154: How To Hire And Train A Top Sales Team with Scott Berman

The Roofer Show

Mar 13, 2020•53 min•Ep. 154

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Episode description

Hiring a sales team can be a real challenge for contractors. Scott Berman with Florida Window and Door has built a huge window installation business in Florida that relies on dozens of sales people to continue that growth and profitability.

Scott shares how he hires the best and puts them through his extensive training program. We get into a number of topics including lead generation, personality testing, and wealth building.

Show Highlights:

Scott’s 3 companies (Florida Window and Door, Central Window, and Indian River Glass) are primarily in the window and door replacement business, focusing mainly on hurricane protection products.
His main customer is the homeowner on a replacement basis, and mostly for insurance litigation.
If you have hurricane-resistant products in your house, your insurance company will not only cover the house in the event of a hurricane, but they usually give you a reduction in your premium because the risk is less.
Mitigated damages are estimated to be 70-80% less for houses that have hurricane-approved products, compared to houses that do not have the same products.
This is the focus of their sales.
People understand how to install a product or sell it, but they usually don’t know how to do both.
Scott made a significant investment in training, and now he does not hire anybody who has previous window experience.
Their hiring process is very strict, and they are hiring all the time.
One method of building a great sales team is to take your two top sales people and profile them, then hire from that profile.
Scott addresses how his company handles lead generation and marketing.
Scott details his company’s growth through acquisition.