Fix Your Lazy Sales Team For Good and Unleash Competitive Culture

Sales leaders never deal with complacency, laziness or poor performance again. It's time to build a killer company culture where everybody has a sense of competition, a sense of accountability, and a desire to perform at their very best because everybody's watching. This is the secret to uncap the true potential of every salesperson. And I want you to think of potential a little differently because a lot of folks consider potential as your ability to perform at your peak. But I believe that our potential is there to find and then continually push the boundary of what we are truly capable of. Now, what I'm about to teach you I learned from a fellow mentor in the Roofing and Solar Reform Alliance, Cody Landles. Cody is the CEO of Reimagine Roofing and he bought my sales system and within three years built an eight figure roofing company. And not long ago, in one of his most recent months, sold over two and a half million dollars in one month, almost entirely virtually with both roofing and roof with solar sales. And he's the gentleman I partnered with to pioneer our roof with solar sales system that we rolled out by the way, with one company that grew by 80% in 12 months by simply bolting this on. Cody is one of the brightest minds in roofing sales because he runs a roofing company like a tech startup. It's so innovative and smart and what I learned from him about creating this accountability I want to pass on to you. I've massaged it up just a little bit to fit our company, but we gotta give credit where credit is due. Now this topic has come up quite a lot recently in the Roofing and Solar Reform alliance where we come together as members to help you outsell, outgrow and out compete the rest while we stomp the scum out, you know, the scum that's ruining the reputation for all of us, the bad actors that are featured in the news and the sole reason that 8 out of 10 homeowners don't trust contractors. So we work together in our private community through sales training, ongoing support, our community masterminds, in person events, and most importantly, the ultimate endorsement. Because RSRA has been featured on Fox News, abc, NBC, CBS and USA Today, the very news organizations that your homeowners trust. So without further ado, let's get started to help you create a killer culture of accountability drive and your team reaching peak performance. Hey, welcome or welcome back. Adam Bensman here. And I'm really excited for this topic because I know that in roofing sales it is incredibly difficult for us to Keep a pulse on our team. Who's doing what, who's actually awake, who's working. Because of the nature of our environment, the nature of outside sales, sales reps will wake up and they'll often drive off to their first appointment. And you don't know if people are out knocking doors, running appointments or if they're hungover and sleeping in. So imagine instead if everybody had to check in, how amazing would that be? You know, who's working and who's not. Well, that's exactly what we're going to do. So to create this accountability, we need group accountability. So everybody's watching, not just you, not just the sales manager or the owner. Everybody is watching. So the first step, step number one, is to create a group chat. Now the group chat can be done in a variety of platforms. I personally prefer using Slack. Now if you're not familiar with Slack, you can set up different discussion groups or boards in Slack. And it starts like this. First, we're going to have our wig, our wildly important goal. Now this is a screenshot from our Slack group. And what it will look like is every morning everybody posts their wildly important goal for the day. So imagine if you could only get one thing done today. That's it, one thing, and in one thing only, what would you accomplish? Now when we start off posting our wig, we know who's up and who's working. So if everybody's posting their wig at 7:38 in the morning and one person's at 10, what was the person doing until 10? Everybody has accountability. Now there's a quick note on your wig or your wildly important goal. It is really important for that to be something you can control. Now for example, I can't say, make a sale today. Now I can't control whether or not I make a sale. All right? I can't control whether or not someone buys. But what I can control is following my presentation or working on asking stronger follow up questions. Not allowing a objection to end the appointment by leaning into it, by overcoming the objection three times. And what it does is it channels each salesperson into finding the one thing that they can work on each and every day. The one thing that they can accomplish that will help them achieve their goal. That's your wig, your wildly important goal for the day. So again, my wildly important goal might be at the end of every appointment, overcome the objection three times before in attempt to close the sale before leaving the house and setting a follow up. Okay, that'd be my wildly important goal for me to focus on each and every day. So there's your wig. Starts the day off. We know who's working and who's not. Next, we have our celebrate or share. The WINS channel is what we call it. And this is where people celebrate their wins throughout the day. Now, for us, us, as you can see here, we post up wins from our customers who are using our sales training system, our members of rsra, the victories that they have. And what this does is it celebrates what we do as a company for who we serve, and it gets everybody excited about a bigger mission. And it's also a place for us to celebrate our own victories. Now we want to wrap each and every day up with our sales channel. So you'll see it here. Sales. And what everyone is responsible for posting is a few things. Their total value of sales, the dollar amount, the number of sales, the number of appointments run, and the number of new appointments generated. So