Training and Coaching for Executives and Managers

Regardless of how talented your in-home salespeople and marketing representatives are, if they are not trained and managed properly, your company will face significant turnover and a demotivated workforce. There are two challenges in developing executives and managers: Finding the right fit for the position and implementing a system that demonstrates how to best lead your employees. The management training consultants at Dave Yoho Associates have over 50 years of experience in coaching and applying strategies to maximize the effectiveness of company leadership.


Many companies choose to promote one of their leading in-home salespeople to a management role, and while this occasionally works, it can also cause significant problems. Effective managers require a different mindset than sales representatives, because the job of a Sales Manager is to manage people – – not sales. Further, if the salesperson is one of your top producers, it may be difficult to replace their revenue. On the other hand, bringing in an outside manager or executive has its own set of challenges, including a potential “clash” in culture, and legal ramifications if you hire from a competitor.


The purpose of sales training is to improve the skills and efficiency of your in-home representatives; it involves a lot more than words and narrative statements. When we examine the sales practices of many of our clients, we frequently find that poor or insufficient training has led to the following:

  1. Price ranges discussed too early, which prevent the sales presentation from being completed
  2. Low energy or shortened “walk arounds” that fail to uncover the needs of the prospects
  3. Inadequate notes that present an obstacle in building rapport
  4. Commitment questions not being asked during the presentation
  5. Not providing your sales personnel with upgraded technology, preventing prospects from visualizing what you are proposing
  6. Relying too much on technology and avoiding key questions that nurture the sales process.
  7. Not writing the order before quoting the price
  8. A lack of understanding of how to deal with objections, or attempting to override the customers’ feelings which creates a perception of “high pressure”
  9. Using outdated sales language such as, “What do you think?” instead of a scientifically proven question such as, “What would need to exist for us to proceed with this work for you?”
  10. Using of quick or multiple price-drops which creates a low level of credibility and contaminates the value of your product(s).

Modern in-home sales training involves a step-based, replicable system. For most representatives, it takes time and patience and your managers must be coached accordingly to maximize sales efficiency.


  • Defining the role and responsibilities of your managers
  • Identifying the right leaders and avoiding the wrong ones
  • Coaching and scripting for telephone and in-person interviews
  • The implementation of a systematic onboarding program
  • How to best manage and assign your valuable leads
  • Methods for retraining sales and marketing personnel
  • Techniques that motivate leaders and subsequently motivate their direct reports
  • Creating a compensation package for executives and management
  • Developing future managers from within


Our business management consultants will help you put the right leaders in place and provide the necessary training to maximize their performance. We can work with you on-site, by phone or Zoom, or on a project-by-project or long-range basis, and your information will be protected through our personalized Confidentiality Agreement.

I want to thank the entire team at Dave Yoho Associates for meeting with our Canvassing Managers last week. The knowledge we learned in only one day was invaluable.

Jason Hollister, Proximity Marketing Manager
RbA Southard Corporation

The advice we received from Dave Yoho Associates enabled us to increase our volume with 19% less leads in the first year alone!

Joe Francis, President
Shiner Roofing, Siding and Windows

Our remodeling business had annual sales of under $9 million when we became contract clients of Dave Yoho Associates. Due to their training and systems, our revenue soared – – we are headed for over $35 million this year.

Vince Nardo, President
Reborn Cabinets

We’ve used the consulting services of Dave Yoho Associates for several years now. Much of our success can be attributed to following their systematic teachings and practices.

Michael Hoy, President
Great Day Improvements

We found Dave Yoho Associates extremely professional and knowledgeable in evaluating our current business model and recommending specific solutions that will improve our efficiency and profit.

Wasyl Bodnar, President
Ventana Design, Sales, and Manufacturing

I’ve had the privilege of using Dave Yoho Associates consulting services for the last three years. It’s by far the best single business decision I’ve made. Their structure, training, and business coaching are second to none.

Michael James, CEO
Classic Exteriors

Dave Yoho Associates are the leaders in business consulting and sales training for the industry. We utilized their services to grow from a small business to averaging over $10 million annually.

Wendy Patterson, Co-Owner
Patterson Homes & Construction

When it comes to consulting advice for the home improvement industry, Dave Yoho Associates has no equal. We have worked with them for over 15 years and we are ecstatic about the results!

Daniel Green, Sr. Vice President

Dave Yoho Associates produced amazing results for us! Every percentage point of improvement in our lead issue rate translated to an additional $500,000 in business.

Brian Leader, Founder
Improveit! Home Remodeling

I learned an abundance from your canvassing training. Thank you so much for helping us revise our methodology!

Lynann Everett, Interactive Marketing Manager
RbA of Northeast PA


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