in home sellers - case study

Kitchen Craft, a family-owned kitchen remodeling company in Raleigh, North Carolina, had been a local staple for over a decade, known for its custom cabinetry and modern designs. By mid-2024, however, the company struggled to capitalize on a booming renovation market, with sales plateauing at $1.2 million annually. Owner Lisa Bennett realized her small team of three—herself, a designer, and a project manager—lacked the sales expertise to convert leads efficiently, often losing prospects to competitors with slicker pitches. Seeking a cost-effective solution, Bennett partnered with InHomeSellers.com in July 2024 and hired Lynda Davis, a Fractional Contract Sales Manager (FCSM) with InHomeSellers.com and deep experience in the home remodeling sector, to revamp their sales approach.

Davis hit the ground running, auditing Kitchen Craft’s existing process and pinpointing inefficiencies. She introduced a streamlined sales funnel, replacing ad-hoc phone calls with a structured system that included pre-qualification surveys and personalized follow-up emails. Recognizing the team’s limited bandwidth, she brought in scripts and role-playing sessions to train Bennett and her designer on objection handling and closing techniques, empowering them to double as salespeople. Davis also tapped into digital marketing, collaborating with a local SEO firm to boost Kitchen Craft’s online visibility, which increased inbound leads by 40% within two months. By September 2024, the company closed 12 additional projects, generating an extra $180,000 in revenue—a 25% uptick from the prior quarter.

The momentum continued into early 2025, with Davis’s part-time leadership yielding outsized results. Working 20 hours a week under a six-month contract, she helped Kitchen Craft secure a partnership with a regional appliance supplier, enabling bundled offerings that boosted average project values by 15%. By January 2025, annual sales hit $1.65 million—a 37.5% increase from the previous year—while keeping overhead low compared to a full-time hire. As her contract neared its end in March 2025, Davis transitioned her strategies to Bennett’s team, leaving Kitchen Craft with a self-sustaining sales engine. This case highlights how InHomeSellers.com’s fractional model delivers expert guidance tailored to small businesses, driving growth without breaking the bank.

Deck Masters, a mid-sized deck building company based in Austin, Texas, had built a solid reputation for quality craftsmanship over its eight years in business. However, by early 2024, the company faced stagnating sales despite a growing local housing market. Owner Mike Torres recognized that while his team excelled at construction, their sales process was inconsistent—relying heavily on word-of-mouth referrals and an outdated follow-up system. With limited resources to hire a full-time sales director, Torres turned to InHomeSellers.com, a platform specializing in fractional sales management, to bring in expert help on a part-time basis. In March 2024, DeckMasters onboarded Jonathan Dunlap, a seasoned Contract Sales Manager (CSM) with a track record of driving growth for home improvement businesses.

Dunlap quickly identified key areas for improvement. He overhauled Deck Masters’ lead generation strategy, implementing a CRM system to track inquiries and automating follow-ups to ensure no potential customer slipped through the cracks. He also trained the existing team—two part-time salespeople and Torres himself—on consultative selling techniques, shifting their focus from generic pitches to tailored solutions that addressed client needs, such as eco-friendly materials or custom designs. Dunlap leveraged his industry connections to partner Deck Masters with local real estate agents, creating a referral pipeline that brought in higher-quality leads. By June 2024, just three months into his tenure, Deck Masters saw a 35% increase in booked projects, with average deal sizes growing by 20% due to up-selling opportunities he introduced.

The results continued to compound over the next six months. By December 2024, Deck Masters reported a 60% year-over-year sales increase, attributing $450,000 in additional revenue directly to Dunlap's strategies. The fractional model proved ideal: for a fraction of the cost of a full-time hire, Torres gained access to top-tier expertise without long-term overhead. Dunlap worked 15 hours a week, splitting his time between Deck Masters and another client, yet delivered a fully scalable sales framework that the team could sustain. As of March 2025, Deck Masters has expanded its crew to handle the increased workload and is exploring a second location—all made possible by the strategic boost from InHomeSellers.com. This case underscores how fractional contract sales management can transform small businesses by blending affordability with high-impact results.

