Precision Foundations, an Orlando-based leader in concrete services, was facing a familiar problem in the world of home improvement: an underperforming sales team. Despite the booming construction and renovation market in Orlando, which was driven by a mix of urban development and a rising economy, their sales conversions didn’t reflect the potential. Struggling with high employee turnover and sales reps who couldn’t close deals at the kitchen table, they needed a strategic reset.

The Hiring Struggle

Precision Foundations had poured resources into recruiting efforts, hoping to identify new rockstar sales reps. However, their existing approach was missing the mark. They found themselves frequently hiring individuals who underperformed, leading to a cycle of constant churn and unmet sales targets. Kitchen table meetings — the heart of their sales operations — too often ended without a signature on the dotted line. The issue wasn’t with the number of leads; it was converting them.

The Turning Point

Everything changed when Precision Foundations incorporated the C.O.R.E. behavioral sales assessment from Salesman Connect into their hiring process. Available for free on the platform, this assessment was designed to identify candidates with the right behavioral profile for in-home, high-ticket sales — specifically one-call closers.

Recognizing that effective sales aren’t just about charm but also about psychological acumen, the team at Precision decided to assess potential hires’ ability to build rapport, listen actively, and close swiftly — all essential traits coded into the C.O.R.E. system.

Concrete Steps to Success

Armed with insights from the C.O.R.E. assessment, Precision Foundations redefined their recruitment strategy. Here’s how they did it:

• Implemented Behavioral Testing Early: Candidates were screened using the C.O.R.E. assessment before interviews, ensuring only those with the desired potential advanced.
• Revised Interview Processes: Interviews focused more on situational role-play and behavioral questions, tailored to predict on-the-job performance rather than just past achievements.
• Enhanced Onboarding for High Performers: Newly hired reps who excelled in the assessment received specialized onboarding through intensive training sessions aimed at refining their one-call closing skills.

Illustrative Outcomes

In just a few months, Precision Foundations witnessed a transformation. They successfully hired several strong closers who became adept at turning kitchen table discussions into signed contracts. Sales soared, and the team energy shifted from anxious to productive and dynamic. These changes allowed Precision to outperform quarterly targets, directly contributing to their market growth in the competitive Orlando landscape.

Replicable Takeaways

If you’re an in-home service company in Orlando or beyond, Precision Foundation’s success offers a replicable strategy to enhance hiring efficacy. Here’s what you can implement tonight:

• Use Behavioral Assessments: Incorporate sales aptitude tests like C.O.R.E. early in your hiring process to avoid costly hiring mistakes.
• Focus on Skills Over Experience: Identify core sales competencies that matter for your business, ensuring your recruitment aligns with these priorities.
• Invest in Targeted Training: Once hired, nurture your new stars with ongoing training and development to maximize their potential.

By realigning their hiring processes with these strategies, Precision Foundations not only expanded their sales force effectively but established themselves as a formidable presence in the home-improvement sector.

Illustrative example: a composite scenario written to teach, not an account of a specific customer.

Hiring in this space? Explore Concrete & Foundation sales rep hiring in Orlando, FL, or start free with the C.O.R.E. sales assessment.

Related reading

• Fencing Sales Revolutionized: Memphis Success Story
• Winning Sales at the Kitchen Table: Home Improvement Success
• Modern Sales Prospecting: Fresh Approaches for Dynamic Results