273: The Home Improvement Sales System Behind a Million-Dollar Week | Derek Cornish
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00:00
Intro
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00:59
Top Home Improvement hits its first $1 MILLION week
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01:53
The KPI math behind a million-dollar sales month
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03:54
How Derek gets sales reps bought into the numbers (and why the team sees them EVERY week)
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06:24
The 3 questions to ask when someone falls behind target
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08:07
The “light switch” mistake that can WRECK a strong month
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12:54
Why reps start blaming the leads... when they’ve really drifted off the sales process
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14:57
The leadership change that completely changed the energy of the sales team
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17:08
Why competitive people often make strong operators
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19:13
How higher pricing gave them room to make mistakes and KEEP growing
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20:55
How do you keep a door-to-door sales team knocking through a Michigan winter?
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22:51
Scaling a home improvement business “the barbaric way”
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24:06
The ONE thing Derek says they got right from Day 1
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25:36
The “WHY” your sales reps need to understand before they can defend your pricing
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28:38
They raised prices 30%... and then THIS happened
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31:47
From a garage whiteboard to a $50 MILLION goal
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34:40
The unexpected way Derek’s success pushed his dad to make a move of his own
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36:27
Advice for business-owning parents in the thick of it
What does it take to build a home improvement sales team capable of a $1 MILLION week?
Derek Cornish says Top Home Improvements grew from $2 million to nearly $14 million while operating “the barbaric way.” They made mistakes, then implemented roughly 150 operational changes in a single year.
Now they’re exceeding their sales goals, tracking toward $20 million, opening another location, and aiming MUCH higher.
In this episode, Derek reveals the contractor sales numbers his team watches EVERY day, how they keep reps inside the sales process, and what they do the second close rates start slipping.
If you’re looking for practical sales training for contractors, watch this episode to discover:
🔥 How to get reps comfortable selling against cheaper competitors (hint: it starts with understanding the “WHY” behind your pricing)
🔥 The exact KPI equation Derek uses to reverse-engineer a monthly sales goal BEFORE the month starts
🔥 The 3 questions Derek’s leadership team asks the SECOND someone falls behind target
🔥 Why sales reps blame the leads when they’ve really drifted off the sales process (plus Derek’s test before he’ll hear the complaint)
🔥 What happened after they raised contractor pricing by a massive 30% in ONE month… and why the very next month became the 3rd-biggest in company history
If your sales meetings keep coming back to “we need more leads” or “we need to close more deals,” watch this episode before you throw more money at contractor lead generation.
You may already have the leads…
The numbers inside your sales operation will tell you what needs attention next.
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