HVACPro Commercial Sales Manager Job Training

Job Description

This position is responsible for setting reasonable sales goals and teaching sales consultants how to achieve them. This position is accountable for all sales activities and customer relationships between Company and its commercial, industrial, healthcare, and large institutional clients. This position aims to develop and implement the Company’s sales and marketing plan through direct customer sales, sales support, and coordination of trade allies and other sales channels as part of an overall territory plan. In addition, this position is accountable for all commercial service agreement and project surveying, estimating, pricing, and proposal development functions between Company and its clients. This position also verifies that all transaction documents comply with Company published liability and payment protection terms and conditions before execution.

HVACPro Online Classes

#0 HVACPro Overview:

1. Review how to implement a strategic business action plan

1. Review how you only need employees in your business to process your book of business.

1. Review how the company operating and work delivery processes are for employees to follow step-by-step.

1. Review how you only need managers in your business to manage your people to process.

1. Review the importance of staffing up to 100% utilization of available labor to prevent higher operating costs versus the competition.

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#1P1 – Light Commercial Flat Rate Repair and Time & Materials Pricing Methods

1. Review how to set-up your light‐commercial flat rate repair pricing.

1. Review how to price up portal-to-portal time & material repairs.

1. Subscription provided or purchase these documents: ProductID1001Service-Right Flat-Rate Price GuideYou can order the Service-Right HVAC or Plumbing or as an Electrical repair guide. Select one repair guide for only $39.95 per month, select two repair guides for only $69.95 per month, or select all three guides for only $79.95 per month, a 12-month subscription. Includes upload data for QuickBooks™ or for your field management software. ProductID1002Technician/Installer Onsite Hourly Truck and Travel Costs & Pricing Calculator Program in MS ExcelThis document is used by service and replacement management to calculate the upfront per-trip truck and travel rate for your upfront repair and replacement price guides. This document is in MS Excel format, with results printed on your local printer.

#1P2 – Introduction to EasyPrice Commercial HVAC Service Agreement Surveying, Estimating & Pricing & Proposal Writing Program:

1. Review the need to standardize the commercial HVAC service agreement surveying, estimating, and pricing process.

1. Review the customer transaction & system/equipment survey forms.

1. Review the EasyPrice commercial HVAC service agreement estimating program.

1. Review proposal writing procedures for pricing strategy on older large tonnage contracts to Lock‐in Projected Future Repairs.

1. Review locking in projected repair revenue pricing strategy.

1. Review the purpose and proposal template set-up

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ProductID 1003

EasyPrice Service Agreement Sales Call Opportunity Assessment FormMechanical rooms or central plant areas are logical starting points for multi-facility or multi-story facilities. Starting at the mechanical room or central plant gives the salesperson a better picture of how the conditioned air or water is distributed throughout the facility(s). Understanding how the HVAC/R system is distributed enables the salesperson to look for and ask pertinent questions related to system operating and maintenance tasking requirements.

ProductID1004

EasyPrice Service Agreement Estimating & Pricing Program MS ExcelService managers and commercial Sales Reps use this software to perform the step-by-step functions of a professional service agreement surveying, estimating, and pricing procedure. The benefit objective is to increase profitability by implementing a professional approach to accurately and efficiently gathering customer and scope of work job data, decreasing estimating human errors, reducing work-related risk liabilities, and by improving the customer’s understanding of how service agreement proposal development standardization increases efficiencies while reducing business risk to the company. Includes a complete set of 72-built-in equipment and filter estimating labor and material standards for packaged RTU, built-up systems, central plant heating/cooling, and associated equipment. This software tool is provided in original MS Excel format.

