Contractors who scale without mastering training create turnover and frustration. The speaker argues you need deep knowledge of sales systems like Sandler and Zig Ziglar to teach field situations effectively. Understanding why a system works, not just knowing it, is what lets you train people well.
It is far and away the single biggest thing that prevents contractors from scaling is this ability to train people and train people well, to put people in position to be successful out there in the field, because most of them only go about that far. They don't understand. And if you don't understand, you can't give insight, which prevents you from teaching in a variety of different circumstances and approaches. And so what should we do to get some of this knowledge? Well, go out there and learn the various systems. There's a lot of different sales systems that are out there. Sandler Sales is a great system to go and learn. That's some good knowledge. But you got to understand it so that you can actually teach it well. If you don't have insight, you can't teach this thing well. Another choice out there is Zig Ziglar, Tom Hopkins, any of those pitch anything by Oren Claf. Those are all knowledge. Those are all things we could all go read, learn and see. But if we don't know how it works and why it works the way it does, we're going to have a hard time teaching anybody else. So this inverted power pyramid is a thing that I just think more people need to spend more time on before they start bringing a bunch of people on. Because if they don't know how to teach it well, they're going to have a hard time really getting people successful and thus they're going to have a lot of turnover. They're going to get frustrated. You're going to feel like people just aren't smart anymore and it's actually us.
