In this episode of Owned and Operated, John Wilson is joined by Jack Carr (Jackquisitions) to break down the 4 steps to train your sales team and raise revenue fast.
From building a repeatable process to setting metrics, John and Jack share how to treat sales like an order of operations—diagnosing problems step by step so your team can fix weaknesses and improve call over call. They discuss why consistency beats ad-hoc training, how to gamify scoreboards so techs know exactly where they stand, and why “inspect what you expect” is the ultimate accountability layer.
John shares how his $30M HVAC, plumbing & electric company used sales training to drive 50% year-over-year growth, while Jack explains how bringing on a salesperson as his third hire fueled 100% growth three years in a row.
Together, they unpack:
- Step 1 – Have a process: Scripts, SOPs, and the scientific method of diagnosing sales gaps
- Step 2 – Be consistent: Regular training, skills practice, peer feedback, and role play
- Step 3 – Install metrics: Scoreboards, targets, gamification, and making numbers visible daily
- Step 4 – Inspect what you expect: Ride-alongs, monitoring calls, coaching, and accountability loops
🎙️ Host
John Wilson → https://x.com/wilsoncompanies
🎙️ Guest
Jack Carr → https://x.com/TheHVACjack
💼 Special Thanks to AppleTree Business Services!
One of the most common and expensive mistakes in acquisitions is not getting serious about accounting. Whether you’re buying a business or running one, you need the right financial partner. That’s why we’ve partnered with AppleTree Business Services — a one-stop shop fluent in tools like ServiceTitan and Housecall Pro.
👉 Listeners get a free tax & financial review, plus 10% off quality of earnings when buying a business.
Visit https://appletreebusiness.com and tell Patrick Owned and Operated sent you!
💼 Shoutout to Quick Staffers LLC
Need trained HVAC & plumbing CSRs at a fraction of the cost? Quick Staffers LLC specializes in placing top-tier global talent with the best SOPs and scripts.
🔥 Get $1,000 off your first placement here
💼 Big Reputation
Stop chasing reviews and watching competitors outrank you. Big Reputation is the AI-powered review + SEO platform built for home service pros. Automate review generation, respond with AI, track local SEO, and integrate with your CRM. Setup is free, and your first month’s on the house.
👉 Book your demo → https://bigreputation.ai
More Ways To Connect with O&O
John Wilson, CEO of Wilson Companies
Jack Carr, CEO of Rapid HVAC
📌 Disclaimer: Some links may include UTM parameters or affiliate relationships, meaning we may earn a commission if you make a purchase. Episodes may feature sponsors, but all opinions expressed are our own.
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