The 90 Second HVAC Sales Diagnostics

Wondering how your team's sales practices compare to teams across the country? Run through this quick diagnostic to find out.

You know your numbers. But do you know which parts of your sales process are helping and which are holding you back?

This diagnostic takes about 90 seconds. Answer honestly, tally your results, and you'll have a clear picture of where to focus improvement efforts.

Part 1: The Numbers

What's your average close rate?

• Below 25% → 0 points
• 25-35% → 1 point
• 35-45% → 2 points
• Above 45% → 3 points

Industry average sits between 30-50%. If you're below 30%, your process likely has gaps. Above 45% and you're outperforming most competitors.

What's your average ticket size?

• Below $8,000 → 0 points
• $8,000-$10,000 → 1 point
• $10,000-$14,000 → 2 points
• Above $14,000 → 3 points

Low average tickets often indicate defaulting to economy options or not presenting complete solutions. High performers consistently land above $12,000 by including warranties, maintenance agreements, and IAQ products.

What percentage of quotes get follow-up within 48 hours?

• Rarely or never → 0 points
• Sometimes → 1 point
• Usually → 2 points
• Every single one → 3 points

One contractor we work with generated $2 million just by calling outstanding quotes. Follow-up is where most teams leave the most money on the table.

Part 2: The Process

Does your team follow a consistent, documented sales process?

• No standard process → 0 points
• Loose guidelines → 1 point
• Defined steps, inconsistently followed → 2 points
• Documented process, followed every time → 3 points

You can't improve what you can't measure. Without consistency, you're guessing at what's working and what isn't.

Do you run a load calculation on every replacement opportunity?

• Rarely → 0 points
• Only when required for permits/rebates → 1 point
• Most of the time → 2 points
• Every single job → 3 points

Load calculations aren't just technical requirements. They're sales tools that demonstrate expertise and justify your recommendations with data.

How do you present options to homeowners?

• Single recommendation → 0 points
• Good/better/best without customization → 1 point
• Options tied to their stated needs → 2 points
• Options with visual aids showing their specific home → 3 points

Homeowners choose contractors who show them why a recommendation fits their situation. Generic proposals lose to customized presentations.

Part 3: Differentiation

What technology do you use during home visits?

• Clipboard and paper → 0 points
• Tablet for proposals only → 1 point
• Digital measurement and proposal tools → 2 points
• 3D modeling, load calculations, and visual presentations on-site → 3 points

Technology signals professionalism. It also compresses your sales cycle by building trust faster than competitors still using paper forms.

Can you complete a full quote in a single visit?

• Never, always requires follow-up → 0 points
• Sometimes, depends on complexity → 1 point
• Usually → 2 points
• Yes, every time → 3 points

Every day between the home visit and the proposal is a day the homeowner might call another contractor. Single-visit sales dramatically improve close rates.

Do homeowners comment on your process being different from other contractors?

• Never → 0 points
• Occasionally → 1 point
• Frequently → 2 points
• Almost every time → 3 points

If you're doing what everyone else does, you're competing on price. Differentiation creates value that justifies premium pricing.

Part 4: Team Development

How often do you review sales metrics with your team?

• Rarely → 0 points
• Quarterly → 1 point
• Monthly → 2 points
• Weekly → 3 points

What gets measured gets managed. Teams that review metrics regularly identify problems faster and maintain accountability.

Do you track close rates and ticket sizes by individual salesperson?

• No → 0 points
• Informally → 1 point
• Yes, but don't act on it → 2 points
• Yes, and use it for coaching → 3 points

Individual tracking reveals patterns. One person might close well but undersell. Another might have great tickets but struggle to close. The data tells you where to coach.

Score Your Results

Add up your points from all 11 questions.

0-11 points: Significant opportunityYour sales process has major gaps that are likely costing you revenue. Focus on fundamentals first: consistent process, load calculations on every job, and systematic follow-up.

12-22 points: Room to growYou're doing some things well but leaving money on the table. Look at where you scored lowest—those are your highest-leverage improvement areas.

23-28 points: Strong performerYour process is solid. Focus on incremental gains and technology adoption to pull further ahead of competitors.

29-33 points: Top tierYou're running a high-performing sales operation. Maintain your systems and look for ways to scale what's working across your team.

What Now?

Low scores aren't failures. They're opportunities you haven't captured yet.

Pick the category where you scored lowest. That's where improvement will have the biggest impact. A team struggling with follow-up can add significant revenue just by implementing a 48-hour callback system. A team with weak differentiation can transform close rates by adding visual tools to their process.

Small, focused changes compound. You don't need to fix everything at once.

Conduit Tech helps HVAC teams improve scores across the board—load calculations on every job, visual presentations that differentiate, and single-visit proposals that close faster. Book a demo to see how the platform works.