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.

TO PROMOTE OR NOT TO PROMOTE

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.

TEN REASONS WHY MOST SALES TRAINING FAILS

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 Using outdated sales language such as, “What do you think?”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.

WE CAN ASSIST YOU WITH

  • 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

GET STARTED

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.

Immediately after your training, I ran my first solo appointment and got the order for $16,088! I beat out a reputable local remodeling company whose bid was $4000 less and was referred to by the customer as a slightly ‘better’ product.

Sara Zarndt-Brickey, Operations
Re-Bath of Illinois

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
Solarshield

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

I would like to thank Dave Yoho Associates for their consulting services. For me, the meaning of ‘value’ is getting more than what you paid for, and their services truly exemplify this.

Aaron Heth, Director of Sales
Freedom-Solar

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

Dave Yoho Associates provided guidance, advice, best practices, and support to our entire staff. Our company has improved across every level after working with them.

Cris Keeter, Owner
All-States Exteriors

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 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

We are grateful to have Dave Yoho Associates work with our entire team. I firmly believe the improved performance of our event marketing team is directly tied to your coaching over the last couple of years.

Scott Barr, Steward
Southwest Exteriors

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

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