Building a Sales Team
Join Jake Voll as he sits with industry consultant Robert Few, managing partner of The Connection Exchange (TCX), to unpack one of the biggest growth bottlenecks in the security industry: hiring and keeping the right salespeople. For many dealers, growth stalls not because of a lack of opportunity, but because they are afraid to invest in sales talent without the systems, pricing structure, and accountability to support them.
In this episode, Jake and Robert break down what it really takes to build a sales program that works. They cover how to structure compensation, how to train new hires without expecting them to "clone the owner," and how to protect margins while still giving salespeople enough freedom to close deals.
✅ Stop waiting to “clone yourself” and build real systems for training, pricing, and accountability
✅ Decide whether to hire a salesperson or installer first when cash flow only allows one move
✅ Set practical sales quotas for upfront revenue and RMR so reps know what success looks like
✅ Build pricing guardrails and simple packages that help reps sell confidently without constant approvals
✅ Create commission plans that drive profitable jobs and recurring revenue, not just top-line sales
✅ Avoid common sales-management mistakes, including promoting your top rep into the wrong role
✅ Learn better hiring tactics, from where to find candidates to how to evaluate fit beyond the interview
Coffee Break With Jake is recorded live every Friday at 11am ET. Join us live or register to attend at https://go.ssandsi.com/coffeebreak
In this episode, Jake and Robert break down what it really takes to build a sales program that works. They cover how to structure compensation, how to train new hires without expecting them to "clone the owner," and how to protect margins while still giving salespeople enough freedom to close deals.
✅ Stop waiting to “clone yourself” and build real systems for training, pricing, and accountability
✅ Decide whether to hire a salesperson or installer first when cash flow only allows one move
✅ Set practical sales quotas for upfront revenue and RMR so reps know what success looks like
✅ Build pricing guardrails and simple packages that help reps sell confidently without constant approvals
✅ Create commission plans that drive profitable jobs and recurring revenue, not just top-line sales
✅ Avoid common sales-management mistakes, including promoting your top rep into the wrong role
✅ Learn better hiring tactics, from where to find candidates to how to evaluate fit beyond the interview
Coffee Break With Jake is recorded live every Friday at 11am ET. Join us live or register to attend at https://go.ssandsi.com/coffeebreak
