90-Minute Sales Coaching Session for Contracting Businesses

EAP’s structured Sales Coaching session follows the proven EOS (Entrepreneurial Operating System) Level 10 Meeting format, specifically tailored for contracting business owners who want to grow revenue, improve sales processes, and stop leaving money on the table. Designed for ongoing coaching relationships, this disciplined approach ensures you make consistent progress on your most critical sales and business development priorities.

Weekly Sales Coaching Session Structure:

• Segue (5 minutes) We start with a brief check-in to help you transition from running your business to working on your business. Share a personal or professional win, clear your head of urgent distractions, and get fully present for our coaching work. This connection time ensures we're addressing what's truly important to you today.

• Scorecard Review (5 minutes) We review your key sales and business development metrics from the past week or period—leads generated, estimates sent, close rate, average project value, pipeline value, revenue booked, cash collected, and any other measurable priorities we've established for your business. This quick data review immediately shows what's trending in the right direction and where problems are emerging before they become crises.

• Rock Review (5 minutes) We assess progress on your quarterly priorities (your "Rocks")—the 3-5 most important sales and growth initiatives you're committed to completing this quarter. Whether it's implementing a CRM system, developing a referral partner program, creating a standardized estimating process, hiring a salesperson or estimator, launching a new service line, or building a marketing system, we track on/off track status and surface any roadblocks preventing completion.

• Customer/Employee Headlines (5 minutes) You share notable updates from the field—major project wins or losses, customer feedback (positive or negative), employee challenges, supplier issues, job site problems affecting future sales, or competitor activity. This snapshot keeps us connected to the real-world context of your business and often reveals patterns that need attention.

• To-Do List Review (5 minutes) We review action items from previous sessions to drive accountability and ensure follow-through. This prevents important commitments from slipping through the cracks when you're juggling estimates, job sites, crews, and daily fires. Incomplete items are either completed now, rescheduled with commitment, or moved to our Issues List for deeper problem-solving.

• IDS: Identify, Discuss, Solve (60 minutes) This is where the real coaching happens. We work through your Issues List—the most pressing sales challenges, growth opportunities, and obstacles standing between you and your revenue goals. Using the IDS process, we:

  • Identify the real issue beneath the surface symptoms

  • Discuss root causes, different perspectives, and potential solutions

  • Solve by determining specific, actionable next steps with clear ownership

Common issues for contracting sales teams include: inconsistent lead flow, estimating too low and losing margin, losing bids to lower-priced competitors, difficulty moving from estimates to signed contracts, poor qualification (chasing bad leads), no systematic follow-up process, tension between selling and managing projects, pricing strategy and when to walk away, handling price objections, building recurring revenue or maintenance agreements, creating a sales process that doesn't depend entirely on you, developing proposals that sell, asking for referrals, managing seasonal revenue fluctuations, or transitioning from owner-does-everything to a scalable sales system.

We typically tackle 2-4 issues per session, going deep enough to create real breakthroughs rather than applying surface-level band-aids. You'll leave with clarity, confidence, and a concrete action plan.

• Conclude (5 minutes) We recap the session by confirming your commitments (To-Dos) and ensuring crystal-clear accountability for what you'll accomplish before our next session. We rate the meeting on a scale of 1-10 to ensure it delivered real value and identify any adjustments needed to make future sessions even more productive.

What Makes EAP Sales Coaching Effective: EAP’s Coaching Session format eliminates the chaos and creates a predictable rhythm for growing your contracting business. Instead of reacting to whatever fire is burning hottest that week, you stay focused on the metrics and priorities that actually build long-term value. The structure means you arrive prepared, stay focused on high-leverage activities, and leave with specific actions instead of good intentions. Over time, this consistent cadence creates momentum, drives accountability, and produces measurable results in your revenue and profit.

Ideal For: Contracting business owners (general contractors, roofing, plumbing, HVAC, paving, remodeling, landscaping, etc.) who are serious about growing revenue, improving their sales effectiveness, and building a business that doesn't depend entirely on them to close every deal. This format works best when conducted weekly to maintain momentum and ensure steady progress on your most important growth priorities.