#1P3 Pricing Projects Using the Single Divisor and Dual Rate Overhead Methods:

1. Selecting Which Project Pricing Method to Use.

1. Most Common ‐ Single Divisor Project Pricing Method Review.

1. EXAMPLE: Single Divisor Pricing ‐ 10‐Ton Packaged Rooftop Replacement.

1. Most Accurate – Project Dual Rate Overhead Project Pricing Method Review.

1. Comparing the Single Divisor to the Dual Rate Overhead Pricing Method.

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*Subscription provided or purchase these documents:Product***ID1005	*Install-Right Project/Design-Build Sales Call Opportunity Assessment Form*This Installed-Right Project Design-Build On-site Opportunity Assessment Survey Form assists the project Sales Rep to identify the transaction and scope of work and communicate that their company is the best choice to do the job. Installed-Right Project Survey objectives are to help the Sales Rep:• To identify the customer’s comfort, health, safety, business, risk management, and financial transaction requirements.• To minimize the business risk associated with the transaction and make a reasonable profit above the delivery cost.• To provide the means to project a professional image.• Systematically gather customer & technical info.• To provide the means to demonstrate performance via your best practice project installation approach.• To educate and move the customer from the lowest cost option to the BEST option.To provide the means to complete the sales call and close the transaction in 2 sales calls or less.
*Product*ID1006	*EasyPrice Commercial/Industrial Project Single Divisor Pricing Calculator MS Excel*When setting service pricing for your HVAC business, you need to understand that there are two types of business costs – direct and indirect or overhead costs. Direct costs are the cost of goods sold required to deliver work from a lead to job closeout. It includes parts, equipment, materials, ductwork, permits, labor, and vehicle expenses. Business owners typically price their work where most projects represent 60% or higher in equipment, materials, and subs. On the other hand, the indirect or overhead cost keeps the lights on and sustainable. Your overhead costs include your mortgage/lease/rent, utility expenses, admin and sales salary, uniforms, employee training, and trash removal. You need an accurate pricing method to compete on large or multi-phase jobs. The single divisor pricing method uses an average overhead recovery which can overprice a job.

ProductID1007

EasyPrice Dual Rate Overhead Project Pricing Calculator MS ExcelThis job pricing method utilizes two overhead rates for subcontractors, equipment, and materials and one for direct labor. The main reason to use this method is that overhead is more accurately distributed based on the percentage of install labor to non-labor and materials direct costs on a job.Overhead is allocated higher for projects with a large proportion of the job is installation labor versus equipment, materials, and subcontracts. Overheads are less where installation labor is small than non-labor and direct material costs.

#2P1 Segmenting Commercial HVAC Service Target Markets for Sales Efficiency:

1. Segmenting Commercial HVAC Markets is More Effective than Generic Marketing.

1. Medium and Large Government Building Buyer Profile & Sales Positioning.

1. Commercial Building Buyer Profile & Sales Positioning.

1. Industrial Building Buyer Profile & Sales Positioning.

1. College/University Building Buyer Profile & Sales Positioning.

1. Healthcare Building Buyer Profile & Sales Positioning.

1. Understanding Building Owner/Operator Roles & Responsibilities.

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ProductID1007

Receive the industry Profiles and Understanding Building Owner/Operator Roles & Responsibilities profiles in MS WordThis document provides you with all industry profiles as well as the buyer job responsibilities and duties profile as shown in course and enables you to add other industries or update the provided industry and client buyer job description profiles.

#2P2 Commercial HVAC Service Lead Generation Strategies and Organizational Tactics:

1. Review the Commercial HVAC Service Lead Generation Strategy and Tactical Plan.

1. Review how to overcome common HVAC service vendor sales objections effectively.

1. Review the 10 commandments of sales time management.

1. Review of organization staffing and outsourcing option for implementing commercial HVAC service lead generation program.

