KEY POINTS
- The Sales Ops Revolution: Effective sales operations are the invisible engine of a successful D2D business, eliminating friction and enabling reps to perform at their peak.
- The unique resilience of a door-to-door veteran, paired with a modern sales enablement platform, beats budget bloat.
- Intent is Everything: Instead of just knocking on doors, a new era of AI-driven tools helps reps identify the most likely buyers, making their efforts smarter and more profitable.
What do $2.2B acquisitions have in common with a rep needing 29 clicks just to log a deal?
Both scream the same truth: sales ops is the real profit lever. As AI in field sales turns phones and inboxes into noise, the rep who shows up at the door wins—if your system gets them to the right door, fast.
That’s Jess Regan’s edge.
He’s bringing AI go-to-market (GTM) platform thinking and intent data / buyer intent signals out of the call center and onto the sidewalk. So when a roofing branch is staring at a 60% production drop after a storm drought, your team uses territory management software and AI routing & territory heatmaps to knock where buyers are already warm, while lead-to-close automation trims every extra step between “hello” and “signed.”
And no, you don’t need a Fortune-level war chest to play.
Sure, the big dogs ran 50-person sales-ops teams, spent $1M/year on polos, and $20K on a single hype video. You can get the same lift by sales stack consolidation: Rolling five apps into one field sales app and enforcing adoption with a sales accountability culture.
Proof it works? We’ve seen teams go from $1M to $124M after systemizing training and ops.
Watch / Listen
Guest: Jess Reagan, Co-founder and CRO of Paiv.
The Sales Ops Blueprint: Removing Friction for Reps
Jess defines sales operations as the “lubrication” that lets everything flow—from lead generation to the kitchen table close. Most companies force reps to be operators with clunky tools. PAVE streamlines the unified sales workflow by merging door-to-door sales software, territory management, conversation intelligence for door-to-door sales, CPQ automation, and tight CRM integrations into one platform.
1) The Power of Intent Signals
“Intent” = who’s ready to buy. Inside sales has long used lead scoring and intent data; now field reps get it too. PAVE aims to be the best AI sales enablement for field reps—the first true AI GTM platform that routes reps using buyer intent for field reps, territory management with buyer intent, and predictive lead scoring for roofing contractors. Result: smarter routes, storm restoration leads prioritized, and higher yield across residential, retail, and multi-family roofing sales.
2) The Importance of Tech Consolidation
Too many tools = too many clicks. Consolidation is scalability. By combining territory management software, AI transcription, real-time coaching, CPQ, and CRM integrations into one home services sales software, PAVE removes friction and saves brain cycles—especially for reps with ADD or other neurodivergences who struggle with multi-step workflows. This is how you reduce CRM clicks for sales reps, reduce admin clicks for reps, and keep the team inside one flow.
Hire fewer trainers, ship more wins
Build a sales machine that runs without you hovering
3) The Accountability “Sheriff”
Tech fails when adoption fails. Be the rep adoption strategy leader—the “sheriff.” Use sales gamification leaderboards and a visible KPI tracking cadence to drive behavior. Tie tool usage to performance, enforce standards, and run pipeline hygiene automation so your data stays clean. If Steph Curry tracks his percentage, your reps can track their lead-to-close and meeting-to-close rates too.
A Checklist for Business Owners
- Audit your workflow: Find the blockages. How many clicks to submit a deal? Where can click reduction in CRM and pipeline hygiene automation help?
- Invest in the right tech: Choose sales tool consolidation that delivers a unified sales workflow, lead-to-close automation, AI routing & territory heatmaps, and airtight CRM integrations (HubSpot, Salesforce).
- Lead by example: Learn the stack first. Model usage. Show how conversation intelligence and real-time sales coaching speed reps to the kitchen table close.
- Build accountability: Gamify with sales gamification leaderboards. Enforce standards with a visible sales accountability culture. Reward adoption, coach misses.
TL;DR: This is AI sales that actually sells—how to consolidate sales tools for home services, scale door-to-door with AI, and turn intent into installs with fewer clicks, fewer apps, and a lot more wins.
