What do you know you should be doing for your HVAC Sales Coaching – but you’re not doing?
- Are you doing role-playing weekly?
- Do you have accountability for offering promotions?
- Are you closing 80% or more?
If not you probably could benefit from an HVAC Sales coach:
Enhancing your HVAC sales skills is crucial for business growth and customer satisfaction. Partnering with experienced coaches and consultants can provide the guidance needed to excel in this competitive industry. Here are some top HVAC sales coaching and training programs to consider:
1. HVAC Masters of the Hustle – HVAC Sales Coaching and Training
Jason Walker, founder of HVAC Masters of the Hustle, offers dynamic sales training programs designed to elevate HVAC professionals’ performance. His approach focuses on building confidence, enhancing communication skills, and implementing effective sales strategies to boost closing rates.
Visit: hvacmastersofthehustle.com
2. ServiceMVP – HVAC Sales Consulting and Coaching
Joe Crisara leads ServiceMVP, providing comprehensive sales coaching tailored for HVAC professionals. His programs emphasize value-driven selling, customer relationship building, and maximizing revenue through effective service strategies.
Visit: servicemvp.com
3. Close It Now – HVAC Sales Training with Sam Wakefield
Sam Wakefield offers the Close It Now program, focusing on innovative sales techniques for HVAC professionals. His training includes overcoming objections, closing deals efficiently, and adapting to various customer personalities to enhance sales success.
Visit: closeitnow.net
4. CertainPath – HVAC Business Coaching and Training
Formerly known as Success Group International (SGI), CertainPath provides HVAC sales training and business coaching aimed at improving operational efficiency and sales performance. Their programs cover a wide range of topics, including sales strategies, customer service, and business management.
Visit: certainpath.com
5. Nexstar Network – HVAC Sales and Business Training
Nexstar Network offers comprehensive training programs for HVAC professionals, focusing on sales excellence, leadership development, and business growth strategies. Their resources are designed to help businesses achieve sustainable success in the home services industry.
Visit: nexstarnetwork.com
6. Service Business Evolution (SBE) – HVAC Sales Training and Coaching
Service Business Evolution (SBE) specializes in HVAC sales training and business coaching, providing tools and strategies to enhance sales performance and business operations. Their programs are tailored to meet the unique needs of HVAC professionals seeking growth and profitability.
Visit: sbeodyssey.com
7. Go Time Success Group – HVAC Training, Coaching, and Consulting
Go Time Success Group offers a range of services, including HVAC sales training, business coaching, and consulting. Their team of experienced coaches provides personalized guidance to help HVAC businesses achieve their goals and improve sales performance.
Visit: gotimesuccessgroup.com
Investing in professional HVAC sales coaching and training can significantly impact your business’s success. Consider these reputable programs to enhance your sales skills, improve customer satisfaction, and drive business growth.
Building an Internal Sales Coaching System for HVAC Teams
Sales drive the success of any HVAC business. But relying solely on external consultants isn’t always feasible or scalable. Building an internal sales coaching system can lead to consistent results, better team morale, and a steady increase in revenue.
Here’s how to craft a sales coaching program that sticks and delivers results.
1. Establish a Weekly Sales Training Rhythm
Consistency is key. Setting a dedicated time for sales training each week helps create accountability and structure.
Recommendation:
- Weekly Rhythm: Hold a 45-minute sales coaching session every Tuesday at 8 AM.
- Agenda Breakdown:
- 10 minutes: Wins from the past week (share success stories)
- 20 minutes: Focused training (new objections, product changes, pitch refinement)
- 15 minutes: Roleplay or live call reviews
Why it Works: Regularity reinforces new skills and builds momentum. Teams that train consistently outperform those that rely on sporadic sessions.
2. Roleplay – The Secret Weapon
Roleplay creates muscle memory for handling objections, closing techniques, and refining pitches. It’s not about memorizing scripts but practicing how to respond in high-pressure situations.
Recommendation:
- Weekly Roleplay: Integrate roleplay into your Tuesday training sessions. Focus on one specific scenario per week.
