Optimize Your Sales Process

Average Joes Training provides all the courses you need to fulfill the annual continuing education requirements mandated by the North Carolina Licensing Board for General Contractors. We’ve made it easy for you to take these required courses online, and then submit your Certificate of Completion directly to the NCLBGC for certification.

Average Joes Training courses are different because the information comes from real-world experience and are designed to help you and your business succeed in the highly-competitive landscape of General Contracting.

Course Title:

Optimize Your Sales Process – How to Develop Sales Systems and Routines for Your Business, Best Practices to Grow Your Sales Team and Win More Jobs This Year!

Course Length:

2 hours

Course Overview:

Managing sales teams doesn’t have to be hard with the right processes and systems in place to support their growth, define their results and keep them motivated.  This course dives in to the how behind developing your sales process and leveraging it to build and grow your sales team and your profits!


There are two classic phrases attributed to salesmen:

“They don’t walk on the car lot unless they’re ready to buy.”


“You’re not selling a product, you’re selling yourself.”

One of these phrases represents the old way of thinking about sales, and one of them is closer to the way you should be thinking about sales. Can you guess which is which? If you can’t, you may have a serious problem with your business.  

Salespeople are a different breed. They’re not only money-motivated, they want to have an unlimited earning potential, set their own hours and be able to work as independently as possible. It almost sounds like a dream job – and for them it is – until you understand how much time, energy, skill and responsibility their role requires. 

Salespeople are independent operators. They are intrinsically motivated in a way to optimize their income. Your job, as their boss, is to give them the tools they need to generate more leads and close more deals. The more your job is to motivate and not to manage, the better. Because if your salesperson needs constant supervision and reminders to go find new customers, it’s time to let that person go.

Sales people are creatures of habit and routine. They want a process that works. They want to find that secret formula that closes sales every time and constantly generates revenue. The truth is, that formula is out there, and you must work with your sales team to find it, refine it, systematize it and put it into action.

Course Outline

  1. Section 1: Introduction and Course Overview
  2. Section 2:  Why you need an effective sales process
    1. Section Intro
    2. Lesson 1: Defining the importance of processes and routines for your business
    3. Lesson 2: Understanding the benefits of systems and routines for your sales team
    4. Lesson 3: Understanding the repercussions of not having an effective process
    5. Section Summary
  3. Section 3: How to develop your sales process
    1. Section Intro
    2. Lesson 1: Where to start?
    3. Lesson 2: What components are the most important
    4. Lesson 3: How to implement your new sales process
    5. Section Summary
  4. Section 4: How to attract, onboard and train your sales team
    1. Section Intro
    2. Lesson 1: How to develop a recruiting strategy and defining who to target
    3. Lesson 2: Understanding the importance on onboarding and how to do it
    4. Lesson 3: Tools to train and educate your team
    5. Section Summary
  5. Section 5: How to keep your sales team winning!
    1. Section Intro
    2. Lesson 1: Understanding the psychology of a sales person
    3. Lesson 2: Developing incentives that actually motivate people
    4. Lesson 3: Evaluating the right KPIs for growth and how to measure success
    5. Section Summary
  6. Section 6: Course Review, Deliverables, Conclusion and Q&A

Learning Objectives

  1. Gain an understanding of the importance of consistency in an effective sales process
  2. Learn the tools needed to develop or build a sales process that works with your business
  3. Learn ways to attract, onboard and retain sales staff
  4. Review effective practices for sustaining growth and keeping motivation high on your sales team

Appropriate Track(s)

General Business. Sales & Service

Intended Audience

Commercial Contractor, Residential Contractor, Metal Contractor, Owner/CEO/GM

Level of Presentation

Intermediate Content but would be suitable for beginner level student/business owner

Ready To Take The Next Step?


Average Joes Training provides all the courses you need to fulfill the annual continuing education requirements mandated by the North Carolina Licensing Board for General Contractors. Our classes were developed and taught by Joe Keller, a 20-year roofing contractor and founder of Triangle Building Company in North Carolina. Joe and his team have taken all of that knowledge and experience and used it to create continuing education courses that both educate and inspire.

All of our courses are state-approved, and Average Joes Training even provides the annual, state-mandated, 2-hour course as well, so you can get all your requirements done in one place.

If you have questions about your CE requirements, class schedules, or anything else, we’re here to help. Please fill out this form and we’ll get back to you within a day. Thanks for your interest in Average Joes Training!