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*ProductID 1008*	*Commercial HVAC Contractor Introduction Letter & Line Card Templates*You lead with the offer to provide them with a competitive price for their outsourced mechanical maintenance services. You inform them of your other replacement, retrofit, and design-build capabilities. You provide them with your MECHANICAL SAFE-GUARD MAINTENANCE PROGRAM & Customized letter & line Card to better Position the company as an industry HVAC expert.
*Product*ID1009	*Commercial Lead Generation Outbound Sales Call Script*Lead generation is about building your customer base by retaining and adding new customers. Lead generation is essential to consistently acquire new commercial business through the design, production, and direct marketing tasking efforts within your sales area. Marketing is the same thing as lead generation, which is the process of systematic customer awareness communications. The process involves using a 12-step lead generation implementation plan:1. Identify capabilities as derived from your and your staff’s experience and expertise.2. Identify packages of offerings based on your staff capabilities.3. Identify target markets that fit your capabilities.4. Obtain a target commercial business list of owner-occupied industries.5. Import into a contact management program (e.g., Outlook).6. Set specific weekly goals for the number of prospects contacted, called, mailed & follow-up.7. Set specific weekly new business appointments.8. Clean target group list with decision makers names.9. Mail introduction letter and line card.10. Follow-up to identify the client scope of work and develop proposals.11. Set an appointment to present and close the business.12. Reporting lead generation performance to a business development plan.
*Product*ID1010	*Performance Tasking Quota & Reporting in MS Excel*To report Actual Sales Tasking Plan to Quota Performance for:Sales Tasking Quotas – It is the Sales Manager identifies that sets Sales Rep tasking plan quotas for service agreements and jobs by individual Sales Reps.Demand Service Performance Measurement – At the end of each day/week, the Sales Rep’s total actual new account Demand Service and total sold to date agreed by the Service Manager and reported to the Sales Rep and the Sales Manager on a Job Authorization form and posted on Sales Goal Board by the Sales Manager.Service Agreement Performance Measurement – At the end of each day/week, the Sales Rep’s total actual Service Agreements and total Service Agreements sold to date are agreed by the Sales Rep and recorded to the Sales Manager on a Job Authorization form and posted on the Sales Goal Board by the Sales Manager.Project Performance Measurement – At the end of each day/week, the Sales Rep’s total actual Projects and total Projects sold to date agreed by Sales Rep and recorded to the Sales Manager on a Job Authorization form and posted on Sales Goal Board by the Sales Manager.

#2P3 Maximizing Sales & Minimizing Business Risk with Onsite Opportunity Assessment Forms:

1. Review best practice repair call check‐in opportunity assessment form.

1. Review best practice repair or maintenance call check‐out opportunity assessment form.

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*Product*ID1011	*Install-Right Project/Design-Build Sales Call Opportunity Assessment Form*This Installed-Right Project Design-Build On-site Opportunity Assessment Survey Form assists the project Sales Rep identify the transaction and scope of work and communicate that their company is the best choice to do the job. Installed-Right Project Survey objectives are to help the Sales Rep:To identify the customer’s comfort, health, safety, business, risk management, and financial transaction requirements.To minimize the business risk associated with the transaction and make a reasonable profit above the delivery cost.To provide the means to project a professional image.To systematically gather customer & technical info.To provide the means to demonstrate performance via your best practice project installation approach.To educate and move the customer from the lowest cost option to the BEST option. To provide the means to complete the sales call and close the transaction in 2 sales calls or less.
*Product*ID1012	Technician Repair Call Check-in Opportunity Assessment FormIn most cases, when the technician first arrives on a repair call, the system is dead. The system cannot speak for itself, so you must interview the customer about the patient. An Opportunity Assessment Survey form is needed to enable the technician to learn about the customer, the problem or issue, and other areas that may present opportunities to improve. Customers commonly desire improved comfort, health, safety, property, and financial situation. After confirming the purpose of the call and making introductions, the technician uses the script located at the top of the form.
*Product*ID1013	Technician Repair or Maintenance Call Check-Out Opportunity Assessment FormsEntitled *System Condition Report*. This form lets the customer go forward with recommendations to save money or help avoid catastrophic failures. This form allows the company to continue communicating post-call with the customer to “harvest more opportunities” that need attention. The technician and the customer must sign off as presented and received. At the end of the call, the technician reviews anything they have checked off that still “needs attention” on our System Condition Report to help the customer post-call become more comfortable, safer, and healthier and save money. The technician returns the System Condition Report to the service manager for pricing work and follows up with the customer on the recommended work that needs attention. When used with Microsoft Office and the obtained customer’s email address or cell phone number, this form enables the contractor to continue post-call harvest opportunities that remain to need attention.

