← Owned and Operated - A Plumbing, Electrical, and HVAC Business Growth Podcast
Owned and Operated - A Plumbing, Electrical, and HVAC Business Growth Podcast
Double Your Profit Day #20 Make Your Team Better Without New Hires!
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Welcome back to double your profit. Today we are talking about improving employee productivity. You have the highest performer of all time. Most people want more of that person. Of course you do. I do too. Like totally. I want all of the 10x people. Now I'm going to give you like a little bit of a scenario that you're not going to like. If you average your best performer and your worst performer, it is very likely that their average revenue is less than your average performer in that team. Low performers can kill your business. They're actively putting an anchor around the ankles of your highest performers legs. The way to think about this isn't how do I create more extremely high performers. The way to think about it is how do I continue to raise the average performer. Here's a couple tips. One, set goals. You should have goals. Everyone should have a target. That's step one. Step two is broadcast that goal literally everywhere. And scoreboards literally everywhere. They need to see where they're at according to like, who's on top, who's not. The second one is eliminate distractions. What we talk a lot on our channel about is, hey, we do a sales install model for plumbing H VAC and electric. And the reason that we do this is to eliminate distractions. If you have a super high performing salesperson and if you have a super high performing install, they have no callbacks. They're going to deliver like an amazing customer experience. Like these are world class people at their respective fields. They should be doing their respective fields fields. And me trying to train someone who's like a world class technician that doesn't want to sell. Me trying to train him how to sell is a literal waste of everyone's time. Let people play to their strengths. The next two comments here are a little bit more challenging. You have to train strong managers. What do I do with this guy on the bottom? I set goals. I put scorecards everywhere. But like what do I do with a guy that's just not doing it? And that's where that strong manager comes in. Because you have to train up or train out that low performer. So you train strong managers and you teach those managers how to coach and how to train and how to hold accountable. How do you create managers that identify problems and start working towards solutions before it's too late? Because it can be too late. If you're coaching someone and you're giving it all you got to help that person and they still just don't feel like doing it, that's a them problem. But if you haven't coached and you don't have a great discipline on like, hey, here's the goal, how can I help get you there? Then that's a you problem and you need to work on that. My last comment the benefit of continuing to bring on high performers is it raises the floor. Our conversion rate in plumbing used to be 40%, so we thought 40% was good. And oh man, this guy's doing 41. 42%. That's great. Okay, so then we hire somebody that gets a 70% conversion rate while maintaining our average ticket. That raised the floor. That showed us what was possible. So you continue to bring on high producers because it keeps the team fresh, it keeps them on their feet, and it raises the floor. We dove into this topic a lot in a podcast episode with the Premier Home Pros Team and it was an masterclass on how to bring in high performers, how to train them, and how to keep their performance high. So I encourage you to check that out because it goes way more into detail and it's a value packed hour. Thanks for tuning in and make sure you like and submit.