TradeWeave · ServiceTitan Role Workflows

Sales Rep / Comfort Advisor

Turns a diagnosis into revenue. Lives almost entirely inside the Estimates flow, and its biggest lever is structural: Good-Better-Best tiering. Customers pick the middle option most often — that's where deliberate margin should live.

Field Mobile App Estimates / Proposals Proposal Templates Follow Up > Sold Estimates + Financing Integration + ServiceTitan Max Atlas

The role's biggest lever isn't personal charisma — it's structural. Presenting Good-Better-Best tiers instead of a single number measurably raises average ticket size, and customers pick the middle tier most often. That means deliberate margin design belongs in the Better tier, not the top or bottom. Everything else — financing, memberships, follow-up — builds on top of that base estimate flow.

Day in the life

The five-stage flow

From building the tiered estimate through presenting, financing, closing, and layering in a membership sale.

1

Build the estimate

Estimates tabProposal Templates
  • Estimate templates must be grouped into a Proposal Template to appear on mobile at all.
  • Items without a pricebook category are invisible in the mobile pricebook — the most common "missing item" complaint.
  • Build (or use) a Good-Better-Best tier set rather than one flat number — tiered options measurably raise ticket size.
2

Present the options

Presentation viewAtlas Max
  • Present all tiers side by side; member vs. non-member pricing shows automatically.
  • Structure the Better tier as the one you most want to sell — it's the one customers choose most often.
  • Mark a tier Recommended to steer attention without removing choice.
  • ServiceTitan Max: ask Atlas about the "Estimate" specifically — not "quote" or "proposal."
3

Offer financing before the total price

Financing Plans
  • Present financing before stating the full price — customers approve more readily seeing a monthly number first.
  • Select plans mapped to the current business unit/job type; toggle on monthly-payment display.
  • If financing options are missing, check the merchant account connection before assuming the customer doesn't qualify.
4

Close and route to the right post-sale path

Accept & SignFollow Up
  • Sold — Work Now: items add straight to the current job invoice.
  • Sold — Schedule Later: saved as sold but not invoiced today — office books the actual job from Follow Up > Sold Estimates.
  • Not Sold — Follow Up Later: logged to Follow Up > Opportunities for office callback.
  • Multi-trade jobs: use Actions > Add to Project to attach the estimate properly.
No undo Signatures are irreversible once items are invoiced. Get the tier and scope right before the customer signs, not after.
5

Layer in a membership sale

Sell MembershipEquipment tab
  • Use Sell Membership, not Add Membership — only Sell Membership populates the Sold By field correctly for rep credit.
  • Confirm the First Billing Date matches the sale date and collect the recurring-billing card at point of sale.
  • Attach equipment to the membership from the field — without it, nothing auto-schedules future visits, even though the membership shows as sold.

Reference

Pitfalls & performance

Common pitfalls

SymptomFix
Template doesn't show on mobileGroup it into a published Proposal Template
Pricebook item "missing" in fieldAssign it a category
Member discount not applyingDon't manually enter prices — let Dynamic Pricing calculate
Financing not visibleCheck plan mapping to BU/job type and loan minimum
Membership sold, no recurring visitsAttach equipment to the membership in the field
Estimate stuck after sendingSent can't revert to Draft — confirm before sending

KPIs to watch

MetricWhere
Estimate close rateReports > Estimates
Average estimate valueEstimates reports
Memberships sold per repMemberships reports
Unsold estimate follow-up rateFollow Up > Opportunities
Financing approval / offer rateFinancing reports

Source articles