Career Stage: Salesperson

MSCA Sales Basecamp, Fall 2025

Sales Basecamp is where it begins for entry-level service sales personnel. In this competitive and uncertain business landscape, the rules of sales and customer engagement have changed. This two-day program will prepare this recent hire with relevant skills for time management and confidently selling HVACR services. Closing the deal is demystified with this course.

Topics include:

  • Building trust with potential customers and dimensions for building relationships
  • Successfully maneuvering through the prospecting process and accurately profiling customers
  • Avoiding traps in proposal development, and effectively linking features with needs

*Prerequisites:

  • For those new to the industry, completing MSCA’s HVAC 101 online course is a must! This will catch you up on HVACR basics and increase your sales strengths!
  • Completion of your company’s onboarding activities so that you understand your company’s value proposition and core competencies will set you up for success in bringing your new sales skills back to the office.
  • REQUIRED Virtual Introduction to the class scheduled for Wednesday, September 10 at 1:00 p.m. EST – The link will be provided after registration is complete.

TENTATIVE SCHEDULE
(SUBJECT TO CHANGE):

Wednesday, October 1

Arrivals at Leisure

Thursday, October 2

7:00 a.m. Breakfast
8:00 a.m. Instruction Begins
12:00 p.m. Lunch Provided
5:00 p.m. Class Ends
6:00 p.m. Dinner

Friday, October 3

7:00 a.m. Breakfast
8:00 a.m. Instruction Begins
12:00 p.m. Lunch Provided
2:00 p.m. Class Ends
Departures at Leisure

 

MSCA Sales Basecamp, Spring 2025

Sales Basecamp is where it begins for entry-level service sales personnel. In this competitive and uncertain business landscape, the rules of sales and customer engagement have changed. This two-day program will prepare this recent hire with relevant skills for time management and confidently selling HVACR services. Closing the deal is demystified with this course.

Topics include:

  • Building trust with potential customers and dimensions for building relationships
  • Successfully maneuvering through the prospecting process and accurately profiling customers
  • Avoiding traps in proposal development, and effectively linking features with needs

*Prerequisites:

  • For those new to the industry, completing MSCA’s HVAC 101 online course is a must! This will catch you up on HVACR basics and increase your sales strengths!
  • Completion of your company’s onboarding activities so that you understand your company’s value proposition and core competencies will set you up for success in bringing your new sales skills back to the office.
  • Virtual Introduction to the class scheduled for February 25 at 1:00 p.m. Eastern – The link will be provided after registration is complete.

Schedule (subject to change):

 

2026 WiMI Conference

The annual WiMI conference will feature exceptional speakers, interactive educational sessions, industry related roundtables and opportunities to build lasting relationships with fellow women in the mechanical industry. A full menu of educational offerings will help you discover all the opportunities this industry has to offer. From industry newcomers to executives, and everyone in between, this is the event to attend for all women in the mechanical contracting industry.

MSCA Sales Basecamp, November 2024

Sales Basecamp is where it begins for entry-level service sales personnel. In this competitive and uncertain business landscape, the rules of sales and customer engagement have changed. This two-day program will prepare this recent hire with relevant skills for time management and confidently selling HVACR services. Closing the deal is demystified with this course.

 

2025 Converge

The MCAA Converge isn’t just a meeting; it’s a meticulously crafted experience designed to address the unique needs of your company. Picture executive-to-executive meetings, a melting pot of strategic discussions, and an atmosphere buzzing with innovation. At Converge, we redefine engagement, offering a top-tier, strategic experience that goes beyond the local level. Executives from 25 Manufacturers & Suppliers and 40 Member Contractors converge to explore a spectrum of topics: from current and future market conditions to upcoming significant projects, emerging technologies, and the invaluable art of relationship building.

TENTATIVE AGENDA:

Monday, June 23:
11:00 a.m. – 4:00 p.m. Registration at the Lofton Hotel Minneapolis
12:00 p.m. – 4:00 p.m. Meeting Suite Move-In at the Target Center (600 First Avenue North Minneapolis, MN 55403)
5:30 p.m. – 8:30 p.m. Reception & Dinner at the Lofton Hotel Minneapolis

Tuesday, June 24:
7:00 a.m. – 8:00 a.m. Breakfast at the Target Center (600 First Avenue North Minneapolis, MN 55403)
8:15 a.m. – 11:50 a.m. Converge Meetings (4)
11:50 a.m. – 12:45 p.m. Lunch
1:00 p.m. – 4:45 p.m. Converge Meetings (4)
5:30 p.m. Cocktail Reception at the Lofton Hotel Minneapolis
6:30 p.m. – 8:30 p.m. Dinner at the Lofton Hotel Minneapolis

