The 5-Step Plan CertainPath Coaches Use to Find and Train Million-Dollar Producers
If you’re running a home improvement, HVAC, plumbing, or roofing business, you already know that the right salesperson can completely transform your company. The challenge? Finding one.
In industries like HVAC services, electrical contracting, and roofing installation, superstar salespeople are hard to come by. But when you do find and develop one, they can add millions to your bottom line.
At CertainPath, we’ve studied what makes top producers tick across HVAC companies, plumbing businesses, electrical contractors, and roofing contractors. The result is a five-step system that helps contractors recruit, train, and retain sales professionals who consistently close $500,000–$2 million in revenue each year.
Why Rockstar Salespeople Matter
A high-performing salesperson doesn’t just sell equipment or services—they generate growth and stability. One strong closer can:
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Increase profitability and cash flow
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Keep your field teams booked with HVAC installations, roof replacements, or plumbing repairs
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Strengthen your reputation in competitive markets
Whether you’re hiring for HVAC repair, commercial HVAC, metal roof contractors, or electrical services, the right salesperson is your most profitable asset.
Step 1: Hire From Outside the Industry
It might sound counterintuitive, but CertainPath coaches recommend looking beyond your industry when hiring sales talent.
Many HVAC technicians, electricians, and roof contractors-turned-salespeople struggle because they focus on technical details. While they know the equipment inside and out, homeowners don’t necessarily care about the mechanics—they care about comfort, safety, and reliability.
That’s why professional salespeople from outside the trades often excel. They understand emotional selling, active listening, and how to build trust.
When hiring:
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Look for communication skills over technical depth.
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Prioritize empathy, curiosity, and confidence.
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Plan to train them on your products and services after hiring.
With CertainPath’s business coaching for trades, you can teach sales fundamentals and technical basics in a structured, repeatable way—turning raw talent into a top performer.
Step 2: Set Million-Dollar Expectations
People perform to the level of expectation you set.
At CertainPath, we’ve seen this principle in action across hundreds of HVAC contractors, plumbing contractors, and roofing and siding contractors. When leadership clearly communicates high expectations—$500K to $2M in sales annually—salespeople rise to meet the goal.
Try this:
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Set clear revenue targets.
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Share examples of top performers in your company or network.
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Reinforce goals weekly through one-on-one coaching and team meetings.
Expectation drives achievement—and it’s the first building block of your contractor management services strategy.
Step 3: Train Them the Right Way
Even the best hire will fail without the right training. The key is not to overwhelm new salespeople with information all at once.
CertainPath’s training model follows a stair-step approach—teach small, repeatable lessons, and let new hires practice each one before moving on.
This approach is foundational across HVAC business training, plumbing sales training, and electrical business coaching. By layering skills—objection handling, emotional connection, and closing techniques—your salespeople develop mastery faster.
Continuous training is critical too. Even your best HVAC sales professionals need regular refreshers to stay sharp, especially before peak HVAC maintenance or roofing season.
Step 4: Build a Strong Culture
Culture drives consistency. A winning environment doesn’t happen by chance—it’s created intentionally by leadership.
As the owner or general manager, you set the tone for your company. CertainPath’s trades business coaches teach contractors how to build performance-based cultures that motivate and retain talent.
A strong culture includes:
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Accountability systems (use contractor management software to track performance)
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Recognition and incentives for top salespeople
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Regular coaching sessions for professional growth
When your people are excited to come to work and proud of what they do, you’ll attract better talent—and keep your high performers longer.
Step 5: Provide the Right Tools to Succeed
Just like HVAC technicians need gauges and diagnostic tools, salespeople need tools that make their jobs easier and more effective.
CertainPath offers HVAC business software, electrical contractor software, and integrated systems that help track leads, conversions, and HVAC performance metrics.
A complete presentation system—paired with communication and soft-skills training—can lift closing ratios to 60% or more. When your salespeople are equipped with the right technology and scripts, they can confidently handle objections and deliver consistent results.
The 5-Step Rockstar Sales Hiring Checklist
Use this checklist to assess your current hiring and training process.
| # | Step | Key Action | Owner | Status |
|---|---|---|---|---|
| 1 | Hire from outside the industry | Source candidates from customer service, retail, or automotive backgrounds | HR / Owner | ☐ |
| 2 | Set clear sales goals | Communicate $500K–$2M expectations with accountability tracking | General Manager | ☐ |
| 3 | Structure your training | Implement step-by-step HVAC business classes or sales modules | Sales Manager | ☐ |
| 4 | Build team culture | Create recognition, incentives, and performance reviews | Leadership Team | ☐ |
| 5 | Equip your team | Invest in contractor management software and presentation tools | Operations | ☐ |
Add reminders in your calendar to review progress monthly, and tie outcomes to team incentives.
Why This Works for Every Trade
This five-step plan isn’t just for HVAC—it works for all home improvement contractors, including:
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Roofing contractors and metal roof contractors
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Plumbing contractors and plumbing businesses
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Electricians and electrical contractors
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Commercial HVAC and HVAC service providers
CertainPath’s contractor management services and HVAC coaching programs help contractors in every trade create scalable sales systems that drive predictable revenue.
Start Building Your Next $2 Million Producer
If you want to learn how to attract, train, and retain high-performing salespeople, without wasting time on trial and error, join CertainPath’s Profit Day.
You’ll discover proven systems for:
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Recruiting and onboarding top performers
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Using HVAC business coaching and metrics to track growth
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Implementing contractor management software for accountability
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Developing your next generation of leaders
Your next sales superstar could be out there right now—you just need the right system to find and train them.
