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June 8, 2024

What It Takes To Grow Revenues From 5M to $700M

In this episode of the Sales Leadership Awakening Podcast, Dan Flanagan, Chief Sales Officer at BluSky Restoration Contractors, shares his company’s remarkable growth journey from $5 million to $700 million in revenue. He underscores the importance of remaining teachable, coachable, and diligently striving for success, viewing these qualities as indispensable for personal and professional growth. 

He also explores the significance of building a strong team culture, encouraging ownership thinking among employees, and the role of philanthropy in enhancing company values.

“You got to wake up every day and say, we’re not on autopilot. These things are important. That’s one of the biggest things; we keep those values and missions front and center. ” – Dan Flanagan

Key Takeaways:

  • A teachable and coachable attitude is crucial for continuous personal and professional growth, highlighting the importance of humility and adaptability.
  • Cultivating a strong team culture through celebration, team selling, and philanthropy fosters camaraderie and purpose, driving organizational cohesion and performance.
  • Investing in employee development and ownership nurtures talent, enhances retention, and fosters commitment and loyalty among the workforce.
  • Vigilance in upholding company values is essential for sustained success, demanding unwavering commitment even in challenging times.
  • Creating a fun and collaborative work environment boosts morale and productivity, enhancing employee engagement and overall organizational success.
The interactive podbook below contains videos, audio, articles, summaries, transcripts, and YouTube shorts from this podcast episode.

Full Episode Article:

Title: “What It Takes To Grow Revenues From 5M to $700M”

Byline: From an interview with sales leadership and coaching experts Colleen Stanley and Steven Rosen, along with their guest speaker Dan Flanagan, Chief Sales Officer at BluSky Restoration Contractors


In the world of sales leadership, the key to success lies in the ability to adapt, learn, and evolve. Dan Flanagan’s journey from knocking on doors to leading a $700 million organization highlights the importance of being teachable and coachable. His emphasis on continual learning and hiring individuals with a similar mindset underscores the foundational principle that growth stems from a willingness to explore new ideas and strategies. He attributes much of his success to his early experiences at the Southwestern Company, where he imbibed the ethos of being open to learning from every opportunity. As Dan delves into the significance of maintaining a learning culture, he sets a compelling example for leaders seeking sustainable growth in today’s dynamic marketplace.

Embracing a Learning Mindset

Dan’s approach to hiring coachable individuals reflects a strategic alignment with fostering an environment conducive to innovation and growth. Organizations can cultivate a workforce that thrives on continuous improvement by prioritizing teachability and a hunger for knowledge in potential team members. This emphasis on learning not only propels individual development but also enhances the collective capacity of the team to navigate challenges and seize opportunities in a rapidly evolving sales landscape.

Moreover, his advocacy for remaining humble and open to learning serves as a beacon for leaders aiming to instill a culture of excellence within their organizations. By nurturing a learning mindset and hiring individuals receptive to feedback and growth, sales leaders can position their teams for sustained success in the ever-evolving sales ecosystem.

Dan aptly says, “If you’re teachable and coachable and work hard, you’ll be successful.” This fundamental principle underscores the transformative power of embracing a learning mindset in driving sales leadership excellence.

Cultivating a Culture of Ownership Thinking

One of the hallmarks of BluSky Restoration’s success lies in its unique approach to fostering a culture of ownership thinking. Dan’s emphasis on creating a sense of ownership among employees through initiatives like the Key Employee Group (KEG) program exemplifies the organization’s commitment to empowering its team members. BluSky has created a workforce of 250 owners who are deeply invested in the company’s success by providing real ownership opportunities and incentives.

The concept of ownership thinking transcends mere financial rewards; it encompasses a sense of accountability, pride, and commitment among employees. Organizations can foster a spirit of initiative, innovation, and personal responsibility by instilling a culture where every team member is encouraged to think and act like an owner. This collective ownership mentality drives operational excellence and enhances employee engagement, retention, and overall organizational performance.

Dan’s experience underscores the transformative impact of ownership thinking on organizational culture and growth. By creating a workforce of 250 owners, BluSky has unlocked the potential of its employees, driving innovation, collaboration, and success at every level of the organization. This ownership thinking ethos is a powerful driver of sustained growth, resilience, and excellence in today’s competitive sales landscape.

Staying Vigilant: Avoiding Complacency 

In the dynamic realm of sales leadership, the risk of complacency poses a significant threat, possibly disrupting even the most accomplished organizations. Dan’s apt reminder that “nothing’s on autopilot” warns against the dangers of becoming too comfortable or stagnant in one’s approach. Maintaining a proactive and vigilant stance is essential to long-term success in an industry where change is the only constant.

By acknowledging that growth demands continual effort, adaptation, and innovation, sales leaders can steer their organizations away from complacency and towards sustained excellence. His insight is a strong reminder that staying stagnant means losing ground in today’s highly competitive market. By fostering a culture of constant improvement and adaptability, sales leaders can prepare their teams to thrive amidst changing circumstances.

Dan’s message encourages sales leaders to stay alert and proactive and forward-looking. By fostering a culture that rejects complacency in favor of continuous growth and development, organizations can confidently navigate the challenges of the sales environment, demonstrating resilience and unwavering dedication to excellence.


In sales leadership, achieving success means embracing learning, ownership, and staying alert. Dan Flanagan’s advice guides leaders aiming for growth and excellence. By valuing learning and staying open to coaching, leaders can build a culture of constant improvement. Encouraging employees to take ownership and avoid complacency helps organizations adapt and excel in the sales industry’s challenges. In a dynamic field like sales leadership, success comes from embracing change, ownership, and a commitment to growth. Being open to learning, coaching, and staying alert ensures seizing opportunities and overcoming obstacles with determination and agility.

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