Wednesday, June 25:
7:00 a.m. – 8:00 a.m. Breakfast at the Target Center (600 First Avenue North Minneapolis, MN 55403)
8:30 a.m. – 12:00 p.m. Converge Meetings (4)
12:00 p.m. Grab & Go Lunch

MSCA 2028 Annual Education Conference

Explore critical topics such as management, personnel, finance, service technology, training, and recruiting issues. This is the only industry conference specifically geared to service companies and the unique challenges and issues they face. Also included is an exhibit of products and services that can help you run your business more efficiently. Education sessions will help you make your time, resources, and personnel go farther. Plus, there are expanded opportunities for structured networking and peer group discussions as well as numerous social events.

 

2025 WiMI Conference

The annual WiMI conference will feature exceptional speakers, interactive educational sessions, industry related roundtables and opportunities to build lasting relationships with fellow women in the mechanical industry. A full menu of educational offerings will help you discover all the opportunities this industry has to offer. From industry newcomers to executives, and everyone in between, this is the event to attend for all women in the mechanical contracting industry.

2024 WiMI Conference

The annual WiMI conference will feature exceptional speakers, interactive educational sessions, industry related roundtables and opportunities to build lasting relationships with fellow women in the mechanical industry. A full menu of educational offerings will help you discover all the opportunities this industry has to offer. From industry newcomers to executives, and everyone in between, this is the event to attend for all women in the mechanical contracting industry.

MSCA 2026 Annual Education Conference

Explore critical topics such as management, personnel, finance, service technology, training, and recruiting issues. This is the only industry conference specifically geared to service companies and the unique challenges and issues they face. Also included is an exhibit of products and services that can help you run your business more efficiently. Education sessions will help you make your time, resources, and personnel go farther. Plus, there are expanded opportunities for structured networking and peer group discussions as well as numerous social events.

 

2025 MSCA Annual Education Conference

Explore critical topics such as management, personnel, finance, service technology, training, and recruiting issues. This is the only industry conference specifically geared to service companies and the unique challenges and issues they face. Also included is an exhibit of products and services that can help you run your business more efficiently. Education sessions will help you make your time, resources, and personnel go farther. Plus, there are expanded opportunities for structured networking and peer group discussions as well as numerous social events.

 

MSCA 2024 Annual Education Conference

Explore critical topics such as management, personnel, finance, service technology, training, and recruiting issues. This is the only industry conference specifically geared to service companies and the unique challenges and issues they face. Also included is an exhibit of products and services that can help you run your business more efficiently. Education sessions will help you make your time, resources, and personnel go farther. Plus, there are expanded opportunities for structured networking and peer group discussions as well as numerous social events.

 

MSCA 2030 Annual Education Conference

Explore critical topics such as management, personnel, finance, service technology, training, and recruiting issues. This is the only industry conference specifically geared to service companies and the unique challenges and issues they face. Also included is an exhibit of products and services that can help you run your business more efficiently. Education sessions will help you make your time, resources, and personnel go farther. Plus, there are expanded opportunities for structured networking and peer group discussions as well as numerous social events.

 

MSCA 2027 Annual Education Conference

Explore critical topics such as management, personnel, finance, service technology, training, and recruiting issues. This is the only industry conference specifically geared to service companies and the unique challenges and issues they face. Also included is an exhibit of products and services that can help you run your business more efficiently. Education sessions will help you make your time, resources, and personnel go farther. Plus, there are expanded opportunities for structured networking and peer group discussions as well as numerous social events.

 

2023 MSCA Sales Masters Program – Week 2

Sales Masters Program Overview

You have already enrolled and completed Sales Masters Week 1. Now enjoy Week 2 at the University of Houston.  

Week 2 of Sales Masters is November 5-10, 2023 at the University of Houston in Houston, TX.

Sales Masters (Week 2)

In Sales Masters Week 2, the high level of training continues on the campus of the University of Houston’s Sales Excellence Institute. This week long-program will provide an unparalleled experience in a high-tech academic setting taught by acclaimed sales experts.  Participants will be challenged to use inventive thinking to cultivate their talents and elevate their sales skills to ensure peak performance. Attendees will learn through industry-specific case studies, experiential role-play opportunities and a personalized post-training plan to ensure implementation of concepts and tools learned. 

