Builders: Here’s How You Can Grow a Professional Sales Team #2 - Make Your Production Scale-Able

So you are ready to take the plunge and add a professional salesperson to your building business. You believe they could dramatically increase your sales. But you are concerned. The problem is that professional sales people aren’t worried that you won’t be able to teach them to find leads or to sell, but that you won’t be able to deliver on their sales. So you need to be able to reassure them that you can scale up your building business to accommodate their sales.In this article I will outline how you go about preparing your business to accommodate a professional salesperson.

1          Identify Your Main Services

Identify the main services you sell and create a set of saleable products. (see my post on this). By so doing you create “products” that can be sold by people with great sales ability, but who are not trained as builders.

2          Identify Your Core Team

Identify the core team who will complete each of your services (“products”). List who they are, their qualities and the mix that fits best in your particular situation. For example a team might be two people: a licensed builder and a labourer (or hammer-hand). Or the model that works best for you might be a licensed builder, an apprentice, and a part-time labourer. It depends on the nature of the work you do and on the management skills within your company, so don’t simply adopt a model that works for someone else.

3          Document the Responsibilities

Document the responsibilities of each team member and list the tasks each does. Use your current situation as a guide (provided it is working well). Try not to be too detailed but do ensure that all main responsibilities are covered.

4          Recruit to Fit

Create a recruitment system and a training  program  that add people to you company in such a way that you can multiply teams easily and quickly. For example, if your core team includes apprentices, ensure that any qualified builders you employ are able to share in their supervision. Ensure too that you have processes in place to help them in this process.Creating a clear plan for scaling up your business is essential if you are going to attract the best professional salespeople.

Talk Back

So how have you gone about planning the expansion in your building business?I’d love to hear of your comments.Post your comments below

Read more in the "How To Grow a Professional Sales Team" series:

• Builders: Here’s How You Can Grow a Professional Sales Team #1 – Create Saleable Products

• Builders: Here’s How You Can Grow a Professional Sales Team #2 – Make Your Production Scale-Able

• Builders: Here’s How You Can Grow a Professional Sales Team #3 – Relegate Retainers

• Builders: Here’s How You Can Grow a Professional Sales Team #4 – Expect Discomfort

• Builders: Here’s How You Can Grow a Professional Sales Team #5 – Step up to Lead

• Builders: Here’s How You Can Grow a Professional Sales Team #6 – Rewrite the Rule Book

Graeme

P.S. Whenever you’re ready….here are 4 ways I can help you grow your building business:

1. Grab a copy of my free book

It’s a road map of a successful 15 minute sales call that’s guaranteed to increase your conversion rate. http://thesuccessfulbuilder.com/book-15-min-sales-call/

2. Join Trade Mates and connect with builders who are scaling too.

It's our new Facebook community where smart builders learn to get more income, time and freedom. View our free business resources for builders. Ask questions of like minded business owners and business coaches. Give your knowledge and expertise to help others. - https://www.facebook.com/groups/TradeMates/

3. Join My New  Group

I’m starting a new group called “OnRamp” to kick start sales and marketing in your business. If this sounds like you, message me with the words, “OnRamp”, and I’ll get you all the information.

4.  Join Loft Members

If you’d like help to get off the tools, make more money and get your life back...just  message me at graeme@thesuccessfulbuilder.com and put “LOFT MEMBERS” in the subject...tell me a little about your business and I’ll get you all the details.