again, accountability. At the end of every day, imagine if your team said, hey, I had zero sales. I set zero appointments and had zero appointments. Like, no, you're not working. Or if they had one appointment and set none and close nothing, like, well, what didn't you do? How come you didn't set any appointments today? What were you doing? So again, those top line numbers will really help create a group accountability as it is a requirement for everybody to do. And I know what you might be thinking. Well, Adam, I can't require my team to do this. Well, the answer is yes, you can and should. Because due to the new federal law, the FLSA that went effective March 11, everybody should be an employee. Now, so far as I understand it, and the attorneys, the many attorneys I've spoken with, if you didn't watch that video yet, I'm gonna put a link to it up here. You can check out that new law. Because as things change and people become employees, we have a little bit higher level of control. So again, there's our sales channel where we get to see who's working and who's not. At the end of the day, this also creates the feeling as a salesperson of like, who's looking over my shoulder? You know, are they on it or are they not on it? All right, next, we have two other weekly channels that we monitor. First is our feedback channel. This is where everybody, at least the way I do it internally, on Tuesday, by end of day, everyone on the team is required to post something that they want feedback on. Now, my sales process might be different than yours, but with us, we record our sales meetings and I'm able To then have our team post two per person meetings for me to go through and watch and provide detailed feedback so I can continually coach the team. So whether you're using Rilla voice or Ciro AI or engage any of these analytics programs that you can gather again audio recordings, your video recordings, or even role play, I am able to then provide real time feedback and see what's happening in the field. This is also a great opportunity for your top salespeople to basically teach others based on what they're doing for the folks that aren't doing as well to look up to somebody else. So again, it creates that group accountability. Now finally, the last thing on the list is this section, your weekly reports. Now our weekly reports are three things. This happens every Friday by end of day. So we take a look back at the week and everybody on the team writes down what they did well. Now what I'm looking for is soft skills. Not necessarily like a summary of like who they called and what they did. But hey, I had an incredibly strong follow up game this week. You know, I woke up early and got my personal workouts in. I ate well this week, I had great boundaries so I could disconnect from work. And most importantly, during my sales appointments I leaned into objections, asked follow up questions and I never left the house without trying to close the deal. And the final thing I did was after every appointment I set a follow up. So that's what they did. Well then the next section, what they could do better next week. This again is a self reflection for me. Maybe it's hey, I haven't been sleeping well, I'm not getting up as early as I want, I've missed some of those workouts that I want to be doing. By the way, this is all real. This is my last week. I've been bouncing around with travel and other things that have kind of thrown me off. And I'm working basically seven days a week now. So what I want to do a little better is have going to bed a little earlier being a priority, wake up a little earlier, get my workout in right away. Because right now I'm kind of jumping up and jumping right into work, which is not a healthy habit. Not what I used to do in the past. If you've seen my previous videos, I was running every single morning and I've fallen off the wagon. So I want to get back. So again that's what I could do better. And then I'll take one of those items and then document the third thing which is my action plan. What can I do next week that I focus on? So I'll look at all those items that I want to do better and I'll grab one and plug it in and that's the thing that I'm going to focus on. So again, the most significant thing, let's say for the salesperson is wake up early and plan my day. You know, ideally they're planning their day the night before. So plan my day the night before, wake up early, get my workout in and get a jump start on the day. That's the action plan for me. It's going to be waking up early and getting my workout in because that changes my performance at work and it doesn't all have to be work related. So when we create this group chat and this accountability, we have our wig, our wildly important goal of the day, which tells everyone who's working and who's not. We have our share the WINS channel where we're celebrating the sales. We get the customer feedback, the reviews, the testimonials. We have our feedback channel where people are constantly asking for feedback and then we have our weekly report. And by creating this environment in this ecosystem, you, my friend, will have a killer company culture with group accountability and you will put an end to the laziness and the complacency and your team will drive forward, drive hard and drive even more sales. This is the kind of thing we do together and we talk about together in the Roofing and Solar Reform Alliance. So if you want to become one of us, click the link in the description to learn more. You can set up your private one on one tour and we'll take it from there. Hey, just because our time here is about to wrap doesn't mean your my time has to. If you haven't yet done it, jump into my free training center. There's no catch. There's bingeable content in there for sales reps, for seasoned veterans, sales managers, owners, you name it. And if you want to hang with me here on YouTube, YouTube thinks you're really going to love this next video and I'll see you on the next one.