GatorGuard is a rapidly growing concrete coatings company. Concrete coatings are a lifetime product, so it was important that the team provided the best service to their customers. Pete Marchmont, VP of Sales, explained that there’s often a high turnover rate with sales teams. As a small company, GatorGuard’s training process for new hires had to be smooth and efficient.

The Challenges

“We needed to realize that every new employee is checking off every box,” Pete said. “Being in the appointment [with them] allows me to do that. Otherwise, it’s cross your fingers and hope they’re doing a good job.”

Pete explained that if he wanted to see firsthand how the sales calls were going, he would have to go on two days of appointments with them. “That’s time away from my desk, time away from somebody else’s attention,” he said.

Mike Evans, Senior VP, added, “I have a VP of sales that can’t be everywhere all the time. If you're a business owner, how do you stay intimately in tune with what’s happening in the home?”

Rilla Reduced Unnecessary Ride-Alongs

With Rilla, Pete could review a call’s closing sequence and quickly determine that the rep was doing the job. Which saved hours in ride-alongs and meetings.

“Rilla enabled us to have Pete everywhere all the time, as much as humanly possible,” said Mike. “Rilla solves the problem. For us, it’s as necessary a tool as our presentation.”

The Results

John Shankland, Sales, found Rilla to be a great training tool. “When I’m training new people, it’s nice to be able to go to Rilla and listen to what other people are doing, especially the ones that are having great success.” He then uses those examples to help train new team members.

“My close ratio before Rilla was around 30-32 percent,” John said. “In the last couple weeks, I’ve been upwards around 50%.” In fact, GatorGuard saw a 56 percent increase in their close ratio.

“Home improvements have done anywhere from 15 to 40 percent,” said Pete. “We’re not; we’re playing even to last year.”

“From a measurable aspect, we’re seeing solid upper digit single growth faster than we expected to,” said Mike.

Pete summed it up nicely. “I wouldn’t recommend Rilla to any company that doesn’t want to grow,” he said. Anybody that has a sales system, or a sales team, you need this.”