Training and Coaching for Executives and Managers

Are your in-home sales representatives and marketing personnel being trained under a proven system? Do you have significant turnover and a lack of accountability in your business? 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. 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 Using outdated sales language such as, “What do you think?”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, patience, and strong coaching 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.

Complete the brief form to speak with a Dave Yoho Associate today!

I’ve been a client of Dave Yoho Associates since opening my business six years ago. In that time, their training program and sales methods have helped us build a successful organization. Their system is the best I’ve seen so far in any industry!

Ken Sherman, Owner
Brookstone Windows & Doors

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 have been working a long time to reach a “million-dollar month”, and this September we finally accomplished our goal! The Dave Yoho Associates model and training tools are without a doubt the keys to our success.

Chuck Cometti, General Manager
RbA of Central New York

Your consultant introduced many thought-provoking, exciting concepts that were implemented and drove our net profit. We look forward to a long and prosperous relationship with Dave Yoho Associates!

Mark Watson, Owner
Exterior Medics

It was an honor for us to have Dave Yoho Associates hold a sales meeting for our team. Everyone was enthralled by the powerful content that we are already implementing throughout our business.

Rick Otto, VP of Sales
Coach House Garages

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

Recently, Dave Yoho Associates performed ‘role-play’ scenarios for three hours with our salespeople. The eye-rolling is gone and their confidence has grown substantially. Can’t wait for your visit next month!

Jason Phillips, CEO
Phillips Home Improvements

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 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

Dave Yoho Associates’ consultants are the sharpest in the industry, and are incredible communicators, very engaging, and always inspiring. Their industry insight is unmatched, as is their creativity.

Todd Miller, President
Isaiah Industries

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