#2P4 Commercial Service Agreement & Project Sales Opportunity Assessment Forms:

1. Review the EasyPrice commercial service agreement onsite customer and equipment opportunity assessment forms.

1. Review EasyPrice project/design‐build onsite customer and equipment opportunity assessment forms.

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*Product*ID1018	*Service Agreement Sales First Call Handout Presentation*This promotional tool is used by Commercial Sales Reps on a request for service agreement bid/estimate/quote to systematically overcome 4-common sales objections, (1) What makes your company different, (2) What regulatory compliant approach you will use to obtain the lowest possible price, (3) Why your Company has to set the standard of performance in the area, (4) What the customer can expect before, during, and post-service agreement execution. This promotional piece is provided in original MS PowerPoint format to be printed on your local printer..
*Product*ID1019	*Commercial Service Agreement Short Form & Long Form Proposal Templates*Commercial Sales Reps use this promotional and service agreement transaction contract. This promotional piece is provided in original MS Word format to be customized to your business and printed on your local printer for only $99.95.
*Product*ID1020	*Project/Design-Build Sales Frist Call Sales Handout Presentation*This promotional tool is used by Commercial Sales Reps on a request for project bid/estimate/quote to systematically overcome 4-common sales objections, (1) What makes your company different? (2) What regulatory compliant approach you will use to obtain the lowest possible price, (3) Why your Company has to set the standard of performance in the area, (4) What the customer can expect before, during and after post-service agreement execution. This promotional piece is provided in original MS PowerPoint format to be printed on your local printer for only $99.95.
*Product*ID1021		*Project/Design-Build Agreement Proposal Template*Commercial Sales Reps use this promotional and Project/Design-Build transaction contract. This promotional piece is provided in original MS Word format to be customized to your business and printed on your local printer.
*Product*ID1022		*Commercial Design-Build Cover Letter and Statement of Qualifications Package in MS Word*A statement of qualifications is an introductory resume section that is a brief outline of your relevant design-build HVAC skills, experiences, and achievements. It uses bullet points to show relevant qualifications tailored to the requirements of the commercial project you are bidding. It should include:· Highlight your construction skills and experiences.· Quantify your key achievements.· Show the prospect why you are an excellent match.

#3 How to Win More Business by Differentiating Your Services:

1. Review of purpose and how to create powerful service brand names.

1. Example Design‐Build Project Brand & Associated Value Positioning Statement.

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ProductID1009

Contents of this course provided in MS WordYou lead with the offer to provide them with a competitive price for their outsourced mechanical maintenance services. You make them aware of your other replacement, retrofit and design-build capabilities. You provide them with your MECHANICAL SAFE-GUARD MAINTENANCE PROGRAM & Customized letter & line Card to better Position the company as an industry HVAC expert.

#4P1 Proactive Commercial HVAC Service Agreement Selling Strategies & Tactics:

1. Review how all sales objections fall into 1 of 5 categories.

1. Review the 4‐Step consultative approach.

1. Review the proactive repair consultative approach.

1. Review the proactive service agreement consultative approach.

1. Review commercial service agreement inspection & repair coverage options.

1. Review the customer’s pros & cons by service agreement repair coverage option.

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*Product*ID1014	*Proactive Repair Call Handling Tasking Procedures*Service managers and repair technicians use this standard procedure document to perform the step-by-step functions of a professional service call handling procedure and forms from a lead to sold repair customer checkout. This document is provided in original MS Word format to be printed on your local printer.
*Product*ID1015	*Proactive Service Agreement Sales Call Handling Tasking Procedures*Service managers and commercial Sales Reps use this standard procedure document to perform the step-by-step functions of a professional service agreement call handling step-by-step procedure from a lead to sold agreement. This document is provided in original MS Word, Excel, and Acrobat PDF format to be printed on your local printer.
*Product*ID1018	*Service Agreement Sales First Call Handout Presentation*This promotional tool is used by Commercial Sales Reps on a request for service agreement bid/estimate/quote to systematically overcome 4-common sales objections, (1) What makes your company different, (2) What regulatory compliant approach you will use to obtain the lowest possible price, (3) Why your Company has to set the standard of performance in the area, (4) What the customer can expect before, during, and post-service agreement execution. This promotional piece is provided in original MS PowerPoint format to be printed on your local printer..

