By Lauren White, RCS Reporter.
Ryan Groth, founder of Sales Transformation Group, visited with two impressive companies and shares what he learned from working with them. First, he spent a few days in Nashville, Tennessee with Rackley Roofing, a commercial roofing contractor and recent winner of the Roofing Technology Think Tank’s Innovator of the Year award. Then in Los Angeles, California, he visited with Sam Ovens and his business Consulting.com for three days.
Below are four of Ryan’s key takeaways from his time with Rackley Roofing:
The first takeaway is culture. Curtis Sutton, president of Rackley Roofing, and “...his leadership team are shaping a culture of character, hunger, and teamwork,” Ryan shares. Their team embraces the vision and core principles of the company.
Humble, hungry, and smart is his second takeaway. These three virtues are the basis of the book “The Ideal Team Player” by Patrick Lencioni, and are exemplified by Rackley Roofing. The book aims to help people become better team players. It provides easy-to-use tools that help to identify, hire, and develop team players in any organization. During Ryan’s sales training with the company he commented that, “...they displayed humility, hunger to grow, and people awareness.”
Out-of-the-box thinking is the third attribute he witnessed at Rackley Roofing. Ryan avoids telling people what to do when he’s training, instead he teaches them how to think. He explains, “If people can learn the why and the how, they will be able to replicate what to do.” Rackley Roofing innovates and keeps things out-of-the-box.
Finally, Ryan explains that Rackley Roofing is, “...doing well despite their sales abilities.” And now that they’re receiving sales training from Ryan, he’s eager to see how the company does.
After his time with Rackley Roofing, Ryan flew to Los Angeles to spend a few days with Sam Ovens, his core team, and a group of 40 other high-level entrepreneurs. Ryan reveals that this group of entrepreneurs is, “...dominating their respective niches across the globe.” During his time there they worked on removing blockers that inhibit growth. Having invested $36,000 with this “annual mastermind group” as Ryan calls it, he says he’s learned how to build a better consulting business.
Although there were many takeaways from Sam Ovens, the main idea that stuck with Ryan was to do what’s “born of necessity.” People tend to “...overestimate the reason why they should build something and underestimate the severity of it,” according to Ryan. Sam Ovens annually yields $30 million consulting with his small team. By only fixing what’s broken, he has “learned how to get high outputs from small inputs,” Ryan explains. This is something we all can learn from.
Anyone is capable of reaching “sales nirvana,” as Ryan calls it. It requires change and takes work, but there are options and opportunities to “find proven ways to find high margin work, [and] a predictable clientele that closes with effectiveness and consistency,” Ryan affirms. There are companies out there available to professionals in the contracting industry, willing to help your business.
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