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Roofing Sales Team Not Hitting Their Numbers? How to Fix It

📅 October 26, 2026 ⏱️ 25:35 🎤 John, Adam

Chapters

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  • 0:00
    Leadership and Accountability
    The hosts discuss how leadership and accountability are crucial for business growth in the roofing industry, often intertwined with company culture.
  • 1:45
    Measure Productivity, Not Activity
    The speaker advises owners to measure productivity (e.g., five self-generated sales) instead of just activity, allowing flexibility in how goals are achieved.
  • 4:45
    AEP Framework
    The AEP (Attitude, Effort, Performance) framework is introduced as a comprehensive way to evaluate team members, with attitude and effort being as important as measurable performance.
  • 7:03
    Coaching the Person, Not the Play
    The discussion shifts to coaching individuals, not just their performance, emphasizing understanding their personal circumstances to foster better engagement and results.
  • 15:51
    Delegation and Open Questions
    Leaders are encouraged to delegate by asking open-ended questions like 'What have you done so far?' and 'What do you think we should do?' to empower team members.
  • 22:58
    Mindset of the Owner
    The importance of an owner's mindset is highlighted, suggesting that personal development and addressing internal roadblocks are crucial for business growth.
  • 30:28
    Agreements vs. Expectations
    The episode stresses the distinction between expectations and agreements, arguing that people are more committed to what they've agreed upon rather than just told to do.
  • 38:27
    Leaders Must Show Up
    A truly great leader in the roofing industry 'actually shows up,' especially during tough times, to support their team and maintain commitment.

Speakers

J
John
Host
A
Adam

Key Takeaways

✦

Shift your focus from measuring activities (e.g., doors knocked) to measuring productivity (e.g., self-generated sales) to foster accountability and results.

✦

Implement the AEP (Attitude, Effort, Performance) framework to holistically evaluate your team, understanding that a strong attitude and genuine effort can lead to eventual performance.

✦

Learn to 'coach the person, not the play' by understanding individual challenges and motivations, allowing for empathy and tailored support.

✦

Empower your team through effective delegation using open-ended questions like 'What have you done so far?' and 'What do you think we should do?' to foster problem-solving and ownership.

✦

Recognize that your company's growth is tied to your personal growth as a leader; address your own mindset and blind spots to improve your leadership.

✦

Prioritize 'agreements over expectations' by involving team members in setting standards and goals, ensuring they commit to what they've collectively decided.

✦

As a leader, consistently 'show up' for your team, especially during difficult times, to build trust, provide support, and reinforce agreed-upon commitments.

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