#4P2 Review Service Agreement Proposal Agreement Short & Long Form Formats:

1. Review the commercial Service Agreement Short Form Maintenance Agreement.

1. Review the commercial Service Agreement Long Form Maintenance Agreement.

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ProductID1019

Commercial Service Agreement Short Form & Long Form Proposal TemplatesCommercial Sales Reps use this promotional and service agreement transaction contract. This promotional piece is provided in original MS Word format to be customized to your business and printed on your local printer for only $99.95.

#4P3 Proactive Commercial HVAC Project/Design-Build Selling Strategies & Tactics:

1. Review a design‐build/project cover letter and proposal agreement.

1. Review a design‐build/project Statement of Qualifications Package.

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*Product*ID1020	*Project/Design-Build Sales Frist Call Sales Handout Presentation*This promotional tool is used by Commercial Sales Reps on a request for project bid/estimate/quote to systematically overcome 4-common sales objections, (1) What makes your company different? (2) What regulatory compliant approach you will use to obtain the lowest possible price, (3) Why your Company has to set the standard of performance in the area, (4) What the customer can expect before, during and after post-service agreement execution. This promotional piece is provided in original MS PowerPoint format to be printed on your local printer for only $99.95.
*Product*ID1021		*Project/Design-Build Agreement Proposal Template*Commercial Sales Reps use this promotional and Project/Design-Build transaction contract. This promotional piece is provided in original MS Word format to be customized to your business and printed on your local printer.
*Product*ID1022		*Commercial Design-Build Cover Letter and Statement of Qualifications Package in MS Word*A statement of qualifications is an introductory resume section that is a brief outline of your relevant design-build HVAC skills, experiences, and achievements. It uses bullet points to show relevant qualifications tailored to the requirements of the commercial project you are bidding. It should include:· Highlight your construction skills and experiences.· Quantify your key achievements.· Show the prospect why you are an excellent match.

#5P1 Service Repair Work Delivery Tasking Standard Procedures:

1. Review the many advantages of written work delivery tasking standard procedures.

1. Review how business functions are the labor tasking activities that must occur.

1. Review the step-by-step service repair work delivery tasking standard procedures.

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ProductID1023

Service Repair Work Delivery Standard ProceduresIncludes step-by-step work delivery tasking standards from a lead to repair job closeout. Service managers and operations managers use them. This document is provided in original MS Word format to be printed on your local printer.

#5P2 Service Agreement Work Delivery Tasking Standard Procedures:

1. Review service agreement work delivery tasking standard procedures.

1. Review commercial service agreement cover letter and proposal agreement.

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ProductID1024

Service Agreement Work Delivery Standard Procedures Includes step-by-step work delivery tasking standards from a lead to service agreement job closeout. Service managers and operations managers use them. This document is provided in original MS Word format to be printed on your local printer.

#5P3 Project Work Delivery Tasking Standard Procedures:

1. Review project work delivery tasking standard procedures.

1. Review the commercial service agreement cover letter and proposal agreement.

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ProductID1025

Project/Design-Build Work Delivery Standard Procedures Includes step-by-step work delivery tasking standards from a lead to Project/Design-Build agreement job closeout. Service managers and operations managers use them. This document is provided in original MS Word format to be printed on your local printer.

