The Secret to Sales for the Home Improvement Company

By Dani Sheehan. 

How two industry entrepreneurs found a way to give back with this unique coaching program. 

Running a company is nothing short of becoming a superhero each morning. There are so many areas of the business that must be attended to, from general business management to the selling and installation of your products and services to training your employees. More than likely, you have your hand in all these areas, but you are also enlisting help from your team to act as eyes and ears when you aren’t available. Good leadership means delegating tasks to other experts that ensure the work gets done, and the diversity of voices and knowledge allows the opportunity for growth and differentiation within the industry. 

Grosso University was founded out of a need to outsource those parts of the business where extra support was needed. Wanting to carry out the legacy of Rick Grosso, Dominic Caminata and Nick Richmond have been in the home improvement business for over 30 years. Wanting to give back to an industry so close to their hearts, they now provide businesses with a trustworthy resource to maximize profitability and improve sales onboarding and training systems. Their approach is simple. Implement a sales system that is learnable, trainable and repeatable.  

• Learnability: It isn’t about reinventing the wheel to stand out as an outstanding company. The sales training process is easy to learn and clearly defined to ensure that any team member can learn from the fundamentals to what they call, becoming a “certified closer” at their own pace. Understanding company culture is a big driver in successful learning. Grosso University offers a variety of resources for every learning style and defines their success by each team’s growth. 
• Trainability: Many of the business owners in the industry didn’t get into it for their love of sales or tracking spreadsheets. They did it because they love this industry, saw a need and filled it. Luckily, successful selling is a skill that can be taught, from technical expertise to soft skills development. You know your company already does great work, but gaining deeper knowledge and confidence in selling can further increase customer satisfaction. And word of mouth is one of the best marketing tools around, even in the digital age. 
• Repeatability: You wouldn’t buy a tool that cuts a straight edge on one job and then a jagged edge on the next. Sales should be treated the same way. Providing everyone on your team with the same process and training to be successful creates consistency that improves efficiency. Interacting with customers should be held to the same high standards as providing a quality roof. 

One of the best reasons to be in this industry is the vast and supportive community you get to be a part of. Superheroes don’t have to do it all by themselves. Coaching your team is as important as using the best materials on the job.