Invest In Training And Coaching 

The BDR survey reveals a strong connection between training frequency and confidence, both in team performance and overall business growth. 

When asked, “On a scale of 1-10, how confident are you in your team’s abilities to execute and achieve your goals for the coming year?,” contractors whose teams rarely participate in training reported an average confidence score of 7.7. Among those whose teams train on at least a quarterly basis, however, the average confidence score rose to 8.8, a significant boost. 

That confidence extends beyond day-to-day execution. In response to “How confident are you in your business’s ability to grow in the next year?,” contractors with infrequent training averaged 8.0, while those investing in regular training averaged 9.2. 

Ongoing coaching helps teams adapt to new technologies, improve sales conversations, deliver better customer experiences, and operate more efficiently. But the implication here is that consistent, strategic training isn’t just about skills formation. It’s about ensuring the entire team has the confidence and the drive required to pursue meaningful expansion.  

In 2026, contractors who prioritize structured training programs, whether role-playing or one-on-ones with an experienced coach, are likely to feel better equipped to meet their goals and navigate uncertainty. 

Prioritize Business Planning 

Another activity that shapes confidence is business planning. While many contractors operate reactively, the data shows that formal planning correlates with stronger confidence in lead generation, one of the most critical drivers of growth. 

When asked, “On a scale of 1-10, how confident are you in your company’s ability to consistently generate enough leads?” respondents who did not create a formal business plan or budget reported an average confidence level of 7.5. Those who did create a formal plan or budget rated their confidence higher, at 8.3. 

A formal plan forces leadership teams to clearly articulate revenue targets, marketing strategies, staffing needs, and cash-flow expectations. It also creates accountability and alignment across departments. In 2026, contractors with a documented plan will be in a stronger position to make proactive decisions rather than scrambling in response to short-term pressures. 

Be Consistent In Reviewing Financial Statements 

A third hallmark of confident, growth-minded contractors is financial discipline. The BDR survey shows that regularly reviewing financial statements and KPIs is closely tied to optimism, both about business growth and the broader economy. 

In response to “How confident are you in your business's ability to grow in the next year?,” contractors who review their financials weekly or monthly reported an average confidence score of 8.9. That same group also reported an average score of 7.3 when asked, “How optimistic are you about the economy's impact on your business in the coming year?” 

A regular financial review process can provide clarity. Contractors who consistently track margins, cash flow, and performance metrics are better able to identify issues early. This allows them to more strategically adjust pricing, manage costs, and invest wisely. In an uncertain economic environment, that type of advanced planning can translate into far greater resilience. 

Growth Isn’t Guesswork 

The data makes it clear: Growth doesn’t come from guesswork. HVAC contractors who invest in ongoing training, commit to formal business planning, and maintain consistent financial oversight feel more confident in their teams, their strategies, and their future. As the industry continues to evolve, these data-driven practices can help contractors to grow with confidence.