Let’s dive into the culture. A big problem in, let’s just say solar or roofing or even just any sales, is how you eliminate complacency. Sales Competitions. Give the winner a hat. How do you get somebody to buy into the baseball hat? Yeah. See what I mean? You’re like, it’s a hat. I think the whole goal is, and I wanna kind of spoil the workshop that we’re doing, but the whole goal is everyone has this 80-20 rule. I think that rule is outplayed. I think it’s a little old school, I believe in what’s called the 10 80 10 principle, where 10% of your people, you don’t have to ever, ever have to talk to them. Like they’ll just go, their top performers, their role to win is like super, super high. They, they’re in it for the impact and the money. Then you have your 80% and that 80% needs to be like, that’s where the culture comes in. That’s where like you have to continue to give them praise, give them love, um, create competitions, and then you have your bottom 10%. They’re essentially just there to be there, right? We all have them and they always take up our time and need money and everything else. But, the goal is if you can get more people in the 80% into the 10%, which will become 11 and 12 and 13 and 14 and 15, then you’re gonna be able to scale faster and you’re gonna be able to bring some of the people from the bottom 10 into the 80 and start moving that way. And culture happens naturally that way.
High Energy Correlation Meetings
It starts with you. It starts with your energy right from the start. You never let go of that energy when you walk into your correlation or your meeting room. If you’re not high energy, you need to find somebody that is because you are putting on a performance when you walk in because you don’t know if that person had a bad day. You don’t know if their car broke down. You don’t know if they’re having relationship problems. You have to get ’em out of that state. Right? You have to get ’em out of that state and excited and intentional with their purpose. And then from there, you can help lead them where you need them to go in order to have a strong culture, which will lead to more sales and just, just being like the best version of themselves essentially.
One On One Meetings
I believe building is energizing and maintaining is draining. Your leaders have to continue to build their business. But one thing I’ve been doing, shout out to Paul Ryan, is I’ve been doing, one-on-one meetings with the managers and figuring out what they need, how can we help them do their job better instead of assuming and then teaching them the how-to instead of just telling them. Because for a lot of years, I just told them like, Dude, what are you doing? Right? You don’t know what you’re doing. Come on man. And so now we’re actually getting feedback on what we need. And so that manager now is gonna feel safe and they’re gonna end up wanting to lead their team better. And it just, it just, uh, it’s just like a snowball effect down to that very last rep. Um, but it’s just really important. You need to, you need to have a statement of clarity on your culture and you’re 10 10%, that’s eventually you get to 12 to 15%. You need to make sure they hold the line on that culture.
Be Accountable For Your Actions
That means we don’t complain. Take a hundred percent responsibility for your actions or lack of action. There is a 0% on why you should not leave that person that you talk to, whether it’s an employee, whether it’s a homeowner, whether it’s the person at the grocery store, um, 0% why you should ever be negative or mean to them. So, I believe you take a hundred percent responsibility for your actions and you live to a principle where you’re super nice.
Lead From The Front
Love that. So let’s talk through sales. So you still go out, he’s still produced 50 solar deals this year. Yeah. You have hundreds and hundreds of salespeople. Yeah. You have more money than you probably know what to do with. Um, he’s like, I know I could do something with this money. No, he makes a lot of money, but like, what keeps you motivated? Sometimes when it’s just a slow day to just be like, well I guess I should just go knock today. Like how do you keep your systems habits to still throw in 50 deals? Lead from the front. What helps you there? It comes down to that just doing something out of the, or like left field and, and, and winning on it. Right. Or trying your best. I’ve conditioned my mind now I have a callous mind just like we callous our knuckles or our feet. I’ve callous my mind on a daily base to win. Um, and so I also just wanna stay relevant in the space. Yeah. Right. There are a lot of VPs that don’t really sell anymore and that’s good for them. But, it’s not good for me because, if I ask somebody to do something, I truly believe that I need to do it first.
Relevancy is key. I think the same way. It’s like I even had two guys today, two different scenarios where guys were like, I just love the fact that you’re still going out knock with companies and you’re willing to do the work. And I was like, Well, why do I do this? Cause it’s relevant. Like, I don’t wanna be like, Oh knock doors, I wear this shirt with pride. And it’s like, well when’s the last time you knocked? I was like, No, I still can go out. I still got it. Like, don’t, don’t sit there and tell me that I’m some dude that just wants to go coach and not want to do the work. Like I’m my own grind. Like last night I was like, Dude, I pulled out my phone. I was like, look, these last 12 text messages have been me cold calling me, texting out, when are you gonna do this? I grind and I think a lot of leaders feel like the destination is this throne that they get to go sit in and punch some numbers somehow and still stay relevant and still stay influential. Yeah. And it’s like, wait a minute, dude. Your influence all has to do with the impact you’re making on your business below you. Yeah. And I think a lot of people forget that.