Why “Sharpen Season” is the Secret Weapon of High-Performing Teams in the Trades
When the phones stop ringing like they did all summer, motivation can dip just as fast as the workload.
So how do you keep your team engaged when the pace changes in the slow season?
You flip the focus from production to preparation.
Now’s the time to sharpen the saw. Not just because it’s quieter, but because what you do now determines how ready your team will be when things ramp back up.
It Starts with Their "Why"
Last week, I sat with a service manager who asked, “How do I get my team to take training seriously during the slow season?”
My answer? Make it personal.
If hitting the number means you get a bonus, they might not care. But if it means they get an engagement ring, or a down payment on a car, or that dream trip to Florida, they care a lot more.
That’s where one-on-ones come in. If they’ve fallen off during the summer rush, now’s the time to get them back on the calendar. Use those meetings to ask:
“What does success mean for you right now?”
When your people emotionally buy into the goal, training becomes a way to get what they want, not just what the business needs.
Need a structure? Download the free 1:1 Agenda Tool to make those conversations count.
Sharpening Should Be Fun
You don’t have to run the show alone. The best leaders use what’s already in the room.
One of my friends at Rogers Heating & Cooling had a simple but genius idea: two blank spin wheels.
One with objection types (too expensive, need to think about it, talk to spouse, etc.)
One with customer types (based on DISC or social styles)
They spun both, then role-played how to handle the objection with that type of customer.
It was fast, it was real, and it got everyone talking, laughing, and practicing, not just listening.
You can do the same with upselling techniques, product knowledge, or troubleshooting scenarios.
Let the Team Lead the Way
Don’t shoulder the whole load. Ask your leads to identify who the top performers are in each sharpening area and have them run a short training.
Use the “show me, tell me, try it” method:
Show the skill in action
Tell them the why behind it
Let everyone practice it live
Your team gets stronger. Your leaders grow. And you don’t burn yourself out trying to do it all.
Use Your Vendor Partners
Your manufacturers, distributors, and CRM providers likely have training tools, budget, and support staff ready to help. You just need to ask.
Pull them in for lunch-and-learns. Have them demo a feature or teach a best practice. These partnerships exist to help you win. Take advantage.
What Gets Measured Gets Done
Whatever you train on, track it. Measure progress in service tickets, upsell rate, callback reduction, or survey scores.
Give your team a way to see their growth.
It’s not about adding pressure, it’s about reinforcing purpose. And when that purpose is tied to their personal goals, you’ll have a fired-up team by January.
Let the slow season sharpen your edge!
Download the free 1:1 Agenda Tool to start those goal-setting conversations today.
