Wisdom Of Wrench Podcast The #1 Rule to Jumpstart Your HVAC Sales Engine (It's Not What You Think)
Driving revenue isn't the key to jumpstarting your sales engine. The secret to massive growth in the home service business is a simple rule most leaders ignore.
In episode 51 of The Wisdom of Wrench, host Kevin Comerford welcomes sales driver Mark Stewart to reveal this powerful principle. Mark explains why focusing on client satisfaction over everything else is the ultimate strategy to boost your sales. He shares his proven blueprint for building a winning team culture in the HVAC and electrical trades.
Discover Mark’s tough interview process for hiring committed technicians and salespeople who are built to last. Learn how he coaches his team, handles underperforming reps, and keeps his top people motivated. If you want to build a sales team that consistently wins, you need to watch this episode.
Subscribe to the WOW Podcast:
Spotify: https://open.spotify.com/show/0UvJLcLFL03vKiLpd1xN45?si=PRBF-DwYR_uDtfRB8hIsLg
Apple Podcasts: https://podcasts.apple.com/us/podcast/wisdom-of-wrench-podcast/id1792919657
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🔧 Wrench LinkedIn: https://www.linkedin.com/company/thewrenchgroup
Chapters:
0:00 - What Is the TRUE Foundation of a Home Service Business?
1:23 - Introducing a G.O.A.T. of Home Service Sales
4:02 - Mark Stewart’s Journey: From Rental Cars to a $120M+ Business
7:37 - Why You MUST Hire Managers From Outside Your Industry
9:54 - The Mindset You Need to See Explosive Business Growth
12:43 - The #1 Most Important Metric for Driving Sales Revenue
15:36 - Is "People Over Process" the Right Way to Lead a Team?
17:46 - The "4th C" Every Salesperson Needs to Be a Champion
19:17 - How to Identify a Committed "A-Player" in an Interview
20:56 - The Correct Way to Interview: Always Be The Buyer, Not The Seller
22:20 - A Trick Question to Test a Candidate's Core Values
23:18 - "Green Flags" to Look For When Hiring Salespeople
25:21 - The Biggest Red Flags to Watch For in an Interview
26:55 - Why You MUST Make Candidates Uncomfortable in an Interview
32:22 - The Critical First Step Before You Can Challenge Your Team
35:25 - How to Know When Your Employee is Struggling (And What to Do)
36:15 - A Manager's Secret Weapon for Building Loyal Teams
39:42 - How to Coach an Employee Without Pushing Them Away
42:13 - The #1 Mistake Salespeople Make (Are They on Their Own Plan?)
43:38 - The "Work of the Devil" That Kills a Salesperson's Momentum
48:22 - The Simple Truth About Success That Most People Forget
50:19 - How to Pull Your Team Out of a Losing Habit
56:15 - How to Run a Sales Meeting That Creates Peer Accountability
1:01:34 - Why You Should Let Your Top Salespeople Brag
1:03:47 - How to Handle a Salesperson on Their "Own F-ing Plan" (OFP)
1:05:41 - The 3 "Negative" Traits of Every Great Salesperson
1:09:10 - How to Manage High-Expectation vs. Low-Expectation Employees
1:12:01 - Final Thoughts: How to Make Your Future Bigger Than Your Past