The First KPI Every Home Service Owner Should Track (Not Revenue) |

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Derek Cornish got laid off, answered a job ad, and became the top salesman at a window company. Then he and his partner Lakota Tidd built Top Home Improvements from a garage to $20 million a year across three Michigan locations on door knocking and 300 events a year. In this episode Derek breaks down the sales system behind it: why close percentage is the first KPI to track, why his Detroit manager did more revenue with fewer reps, the month they raised prices 30% and had their biggest month ever, sweat questions, same day next day, first in last in, the scariest room in the company, and how to fix commission breath before it costs you the sale. If you run a home service or home improvement sales team, this is the playbook.

Follow Derek Cornish and Top Home Improvements: https://tophomeimprove.com | derek@tophomeimprove.com

-- 🕐 TIMESTAMPS 🕐 --

00:00 - Introduction

00:51 - Laid off, then top salesman

07:35 - Selling to people not looking

09:25 - Why 3 out of 10 wins

10:43 - Bottom line beats top line

14:37 - Never scared of price

16:41 - From texts to a KPI system

18:37 - Fewer reps, more revenue