

Why Most Contractor Sales Teams Fail (And How to Fix Yours in 2025) w/ Ryan Groth
8 snips Aug 5, 2025
In this engaging discussion, Ryan Groth, CEO of Sales Transformation Group, dives into the future of sales in the contracting industry. He emphasizes that the era of order-taking is over and highlights the importance of a strong sales culture. Ryan shares insights on building high-performance sales teams, mastering CRM systems, and the need for proactive leadership. He cautions against complacency in an AI-driven world and discusses the importance of transforming sales roles to ensure accountability and success amidst evolving market dynamics.
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Contractor Sales Was Reactive
- Contractor sales relied heavily on reactive, order-taking for years, without formal sales processes or skills.
- This was sustained by market demand and lack of competition, but is no longer viable in today's market.
Market Evolution Forces Sales Upgrade
- Increased competition and access to information pressure contractors to adopt higher standards and sales best practices.
- Also, private equity's influence raises focus on marketing and sales operations as business differentiators.
Owners Must Own Sales Leadership
- Owners should embrace the sales manager role themselves if they can't yet hire one.
- Get deeply involved with sales tools, set clear goals, and keep the team obsessed with achieving them.