How Committing to Their Team and Adopting New Technology has Helped C&L Ward Drive Their Home Improvement Business Forward

Adam is the first to admit that getting everyone on board was not easy. Sales consultants often have their own individual processes, even if they’ve only been in the business for a short time. At first, the handful of consultants who adopted Ingage on iPad saw immediate improvement while those opposed to iPad selling were struggling to adopt the changes. Adam was eager to get everyone on Ingage, especially because he could use the analytics to help him build integrity among his sales team. He began training new employees using Ingage and started leveraging the success stories of consultants who used Ingage presentations to convince non-users to adopt the platform. With some time, he was able to get his entire team onto Ingage, which allows him to isolate the different coaching needs for each rep while also ensuring that every presentation fits the needs of each customer.

“I had 1 rep who hadn’t used it at all and I coached him on the process. He ended up being the number 3 user the next month and his closing percentage was a direct correlation of that because he started getting better results.”

As a company with multiple product lines and a distributor of Owens Corning roofing products, having multiple presentations is essential when working with a new client. Sharing every option with a customer is not only time-consuming, but it also causes the customer to tune out the entirety of the presentation and feel forced to find another company who fits their needs. That’s why C&L Ward has created different presentations for every product line, including roofing, siding, windows and outdoor living. Adam and his team rely on these different presentations during sales consultations. When a customer comes in for a new deck but mentions their roof might need replacing in the next few years. Adam can use the Open Presentation button to move to the roofing product presentation after presenting deck options, making the customer more interested in working with C&L Ward for all of their home improvement projects. He’s found that this method can increase sales and also creates long-term relationships with customers that increases their brand loyalty.

“People are visual and that’s where Ingage is helpful. We show a timelapse video of what we’re going to do in someone’s house from start to finish. Giving the homeowner that visual gives them a sense of relief and builds trust.”