#5P4 Equipment Start-up Taking & Accounts Receivable/Payable Standard Procedures:

1. Review equipment start‐up and maintenance tasking standards.

1. Review management quality assurance standard procedures.

1. Review accounts receivable and payable standard procedures.

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ProductID1026

Equipment Start-up & Maintenance Tasking Procedures These documents are used by service managers, installation managers, technicians, installers, and operations managers. HVAC service companies use this equipment start-up, text, and verification tasking procedures to adhere to the new ASHRAE standard 180P standards. These tasking procedures help you establish the minimum HVAC inspection and maintenance requirements that preserve a system’s ability to achieve optimum operations. AccuTask includes 136 start-up and maintenance tasking forms for 99.9% of HVAC equipment and systems. These documents are provided in original MS Word format to be printed on your local printer.

ProductID1027

Accounts Receivable and Payable Standard ProceduresIncludes step-by-step accounting receivable and payable standards. General managers and operations managers use them. This document is provided in original MS Word format to be printed on your local printer.

#5P6 Inventory & Tool Control and Customer Care Standard Procedures:

1. Review inventory & tool control standards procedures.

1. Review customer care call handling standard procedures..

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ProductID1028

Inventory and Tool Control StandardsIncludes step-by-step company job and truck inventory control standards. General managers, service managers, and operations managers use them. This document is provided in original MS Word format to be printed on your local printer..

ProductID1029

Effective Customer Care Call Handling Standard ProceduresArming the dispatcher with a professional standardized way to great and respond to customer inquiries to include:
1.      Greeting the Customer
2.      Identify How Customer Will Pay for Today’s Work
4.      Informing the Customer of Response Time:
5.      Identifying the Lead Source
6.      Reminding the Customer of What Happens Next
7.      Calling the Customer to Confirm the Arrival Time
8.      Calling to Reschedule Appointment
9.      If a Solution Requires a Plan
10.   Callback With a Plan

#6 How to Protect the Business with Proper Terms & Conditions:

1. Review invoices & proposals are both promotional and legal contracts.

1. Review invoice document ‐ demand service payment & liability protection terms & conditions.

1. Review proposal document ‐ service agreement payment & liability protection terms & conditions

1. Review proposal document ‐ project/design‐build payment & liability protection terms & conditions.

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ProductID1030

Repair, Service Agreement, and Project/Design-Build Terms and Conditions Set a strong terms and conditions is critical. It circumvents any confusion about what you are selling and the transaction terms by which you make the offer. Your payment and liability terms and conditions agreement are both a social and a legal contract. Your terms and conditions establish how you do business in a socially acceptable manner. Still, it is also a legally binding contract between you and your clients.

#7P1 How to Retain the Best People with Proven Employee Retention Strategies:

1. Review the five business processes that positively affect employee retention.

1. Review how to implement step‐by‐step work delivery standard procedures.

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#7P2 Implementing Performance-Based Job Descriptions & Monitoring:

1. Review how to implement performance‐based job descriptions.

1. Review how to implement labor billable efficiency & productivity monitoring.

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*Product*ID1032	*Performance Incentive plan – Office, Technicians & Installer* Service managers and operations managers use this document. This document is provided in original MS Word format to be printed on your local printer.
*Product*ID1033	*Performance Incentive plan – Commercial Sales Rep* Service managers and operations managers use this document. This document is provided in original MS Word format to be printed on your local printer.
*Product*ID1031	*Complete Set Performance-Based Job Descriptions* These documents are used by general managers, Sales Managers, service managers, installation managers, and operations managers. These documents are provided in MS Word format to be printed on your local printer. Set includes:· Dispatcher Job Description· Commercial Sales Rep Job Description· Service & Maintenance Technician Job Description· HVAC Installer Job Description· General Manager Job Description· Operations Manager job description· Sales Manager Job Description· Service Manager Job Description · Installation Manager Job Description· Human Resource Manager Job Description · Comptroller Job Description· Project Manager Job Description· Assistant Service Manager Job Description· HVAC Technician Instructor-Trainer Job Description· Lead Service & Maintenance Technician Job Description· Receptionist/Customer Care Specialist Job Description· Office Manager Job Description · Accounts Payable Job Description · Accounts Receivable Job Description· Truck Driver/Warehouse Supervisor Job Description

