Power100 Contributor

Chuck Thokey

Co-Founder & Sales Coach — Top Rep Sales Training

2020 Founded

North America Reach

WeatherTECHS Also VP

Sales Training Focus

14 Episodes

1 Event

2 EC Connections

About

Why Chuck Is The Expert

Chuck Thokey is a sales and marketing coach, author, mentor, and one of the home services industry's top keynote speakers. He co-founded Top Rep Sales Training in 2020 after pivoting from his roots as a flight test engineer at Bombardier Learjet. He also serves as VP of Sales for American WeatherTECHS, one of the fastest-growing exterior remodeling companies in Ohio. His training platform serves contractors across North America, Canada, and Mexico.

At a Glance

Founded 2020

Reach North America

Also VP WeatherTECHS

Focus Sales Training

Key Insights

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Don't promote your top rep into sales management - great sellers are too busy selling and often hide their 'secret sauce'; real sales leaders are driven by developing other people.

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The '$100K club' is a four-minute-mile mindset shift - once a rep proves they can hit six figures, new networks and opportunities open that they couldn't see before.

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Treat your sales team as 'corporate athletes' judged on results, running 'quarter-mile' home-improvement cycles ($10-20K sales several times a day) rather than long corporate deals.

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Hire by personality using tools like DISC - favor a high D (dominant, doesn't like 'no') plus high I (fun) - but use it as a guide, not a hard hire/fire rule.

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'It's draft day': the sales manager, not the owner, sets the culture and must draft their own team rather than blaming the roster they inherited.

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Managing a three-person team is nothing like running a 180-million-dollar operation - small companies must stay less regimented, but a family culture won't scale you to $60M without discipline.