In this episode, learn how Johnstone Supply manages the on and off seasons of their business and how they serve their customers during these times. Find out how this young leader is walking beside his sales team to deliver value to their customers.

Know your customer and create a relationship with them so strong that they can’t live without you. This is how Johnstone Supply has dominated the HVAC world. A hyperlocal field sales team allows them to really know their customers and be partners in service excellence. David Sioma, Regional Area Manager at Johnstone Supply Balsan Group explains their growth strategy and his approach to servant leadership with this team. 

“I am doing everything I possibly can to keep my reps in one to two adjacent counties. I want them to be that hyperlocal. I want them to see their contractors at their grocery store,” David Sioma, Johnstone Supply.

00:00 - Introduction
06:20 - Johnstone company culture
08:42 - Getting hired and David’s leadership style
11:15 - Johnstone business is booming
13:13 - Hyperlocalization
22:31 - F.A.T. kids
23:26 - Managing the on and off season
29:26 - Sales leadership without data
35:42 - Our sponsor Map My Customers

Johnstone Supply https://www.johnstonesupply.com/ 

Follow JT Rimbey on LinkedIn or send a message: https://www.linkedin.com/in/jtrimbey/ 

Follow David Sioma on LinkedIn or send a message: https://www.linkedin.com/in/siomasays/ 

About the Podcast
We've lined up for you some of the smartest movers and shakers in sales leadership to share their formulas for success and the tricks of the trade. The Field Sales Leadership Guide podcast discusses with experienced and successful sales leaders what works and what doesn't in the sales profession. Listen in as we tap into high performing sales leaders and their passion for field sales. Join us as we pull back the curtain giving you actionable insights and strategies that you can use with your sales team.

About the Sponsor
Traditional CRM aren’t designed with outside sales reps in mind. They're too cumbersome, complex and time consuming and lack mobile-friendly options. Use Map My Customers as the CRM of record or as the tip of the spear for your existing CRM. Designed specifically for outside sales reps, Map My Customers is a mobile-first platform that strategically segments accounts, provides optimized routing and mapping tools, activity logging and much more. Get a free hands-on tour at https://smarturl.it/mmc-trial. 

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