Build a Stronger Sales Team: Here’s How One Manager Transformed His Department

When Sean Wheeler stepped into the role of Sales Manager at Best Care Home Services in Bartlett, TN, he knew he had work to do—and quickly. Leading a sales team is no small task, and like many emerging leaders in the home services industry, Sean was looking for structure and a path forward.

In November 2024, Sean attended Sales Management and Coordination, a three-day Nexstar course led by Master Trainer Kurtis Threlkeld. What happened in the few months following the training was a pivotal point—not just for Sean, but for the entire Best Care team – as they transitioned their newfound knowledge into action. “The class was truly a game-changer for both me and our team,” Sean reflected. “I gained the clarity and confidence I needed to lead with purpose.”

Creating Clarity in the Chaos

The training is designed for sales managers, department leaders and lead coordinators. Participants learn how to build and support a high-performing sales team—with a focus on people, proven processes, and long-term success.

Sean recalled how impactful it was to learn the structure behind those sales roles. “Before the training, we were going through the motions,” he said. “This class helped me see the insights and discipline needed to drive real results.”

One standout portion of the training focuses on leads—where they come from, how they’re handled, and how to avoid letting them slip through the cracks. For Sean, this section served as a breakthrough moment. “The Introduction to Leads chapter completely shifted how I view the sales process—especially the importance of consistently filling the board and maintaining strong follow-through to close the sale.”

From Insight to Impact

At the time of training, Best Care’s gross margin hovered in the low 40th percentile. Four months later, the team’s gross margin climbed to 54%. “With the insights and tools I brought back from the class—and the guidance on how to lead and coordinate a sales team effectively—we were able to apply those principles immediately and generate results,” Sean explained.

Kurtis was impressed, but not necessarily surprised by the numbers. “The goal is to help our members maximize revenue—and send as much as possible to the bottom line,” Kurtis explained. “All the tools are shared in class – what they do with that information afterward is up to each attendee. Kudos to Sean for taking the learnings and successfully putting them into action. He asked a lot of questions during the training and was very engaged. Seeing him step up guided by those best practices, do the work, and rally his team is inspiring.”

More Than a Course—A Calling

Beyond the proven content and compelling approach, what makes this course special for Kurtis is the passion and meaning behind it. The training serves as an opportunity to pay it forward to an industry that shaped his own career.

“When a trainer shows up, we’re kind of like the shiny new toy—people get excited during training, but once we leave, we don’t always get to see what happens next,” he explained. “That’s why hearing about Sean’s success meant so much. I’m in this role because of what the industry has given me, and it’s an honor to help others grow in the same way.”

Kurtis expanded on this thought, and he challenges other members to help further the careers of others. “I’ve heard feedback from people who feel they’ve ‘outgrown’ this training. Shame on them. The essence of Nexstar is “Success through education and sharing,” Kurtis explained. “If you’ve built a great sales department, that’s awesome—but I’d venture to say you didn’t do it alone. It’s our responsibility to share that wealth of knowledge. That’s how we raise the bar. That’s how we build a better future generation for our PHCE trades industry.”

And in the process of giving, Kurtis notes, we often find new inspiration ourselves. “If we come in with an open mind, chances are we’ll walk away with something that makes our team even stronger.”

Interested in building a stronger, more intentional sales team through Sales Management and Coordination training? Members check out the latest schedule on the website.

If you’re not a Nexstar member, but curious to learn more about our mission to help turn the world’s best tradespeople into the world’s best businesspeople, contact us today!

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