Topics include:

  • Advanced topics in verbal and non-verbal communication 
  • Personal and organizational time management 
  • Understanding complex decision centers 
  • Developing strategic relationships 
  • Managing with influence, not authority 

2024 MSCA Sales Basecamp

Sales Basecamp is where it begins for entry-level service sales personnel. In this competitive and uncertain business landscape, the rules of sales and customer engagement have changed. This two-day program will prepare this recent hire with relevant skills for time management and confidently selling HVACR services. Closing the deal is demystified with this course.

2023 MSCA Sales Masters Program – Week 1

Sales Masters Program Overview

With a curriculum designed by MSCA in-the-field experts in partnership with sales specialists from the University of Houston Sales Excellence Institute, this two-week program is perfect for service sales employees who often find it difficult to get useful training for their level of expertise that is specific to the mechanical service industry. The program comprises Sales Masters Week 1 and Sales Masters Week 2.

Week 1 of Sales Masters is April 30-May 4, 2023 at Eaglewood Resort in Itasca, IL.

Week 2 of Sales Masters is November 5-10, 2023 at the University of Houston in Houston, TX.

Sales Masters (Week 1)

The highly anticipated Sales Masters Week 1 is a new four-day program specific to the intermediate-level service sales employee. No longer new to the industry or perhaps even the company, this employee is a valuable member of the team with several years of experience that have refined his or her skills and abilities. But, these employees may be missing the tools and insights needed to really take their expertise to the next level. Sales Masters I will give these professionals the boost they need to become the go-to resource for their teams and customers.

Topics include:

  • Establishing a prospecting plan to build your portfolio and identify new opportunities
  • Enhancing your proposal writing and presentation skills to proactively identify needs before they arise and opportunities for add-on services
  • Understanding the art of financial selling to create more consultative partnerships with customer executives on your accounts

Sales Masters (Week 2)

In Sales Masters Week 2, the high level of training continues on the campus of the University of Houston’s Sales Excellence Institute. This week long-program will provide an unparalleled experience in a high-tech academic setting taught by acclaimed sales experts.  Participants will be challenged to use inventive thinking to cultivate their talents and elevate their sales skills to ensure peak performance. Attendees will learn through industry-specific case studies, experiential role-play opportunities and a personalized post-training plan to ensure implementation of concepts and tools learned. 

Topics include:

  • Advanced topics in verbal and non-verbal communication 
  • Personal and organizational time management 
  • Understanding complex decision centers 
  • Developing strategic relationships 
  • Managing with influence, not authority 

2023 Sales Leadership Symposium

The Sales Leadership Symposium is two days of focused training for anyone who manages sales personnel. This course is designed for HVACR service sales leaders who are responsible for any aspect of sales in the industry. It will teach leaders how to drive revenue growth, enhance sales team productivity and ensure employee retention. It is recommended to attend this course before sending your sales personnel to participate in other Sales Institute courses (Sales Basecamp or Sales Masters). This ensures that service sales leaders who recruit, hire, train and/or coach are committed not only to their own growth, but to the long-term development of their team. It will help create a more cohesive work environment between the sales team and managers.

WiMI 2023 Conference

The 3rd Annual WiMI conference will feature exceptional speakers, interactive educational sessions, industry related roundtables and opportunities to build lasting relationships with fellow women in the mechanical industry. A full menu of educational offerings will help you discover all the opportunities this industry has to offer. From industry newcomers to executives, and everyone in between, this is the event to attend for all women in the mechanical contracting industry.

MSCA 2023 Annual Education Conference

Explore critical topics such as management, personnel, finance, service technology, training, and recruiting issues. This is the only industry conference specifically geared to service companies and the unique challenges and issues they face. Also included is an exhibit of products and services that can help you run your business more efficiently. Education sessions will help you make your time, resources, and personnel go farther. Plus, there are expanded opportunities for structured networking and peer group discussions as well as numerous social events.

To join the MSCA23 Education Conference wait list:

  • Email events@mcaa.org and say you would like to join the MSCA23 Wait List
  • Provide: name, company, email, phone number, and desired hotel reservation nights (check in weekday/date, check out weekday/date)
  • We will be monitoring the wait list and contacting people as rooms become available

MSCA 2021 Annual Educational Conference

Take advantage of the visionary point of view and cutting-edge educational offerings that characterize this, the only industry conference specifically for mechanical service contracting companies. The conference features current issues and trends in service and service sales management, personnel, finance, marketing, training and recruiting. Conference sponsors and exhibitors display new and state-of-the-art products of special interest to mechanical service: automated systems, products promoting sustainability, supporting software, aids to unique service solutions and more. Educational sessions and unique peer-group communication opportunities invigorate attendees, preparing them for the year ahead.