Episode Overview
Part 2 of Mastering Rental Growth with Elliott Vigil dives into what it takes to build a sales team that consistently performs. Kyle and Elliott discuss when to make your first sales hire, how to find and develop top talent, and why discipline, trust, and onboarding are essential to long-term success. From handwritten thank-you notes to structured ride-along training, this episode outlines practical steps to create a high-performing rental sales culture.
Timestamps:
- 00:00 – Introduction to building a powerful sales team for a rental company
- 01:32 – The importance of discipline and making sales calls on slower days
- 07:39 – Providing value during sales visits (sharing new products, catering meetings, discussing projects)
- 12:11 – Building trust through consistent visits instead of pushing for immediate sales
- 16:00 – Using handwritten thank-you notes to strengthen customer loyalty
- 23:33 – How to win back customers after issues by taking responsibility and asking, “What do I need to do to make this right?”
- 36:00 – When to hire a dedicated sales team and what qualities to prioritize (work ethic, coachability, motivation)
- 46:30 – Creating a structured onboarding process for new hires, including ride-alongs and training
