descriptions highlighting the unique opportunities and benefits of working for your company. Utilize online job boards, industry-specific forums and social media platforms to reach potential candidates. During the interview process, assess candidates’ industry knowledge, sales experience and interpersonal skills to ensure they are well-equipped for the role. 

2 - Efficient onboarding and training 

Once you’ve assembled your team of roofing sales reps, providing comprehensive training is critical for their success. Furthermore, a quick and efficient onboarding process will give your new employees the best chance of success in the field.  

Consider implementing roofing software solutions designed specifically for streamlining the training process. You can quickly plug in new hires to the platform and educate them on the software, your products, pricing, sales techniques and customer relationship management strategies.  

In addition to software, hands-on experience and mentorship can greatly benefit new sales reps. Pair them with seasoned professionals who can provide guidance, share best practices and offer support as they navigate their role. 100% of respondents to our survey of some of the most successful roofing sales teams in the country said they have some period of shadowing for their new sales reps.  

Encourage ongoing learning, competition and development to create a winning culture within your sales team. Additionally, stay abreast of the latest trends and techniques in the roofing industry that can improve your closing rates and margins. 

3 - Proper management techniques 

Managing your roofing sales reps requires a healthy balance of supervision, support and accountability. That’s why you should implement software that can streamline administrative tasks, track sales performance and provide valuable insights into team productivity.  

These platforms allow you to monitor key metrics such as lead conversion rates, average deal size and sales pipeline velocity. They also enable you to identify areas for improvement and optimize your sales strategy accordingly. You can quickly identify your best sales reps to help you prioritize appointments and potential sales with the right team member.  

In addition to leveraging technology, effective communication is essential for fostering a positive work environment and maximizing sales performance. Conduct regular one-on-one meetings, including pitch evaluations, to provide feedback, address concerns and set clear performance expectations. In addition, recognize and reward top performers. You can incentivize your sales with bonuses to push continued excellence and motivate the entire team. 

Original article source: Leap