- Peer Roleplay: Pair up team members to take turns playing the customer and the salesperson.
- Leadership Involvement: Sales managers should demonstrate live roleplays, modeling both strong examples and common mistakes.
Scenario Ideas:
- Handling price objections
- Overcoming the “I need to think about it” stall
- Upselling maintenance plans or add-ons
- Converting service calls into replacement sales
Why it Works: Simulating real-world situations builds confidence and allows mistakes to happen in a safe space rather than in front of customers.
3. Develop Microlearning Modules
Lengthy seminars often get forgotten. Microlearning – short, targeted training sessions – ensures knowledge retention and application.
Recommendation:
- Format: 5-10 minute video or audio modules covering one key skill.
- Frequency: Assign one microlearning module per week.
- Topics:
- Objection handling techniques
- Closing statements that work
- How to open calls with authority
- Building trust quickly with customers
Delivery: Use an internal LMS (Learning Management System) or even a shared Google Drive.
Why it Works: Microlearning fits into busy schedules and provides just-in-time knowledge that can be applied immediately.
4. Gamify Sales Training
Adding competition boosts engagement. Salespeople are naturally competitive, and adding small incentives can enhance their focus and performance.
Recommendation:
- Point System: Award points for:
- Participating in roleplays (5 points)
- Successfully handling objections in real calls (10 points)
- Sharing a new sales tip with the team (3 points)
- Monthly Reward: Offer a gift card or a half-day off for the top point earner.
Why it Works: Competition drives participation, and public recognition encourages engagement from the whole team.
5. Record and Review Sales Calls with Rilla
Nothing highlights growth opportunities better than reviewing real calls.
Recommendation:
- Call Recording Tool: Use tools like Rilla or CallRail to analyze sales conversations.
- Weekly Call Review: Select one or two calls each week to review during the team meeting.
- Positive Framing: Highlight what went well before diving into areas for improvement.
Why it Works: Real-time feedback allows for incremental adjustments and faster improvement. Rilla also provides AI-powered insights to identify patterns and areas for growth.
Check it out here: RillaVoice.com
6. Create an Internal Mentorship Program
Pair newer sales reps with seasoned veterans. This not only fosters a collaborative culture but accelerates development for newer team members.
Recommendation:
- One-to-One Mentorships: Assign each new hire a mentor for 90 days.
- Bi-Weekly Check-Ins: Have mentors and mentees meet twice a month to review progress and address challenges.
Why it Works: New hires gain confidence faster, and senior reps feel valued for their expertise.
7. Build an Objection Handling Library
Create a central repository where sales reps can access objection responses, closing techniques, and scripts.
Recommendation:
- Google Doc or Internal Wiki: Use a shared document or internal knowledge base.
- Live Updates: Allow any rep to submit new objection-handling strategies that get reviewed during weekly meetings.
Why it Works: Having a resource at their fingertips allows salespeople to respond quickly and confidently to objections.
8. Conduct Monthly Ride-Alongs
Seeing a top salesperson in action can teach more than any classroom session.
Recommendation:
- Manager Ride-Along: Sales managers should accompany each rep on one sales call per month.
- Peer Ride-Along: Pair high performers with newer reps for observational learning.
Why it Works: Real-time coaching in live scenarios fosters growth and showcases best practices.
9. Hold Quarterly Sales Workshops
Larger workshops allow for deeper dives into complex sales strategies and team bonding.
Recommendation:
- Frequency: Host a 4-hour workshop every quarter.
- Content: Rotate between advanced objection handling, negotiation skills, and new product knowledge.
- Guest Speakers: Bring in industry experts or top-performing sales reps.
Why it Works: Longer, immersive sessions provide the chance to reset and realign goals for the upcoming quarter.
Conclusion: Consistency Beats Intensity
The best internal sales coaching systems prioritize consistency, engagement, and continuous learning. By integrating roleplay, microlearning, and mentorship into your regular operations, you build a resilient, high-performing sales team capable of driving significant growth. Don’t wait for external consultants to lead the way—start crafting your internal coaching system today and watch your team thrive.