#7P3 Implementing Performance Incentives & Culture of Success:

1. Review how to implement performance incentive plans.

1. Review how to implement a company culture of success.

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#8 How to Drive Profitability Using Key Performance Indicators:

1. Review how to keep your business on using

1. Review how to establish financial & labor

1. Review common commercial service industry average financial

1. Review how to drive profitability using financial

1. Review how to use rules‐based management to drive financial

1. Review how to prevent running out of money using break‐even revenue

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#9 How to Efficiently Organize the Business for Growth:

1. Review why we need to organize business into groups.

1. Review commercial HVAC business organizational structure.

1. Review five logical commercial, organizational groups/departments.

1. Review office admin department functions & organizational structure.

1. Review sales department functions & organizational structure service.

1. Review service functions & organizational structure.

1. Review installation department functions & organizational structure.

1. Review construction department functions & organizational structure.

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ProductID1036

Commercial HVAC Service Contractor Organizational Charts Whether you are a one-person or a 200-person HVAC company, both perform the same business operating and work delivery functions. Each business function requires labor tasking to complete. What labor is needed depends on how much labor tasking is necessary to process the company’s book of business. No two companies have the same amount of labor tasking by business or work delivery function due to their mix of business types (e.g., construction, service, replacements, property management, building warranty companies, and others. However, all commercial HVAC companies should be organized in such a way as to compete competitively.

#11 How to Forecast Your Monthly Spend Plan:

1. Review why you need a monthly income and spending plan budget.

1. Review how to forecast labor staffing requirements by work category procedure.

1. Review how to use BudgetPro to develop service offerings spend plans.

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ProductID1039

BudgetPro Annual & Monthly Budgeting Calculator One of the critical factors in delivery service is the availability of skilled labor. Retaining and obtaining the right number of employees with the right skill sets is crucial to the service organization. Determining the right mix of employees requires forecasting future revenues by work category. BudgetPro is an annual and monthly labor and material forecasting program designed to automate all work categories’ forecasting and budgeting process. BudgetPro calculator is used by owners, general managers, service managers, installation managers, operations, and office managers. BudgetPro does everything a Guide version does, but more accurately and in a tenth of the time. The BudgetPro program is designed to help you quickly respond to potential new business scenarios. This program is provided in MS Excel format.

#12P1 Proven Strategies to Help You Recruit & Retain the Best People:

1. Review proven strategies to help you recruit the best.

1. Review proven strategies to help you retain the best.

1. Review why contractors are making bad hiring decisions.

1. Review the many costs of making a bad hire.

1. Review 9‐modern day hiring tips for hiring the right candidate.

1. Review a checklist for hiring employees.

1. Review a checklist for screening an applicant’s resume.

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#12P2 Assessing New Hire Training Needs & Coaching & Counseling Procedures:

1. Review how to assess the new hire training needs.

1. Review the coaching process to develop the team and individuals.

1. Review the counseling process to change troublesome work behaviors.

1. Review an example counseling process of a problem employee.

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*Product*ID1037	*Employment Application* This job or employment application is an official form given to applicants asking a wide range of questions both about the individual and their skills related to the job. Forms are legally defensible and stand as a way for applicants to introduce themselves to employers. Employees can be justifiably terminated for providing false information on this document that may be found post-hire. his document is provided in original MS Word format to be printed on your local printer.	*$69.95*
*Product*ID1038	*Employee Counseling Form* This document is used by service managers, installation managers, operations, and office managers. This document is provided in original MS Word format to be printed on your local printer.	*$69.95*

#13 How to Select and Implement Field Management Software:

1. Benefits of Field Service Management Software.

1. Checklist for Selecting Field Service Management Software.

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#14 How to Self‐Develop Your Leadership and People Skills:

1. Different Leadership Styles and When to Use Them.

1. The Top Leadership Skills to Improve.

1. Implement Your Leadership Skill Self‐Development Plan.

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