The Trap of Doing Everything Yourself

If you’re running a home services business (or any business) doing a couple million a year, you’re already ahead of most and doing pretty well. But let’s face it—what got you here won’t get you to $10M/yr or beyond.

Many business owners feel like they need to handle sales themselves. They think:

• “No one can sell as well as I can.”
• “Hiring someone will just cost me time and money.”
• “I can’t trust someone else with my leads.”

This mindset is holding you back. I know this because it's the same mindset that held me back from scaling and growing my business.

Here’s Why:

• You’re wasting time on tasks that could be delegated.
• Your revenue is limited because there’s only one of you.
• You’re stuck working IN your business instead of ON it.

Example: One of my clients, a plumbing company doing $3M annually, was in this exact spot. The owner was closing 80% of the deals himself because he didn’t trust anyone else to handle sales. He was afraid a new hire would lose deals. And at first, he was right—there was a learning curve.

But here’s the good news: With the right training, that curve shrinks fast. Within 90 days, his new hires were closing deals at the same rate as he was—and sometimes better. 

Why Investing in People is Key to Growth

If you want to scale to $10M and beyond, you need to stop being the bottleneck in your business. Hiring and training a sales team isn’t an expense—it’s an investment in your future growth - trust me on this.

What You Gain by Delegating:

1. More Time to Focus on Growth:

   • As the owner, your time is best spent on strategy and leadership, not chasing leads.
   • Example: Imagine freeing up 20 hours a week to focus on scaling your operations instead of closing deals.

2. Talent That Matches or Beats Your Skills:

   • The right salesperson can close as well—or even better—than you.
   • Stat: According to the Harvard Business Review, companies with well-trained sales teams see 29% higher revenue growth.

3. Scalability:

   • Once you have one successful salesperson, you can duplicate the process and build a team.

How to Train Your Sales Team for Success

A well-trained sales team doesn’t happen by accident. You need to set them up for success.

Here’s How to Do It:

1. Daily Training Sessions:

   • Spend 15-20 minutes each morning role-playing real scenarios, practicing scripts, and handling objections.
   • Example: We helped a plumbing company implement daily role-playing. Within 90 days, their new hires were closing at the same rate as the owner.

2. Create a Sales Playbook:

   • Document your entire sales process, step by step: how to qualify leads, present value, and close deals.
   • Tip: Keep it simple and consistent.

3. Invest in Ongoing Coaching:

   • Sales isn’t a “set it and forget it” skill. Regular coaching keeps your team sharp.
   • Pro Tip: Tools like The Sales Academy provide access to daily training and coaching.

Result: The plumbing company grew from one overwhelmed owner to three sales reps who were closing deals at a 35% higher rate—all within six months.

Managing Without Micromanaging

The biggest challenge for many owners is letting go of control. You don’t want to hover over your team, but you also don’t want to lose sight of what’s happening.

How to Manage Effectively:

1. Set Clear Expectations:

   • Define success: number of calls, appointments set, deals closed, and revenue goals.

2. Use Tools to Track Performance:

   • CRMs like Service Titan or HubSpot let you see real-time data without micromanaging.

3. Coach Instead of Control:

   • Review weekly results and provide feedback.
   • Ask, “What can we do better next time?” instead of blaming.

4. Celebrate Wins:

   • Recognize achievements to keep morale high.

Key Takeaway: Managing by results—not by micromanaging—empowers your team to perform at their best.

The Long-Term Benefits of Building a Sales Team

When you invest in people, you’re building a foundation for long-term success.

What You’ll Gain:

• More Time: Work on strategy and growth, not day-to-day operations.
• Higher Revenue: A trained team can close more deals than you alone.
• Scalability: With the right system, you can grow from $2M to $10M—and beyond.

Example: That plumbing company? They scaled to over $8M in revenue within two years because they stopped trying to do everything themselves and started investing in their team.

The Bottom Line: Leaders Create Leaders

You can’t grow a $10M business by doing $2M work. If you’re spending all your time selling, following up, and managing every lead, you’re stuck in the weeds.

It’s time to:

1. Train your team.
2. Delegate with confidence.
3. Manage by results, not control.

Remember: When you invest in people, you’re not just solving today’s problems—you’re building a system for growth.

Ready to scale your home services business? Let us help you build a sales team that’s unstoppable. Click here to learn more about our Sales Training for Home Services programs.

Let’s make $10M your new reality.