Episode Overview
Kathryn Howard’s journey has taken her from direct sales to leading a growing service business.
The head of mergers and acquisitions for Fresno-based Lee's Air, Plumbing, Heating, & Roofing has mastered the art of creating a high-performance environment in the trades.
She believes that understanding customer purchasing behavior is one of the keys to sales success.
“ You don't know the balance in [a customer’s] bank account, you don't know the availability on their credit line, and you don't know how they choose to spend their money,” Howard says. “So when you're selling something, you need to present all possible options.”
Along with that, sales professionals need to get on the same page as their customers.
“ Your team needs to understand how their goals align with your goals,” Howard says. “Get them plugged in so that they believe in the system and they're willing to follow you. That's what creates a high-performance environment.”
Her leadership philosophy for teams focuses on building culture that drives success and unlocks peak performance.
“ The people who are responsible for producing revenue for your organization need the professional posture to control a conversation for a desired outcome,” Howard says. “Their personal development is their professional development.”
One more component needs to exist for individuals and teams to be successful: perpetual drive.
“I need ‘A’ players,” Howard says. “If you’re just playing to show up and get paid and go home, this isn’t for you. I need the best version of yourself every single day.”
Kathryn Howard recently joined ServiceTitan’s Jackie Aubel on the “Toolbox for the Trades” podcast, which included Howard’s thoughts on:
[4:12] Teaching technicians not to sell within their own budgets
[6:41] Working internationally
[13:40] How to create a high-performance environment for your team
[22:19] Why personal development is critical to your team’s success
[28:38] Creating pathways for underrepresented groups in the trades
To hear more stories from the trades, subscribe to Toolbox for the Trades on Apple Podcasts, Spotify, Google, or anywhere you get podcasts.
Related Videos
About ServiceTitan
ServiceTitan is a comprehensive software solution built specifically to help home service companies streamline their operations, boost revenue, and substantially elevate the trajectory of their business.
Our comprehensive, cloud-based platform is used by thousands of electrical, HVAC, plumbing, garage door, and chimney sweep shops across the country—and has increased their revenue by an average of 25% in just their first year with us.
Ready to learn more about what ServiceTitan can do for your business?
