In residential sales, staffs encounter females more than 85 percent of the time, yet many HVAC sales staffs are up to 95-percent male. The heating and cooling industry needs to train more women to sell comfort in the home. The industry has reached a point where the portable computer can give everyone all the technical help needed to create a quality proposal.
Sales training also needs to change. For many years, salespeople obtained their knowledge from working their way through the trades.