Sales Team Builder
Sales Team Builder: Hiring & Managing a Roofing Sales Team
A repeatable hiring, training, and pay-structure process for roofing sales reps, so sales doesn't live and die with the owner.
Who This Course Is For
If the sales calendar only fills up when you personally work it, this is your ceiling
Owners who are still the company's only real closer, or who've hired reps before with inconsistent results and no real training or management system.
Maybe you've never hired a sales rep because you don't trust anyone else to close the way you do. Or maybe you have hired reps before — one or two, a few years apart — and each time it fizzled out with no real system behind the hire, so you went right back to closing everything yourself. Either way, the company's growth is capped at exactly what one person can personally sell, and that ceiling gets more expensive to live under every year the business grows.
This is probably you if:
- ✓You're still the only person in the company who reliably closes a deal
- ✓You've hired a rep before with no real training plan and inconsistent results
- ✓You have no commission structure written down — pay decisions happen case by case
- ✓You lose reps every off-season and start over from zero the next storm
Why This Matters
A roofing company that depends on one closer isn't a sales team — it's a bottleneck with a truck
Almost every roofing company owner starts out as the entire sales department, and for good reason — nobody else knew the product, the pricing, or the pitch as well as the person who built the business. The problem is that this arrangement, which works fine at one crew and a modest lead volume, becomes the single biggest constraint on growth the moment volume increases. Storms don't wait for your calendar to open up, and leads that sit too long go cold or go to a competitor.
Most owners who've tried to fix this have hired a rep or two along the way, only to watch it not work out — no real screening process, a few days of shadowing instead of structured training, a pay plan improvised on the spot, and no ongoing coaching once the rep was “trained.” When it doesn't work, the natural conclusion is that hiring sales reps just doesn't work for this business. Usually what actually failed wasn't the rep — it was the absence of a system around the hire.
This course exists to build that system: how to know you're ready, how to screen for the traits that actually predict success in roofing sales, how to train a new hire correctly, how to structure pay so growth doesn't erode margin, and how to manage and retain a team once it exists. It ties directly to the platform's core framework — moving from Crew Leader to Operator to Owner starts with getting sales out from under your own personal capacity, so the company can grow without you personally standing on every doorstep.
The Curriculum
Six modules. One repeatable hiring and management system.
Each module builds on the last — starting with when you're actually ready to hire, ending with how you keep good reps through the off-season instead of starting over every spring.
When you're actually ready to hire your first sales rep (and what it costs to wait)
Every owner who's still the company's top closer eventually hits a ceiling — you can only run so many appointments in a week, and every hour you're on a roof or sitting across from a homeowner is an hour you're not running the business. This module walks through the real signs you're ready to hire (lead volume, a close-rate ceiling, a calendar that's maxed out) and what it actually costs — in stalled growth and burnout — to wait another season.
Recruiting and screening for roofing sales — what to look for and what to test for
A bad sales hire is expensive in ways most owners underestimate: burned leads, a dented reputation on doorsteps, and months of training time you don't get back. This module covers what to actually screen for in a roofing sales candidate — grit, coachability, how they handle rejection — versus what looks good on paper but never translates to knocking doors or closing at the kitchen table.
Training a new rep: canvassing, inspections, and the sales conversation
A new rep dropped straight into the field with no real onboarding either flames out fast or develops bad habits you'll spend a year unwinding. You'll get a structured training path — shadowing canvassing and inspections, then running supervised sales conversations — so a new hire is producing signed jobs in weeks instead of guessing their way through the first few months.
Commission structures and pay plans that motivate without wrecking margin
Commission plans built without a real structure either quietly bleed margin on jobs that were never that profitable, or demotivate reps who feel like they're chasing volume for nothing. This module covers building a pay plan tied to what actually drives the business — margin and close rate, not just top-line sales — so a growing sales team doesn't eat the profit it's supposed to create.
Managing and coaching a sales team: pipeline reviews, ride-alongs, accountability
A sales team nobody manages is a sales team that plateaus by month three. This module covers the actual management rhythm behind a healthy team — regular pipeline reviews, ride-alongs that coach instead of babysit, and accountability standards clear enough that reps always know exactly where they stand, no confrontation required.
Retention: keeping good reps through the off-season
Storm-driven roofing companies lose good reps every single off-season because there's no plan to keep them busy or paid through the slow months — and then rebuild the team from scratch every spring. This module covers retention: off-season lead sources for reps to work, base-plus-commission structures that smooth the swings, and setting expectations honestly from the first interview.
What You Walk Away With
A hiring, training, and pay system — not just a lesson on interviewing
Sales Team Builder is built around what you actually put to work the next time you hire: a screening framework for roofing sales candidates, a structured onboarding path for new reps, a commission-structure worksheet tied to margin instead of just revenue, a management cadence for pipeline reviews and ride-alongs, and a retention plan for the off-season.
None of it assumes you already have an HR department or a sales-management background. It's built for an owner who's good at roofing and good at selling, and needs a real process for turning that into a team instead of staying the only person who can close.
Format & Delivery
Built to fit around a working roofing company, not a classroom
Sales Team Builder is delivered online, so you work through the six modules on your own schedule instead of a fixed class time. Reach out for current details on format for this course.
There's no set weekly time commitment — the material is built to fit around a working owner's schedule, whether you want to move through it quickly before your next hiring push or work it one module at a time between jobs.
If you'd rather have direct coaching and accountability layered on top of this curriculum, this course is also one of the pillars inside the Accelerator, our full coaching program.
Investment
Contact us for current pricing
We don't publish a set price on this page because investment depends on the course or coaching track that fits your roofing company. Call or email and we'll walk you through current pricing for Sales Team Builder on its own, or as part of the Accelerator.
Call 844-967-5247Where This Fits
Pair this with the courses that go hand-in-hand with a growing sales team
Storm Sales & Canvassing
The Storm Sales Blueprint
Walk away with a canvassing and storm-sales system your team can run every season, instead of reinventing it after every storm.
Scaling to Multi-Crew
The Multi-Crew Roadmap
A roadmap for adding crews and revenue without the chaos, quality drop, or cash crunch that usually comes with growing too fast.
Want more on this topic? Read how to hire your first roofing sales rep on the blog, or see the whole framework on the Commercial Roofing Coach homepage.
Frequently Asked Questions
Questions about Sales Team Builder
Can my sales manager, production manager, or partner take the courses with me?
In many cases yes — reach out to discuss access for additional team members on your account.
How much does it cost to enroll?
Investment varies by course and program. Contact us and we'll walk you through current pricing for the course or coaching track that fits your roofing company.
What will I actually be able to do differently after finishing a course?
Each course is built around a specific, practical outcome — a real storm-sales system, an estimating process, a production schedule, and so on — rather than general business theory.
Ready to stop being the only person who can close a deal?
Call 844-967-5247, email josh@contractorschoiceagency.com, or fill out a short form and we'll follow up within 1 business day.