Darrell Sterling

The HVAC industry has so much to offer, and it’s important to establish all the various ways that you can help contractors offer products to their customers.

It doesn’t matter what you’re selling — what is most important stays the same: You should always give your customers what they need.

If you set a plan in place, who is ultimately responsible for making sure that all parties will stay the course? A strong, disciplined leader is needed to consistently drill home the changes that need to take place in order to grow.

It can take up to 20 years to build a quality brand name, but just a handful of bad experiences can destroy it. The great entrepreneurs of our time believed this to be true. Steve Jobs, Mark Zuckerburg and Keith Merrill all bought into the concept that having a superior innovative product was not enough.

In this article, I will outline effective tactics because I’ve used them successfully for more than a decade.

I think the best place to start with this topic is to ask: What are the goals for your sales team? It is hard to manage folks without everyone being on the same page and knowing what you expect from them. I am guessing that your goals are to grow sales and profits as much as possible by providing value to your customers. I would think that is the universal goal for almost anyone hiring a sales staff.

Do you say, “I want to be the biggest, baddest, most profitable wholesale supply house in my market,” but you’re unsure how to do it? The answer is simple, but the execution and implementation are what separate the winners from the losers.

If a picture is worth 1,000 words, then what is a video worth? How well do you incorporate videos into your business?

It was not long ago that I had to have an emergency surgery done to remove a tennis-ball-size tumor and 14 inches of my colon.