Turnover Troubles to Triumph: Fencing Sales in Portland

Introduction

In the bustling city of Portland, Oregon, where unique topography and eco-friendly mindsets shape the home improvement market, Alpine Fencing Co. was struggling. As a residential and commercial fencing company, their goal was to deliver high-quality service and craftmanship. However, they were caught in a cycle of hiring inadequately skilled sales reps who struggled to close deals at the kitchen table.

The Initial Challenge

Alpine Fencing Co. had experienced high turnover rates and difficulty in finding sales reps capable of executing the one-call close. Many reps were unable to connect with prospective clients, leading to missed opportunities and loss of revenue. Despite an influx of resumes for sales jobs in Portland, the right candidates seemed elusive, and mis-hires became costly.

The Turning Point: Embracing Behavioral Assessments

After a particularly challenging quarter, the leadership at Alpine Fencing Co. decided something had to change. That's when they stumbled upon the free C.O.R.E. behavioral sales assessment on Salesman Connect. By identifying the behavioral traits of true one-call closers, they hoped to transform their hiring process.

Understanding the C.O.R.E. Assessment

The C.O.R.E. assessment provides insights into candidates' natural sales instincts and abilities. It evaluates characteristics like drive, empathy, resilience, and interpersonal skills—key traits needed in the commission-based fencing sales environment.

Concrete Steps Taken

• Identify Key Behaviors: Alpine Fencing Co. worked to understand the specific behaviors their top performers exhibited, such as persuasive communication and quick rapport building, which align closely with Portland's local, personal sales style.
• Pre-Screen Candidates: They began pre-screening all potential hires using the C.O.R.E. assessment before interviews. This ensured only candidates with a strong sales aptitude and the potential to one-call close reached the interview stage.
• Effective Training & Onboarding: New hires identified through the assessment received targeted training on harnessing their natural strengths in sales conversations, especially focusing on closing deals during the initial meeting.

The Illustrative Outcome

Within a few months, Alpine Fencing Co. had successfully hired several strong sales closers. These new reps quickly adapted to Portland's diverse market, offering customized solutions that fit the varied needs of clients ranging from residential fences to bespoke commercial installations. As a result, their close rates soared, and customer satisfaction improved, building a solid reputation in the competitive Portland fencing market.

The Repeatable Takeaway

For companies struggling with similar challenges, the key takeaway is clear: implement behavioral assessments early in the hiring process. This proactive approach not only streamlines candidate selection but also ensures that new hires are aligned with both company goals and market demands. It’s a small investment that can yield significant returns—more deals closed and happier customers.

Conclusion

Alpine Fencing Co. is a testament to the dynamic business environment in Portland, where robust systems and an understanding of local culture can lead to transformative success. By leveraging tools like the C.O.R.E. assessment, other home-improvement companies can unlock similar potential, ensuring the right sales team is in place to meet their goals.

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

Hiring in this space? Explore Fencing sales rep hiring in Portland, OR, or start free with the C.O.R.E. sales assessment.

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