The Ultimate Sales Tool for Florida Window and Door
Florida Window and Door a leading figure in the window and door industry, prides itself on delivering top-notch services and training. They faced one big challenge.
Scott Berman, the CEO, believed in the power of personal interactions and the value of insights from actual ridealongs. But the geographical spread of the team posed significant barriers.
The company needed a tool that could bridge the gap between remote monitoring and real-time coaching. The challenge was not just about finding the right tool, but also ensuring it respected privacy while providing valuable insights.
In comes Rilla
Rilla emerged as the ultimate sales tool for Florida Window and Door. Scott shared, "Rilla has been a game changer for us. It's not just about tracking sales, it's about understanding our clients better, refining our approach, and ultimately delivering a service that's second to none."
Shawn Harker, the VP of Sales, found "Rilla is like a window into the sales process. I use it to ensure our team is on track, to monitor talk time, and even for virtual ridealongs when I'm traveling between our locations on the west and east coasts. During these drives, I turn on Rilla and listen to our sales calls. It's a great way to stay connected and offer real-time feedback to our team."
“Rilla has been a game changer for us. It's not just about tracking sales; it's about understanding our clients better, refining our approach, and ultimately delivering a service that's second to none.”.
Scott Berman
CEO, Florida Window and Door
Complying with privacy law
Chris Cubbage, the CMO, initially expressed reservations regarding the potential privacy implications of implementing Rilla Analytics. Recognizing the sensitivity surrounding the recording and analysis of in-home discussions between sales reps and customers, Chris took proactive measures to ensure compliance.
He collaborated with Rilla to develop a clear and concise consent form, which was presented to every customer before any recording began. This form explicitly outlined the purpose of the recording, how the data would be used, and reassured customers that their personal information would remain confidential.
Chris remarked, "We were initially hesitant, but with the right measures in place, we've seen that customers appreciate our transparency. It's all about trust."
Additionally, Chris ensured that all sales reps were trained on these new procedures, emphasizing the importance of transparency and respect for customer privacy. Rilla's built-in privacy measures, combined with Chris's diligent efforts, ensured that all recordings were conducted legally, with respect for individual privacy.
“We were initially hesitant, but with the right measures in place, we've seen that customers appreciate our transparency. It's all about trust.”.
Chris Cubbage
CMO Florida Window and Door
Impact and future prospects
The introduction of Rilla brought undeniable results. Shawn identified inconsistencies in the time reps spent in clients' homes. Using Rilla, he pinpointed these discrepancies and provided immediate feedback. One particular sales rep, who was consistently spending less than an hour with clients, improved significantly after coaching based on Rilla's insights.
Scott emphasized the broader potential of Rilla, noting the importance of improving the performance of the bottom 20% of the sales team. And Chris added that because of the improved performance of the bottom 20%, his marketing team was able to invest more in higher quality leads. Which in turn improved their average ticket from $17,000 to $27,000—a whopping 37%.
“The improved performance of the bottom 20%, led his marketing team to invest more in higher quality leads. Which in turn improved their average ticket from $17,000 to $27,000—a whopping 37%.”
Chris Cubbage
CMO Florida Window and Door
While both Scott and Shawn acknowledged that they're still exploring Rilla's full potential, it's clear that it has already made a significant impact. From refining sales strategies to offering real-time feedback, Rilla has proven indispensable.
As Florida Window and Door continues to grow and evolve, they're excited about the possibilities that tools like Rilla present. With a commitment to excellence and a passion for innovation, the future looks bright for Florida Window and Door.