3 Steps to Successfully Launching a Performance Based Team Member

Training Video

I was so close to being fired, that I could barely eat the burrito in front of me. I was a Performance Based Team Member of an HVAC company, and I sucked.

Successfully Launching a New Team Member

My “suckiness” was caused because of a poor on-boarding procedure in our company. In truth, there was no on-boarding process other than “Go sell something!” Get in a truck, and see what happens.

For most of the guys on the team, that was perfectly fine. After all, our company was a time and material service company, and inexperience meant more money billed. However, I was the newly minted “Sales Rep.” I was the only Performance Based Team Member at the company. For me, inexperience meant BROKE AS A JOKE! You can read more about my early days in sales, and how I found success in this post >> How to Repair Your Tech or Salesperson’s Confidence

From Time and Material to Performance Based Team

I eventually figure out how to be successful at the Time and Material Service Company while working as a Performance Based Sales Rep. So successful that we tripled the business. More time past, and I was caught up in a whirlwind of being a high producer, and being recruited by VenVest. (VenVest was the investment company that started Success Academy, Success Group International, and the Franchises of One Hour and others.)

Within a few years, I caught the entrepreneurial bug and partnered in an HVAC and Plumbing Company. Later, I founded Service Excellence Training.

The founding of SET was the classic E-Myth story. I’m a great trainer and business consultant; so I might as well start a business! Right?

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From doing it all, to doing none of it (kind of)

Leading a Performance Based Team

As a leader of a Performance Based Team, I know that you have done everything from the install to the accounting.

Almost every entrepreneur has worn every hat in his/her company.

Yet, you can’t keep doing it all if you want to become a strong leader. You can’t do it all if you want to scale your time and profits.

You must train, and then trust your team to accomplish great things without you. RELATED: Classroom Training

When your team is producing at a high rate without you, then you have truly stepped into the position of Leading a Performance Based Team.

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Why I’m Changing My Focus

announcing a major change

Time will change things, and time has changed me. It’s time to do something different.

Todd Liles announces a Major Change

It is clear that it is time for me to change my focus. For the last 7 years, my deep focus has been on creating content for Tech and Sales Pros. That was needed and good, but my life has changed.

My new reality is that I invest most of my time on Leading a Team of Highly Talented Coaches that have a focus on Techs and Sales Pros.

While I was a Tech, and a Sales Pro, I’m 7 years into running a very successful Performance Based Company. Running this company takes most of my attention and energy. My focus has changed because of this change in my life.

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5 Reasons Why Steady Eddie Wins

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Have you ever worked with an egotistical jerk? You know the type of person I’m talking about! He may be really good at his job, but he wants EVERYONE to know it. He’s the Super Plumber!

Steady Eddie Wins

I’m Mario!”

Well Mario, what about Luigi?



Sometimes the Super Star needs to go to Charm School.

Today’s post is a Training Video that highlights the power of the Steady Eddie, and can teach a thing are two about respect to the Super Star. We love the SuperStar, but you don’t have to be a Jerk just because you are a SuperStar.

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How to Overcome the “It’s a Bad Time” Sales Objection

training video

As a residential Sales Tech or Sales Pro, you are going to get slapped with the “It’s a Bad Time” Sales Objection. This objection can pop up at anytime. Yet it seems to arise alot during the Holidays. RELATED: Crush the Christmas Objection.

How to overcome the "It's a bad time Sales Objection"

This type of sales objection is referred to as a “Subjective Sales Objection.” Which in essence means “It’s the clients’ opinion.”

Check out this dictionary definition.

subjective | səbˈjektiv | adjective: 1. based on or influenced by personal feelings, tastes, or opinions: his views are highly subjective | there is always the danger of making a subjective judgment. Contrasted with objective. dependent on the mind or on an individual’s perception for its existence. *definition from the Apple Dictionary

These types of sales objections present the biggest challenge to overly sensitive, and newly minted sales professionals. The overly sensitive sales professional struggles with these type of objections because he feels what the client wants him to feel.

These objections are equally as challenging for the fact based sales professional, because this objection is based in feelings, and not in facts. If were based in facts, you could simply prove your cases with the numbers.


How should a Sales Professional handle a Subjective Objection?

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