Floor Works, a flooring remodeling company based in Denver, Colorado, had carved out a niche in hardwood and luxury vinyl installations since its founding in 2016. By early 2023, however, the company’s sales team of five was underperforming despite a surge in demand for home renovations. Owner Greg Patel noticed that while leads were plentiful, their close rate hovered at a dismal 15%, with reps struggling to articulate value over cheaper competitors. In April 2023, seeking a targeted solution without the expense of a full-time sales director, Patel engaged InHomeSellers.com and brought in Doug Brooks, a renowned Sales Trainer with over 20 years of experience in the in home sales space, to train and coach the FloorWorks team.

Brooks began with a two-day intensive workshop, assessing the team’s strengths and weaknesses through role-plays and recorded sales calls. He identified a lack of confidence and inconsistent messaging as key barriers, so he introduced a structured sales process dubbed “The Floor Works Advantage.” This framework emphasized consultative selling—teaching reps to ask probing questions about customer lifestyles and preferences, then tailoring pitches to highlight benefits like durability or eco-friendliness. Brooks also implemented weekly one-on-one coaching sessions, providing personalized feedback to refine techniques. By June 2023, the team’s close rate jumped to 28%, and monthly sales climbed from $120,000 to $165,000—a 37.5% increase in just two months.

The transformation deepened over the next quarter as Brooks layered in advanced strategies. He trained the team on upselling add-ons like underfloor heating or premium finishes, boosting average project values by 18%. To sustain momentum, he introduced a competitive leaderboard and incentivized performance with bonuses tied to hitting sales targets. Brooks also worked with Patel to refine the company’s lead qualification process, ensuring reps spent time on high-potential clients. By October 2023, Floor Works recorded its best quarter ever, with sales hitting $600,000—up 50% from the prior year’s equivalent period. Customer satisfaction scores also rose, as the team’s newfound skills translated into better-aligned project proposals.

By March 2024, nearly a year after Brooks’ engagement began, Floor Works had fully internalized his teachings. The sales team, now operating with a close rate of 35%, drove annual revenue to $2.1 million—a 61% leap from 2023’s $1.3 million. Brooks’ part-time commitment—initially 10 hours a week, tapering to monthly check-ins—proved a game-changer, delivering high-impact training at a fraction of the cost of a permanent hire. Patel credits Brooks, via InHomeSellers.com, with not only boosting sales but also fostering a confident, cohesive team ready to scale. This case demonstrates how targeted sales training can unlock a small business’s potential, turning a struggling crew into a revenue powerhouse.

Basement Pros, a basement remodeling company operating ouside of Toledo, Ohio, had built a steady business since 2018, specializing in waterproofing and finished living spaces. By mid-2024, however, owner Emily Carter noticed a troubling trend: despite a growing number of inquiries, her three-person sales team was closing only 12% of leads, leaving revenue stuck at $900,000 annually. Recognizing the need for a skills upgrade but constrained by a tight budget, Carter enrolled her team in The Razor Sharp 3-Day Sales Challenge for In-Home Sellers, a virtual training event presented by Doug Brooks of InHomeSellers.com in July 2024. The intensive, interactive program promised to sharpen sales techniques for home improvement professionals, and Carter saw it as a low-cost, high-potential opportunity.

Over three days, Brooks delivered a mix of live webinars, role-playing exercises, and Q&A sessions tailored to in-home selling dynamics. For Basement Pros, the standout takeaway was Brooks’ “Value-First Formula,” which taught the team to lead with customer pain points—like damp basements or wasted space—before presenting solutions. The team practiced overcoming objections, such as price concerns, with scripts that emphasized long-term savings and quality. Brooks also introduced a follow-up cadence to re-engage stalled leads, a tactic Basement Pros had previously neglected. By the end of the challenge, Carter reported her team felt energized and equipped with practical tools. Within a month, their close rate rose to 20%, adding $75,000 in booked projects by August 2024.

The impact snowballed into early 2025 as the team fully adopted Brooks’ strategies. They implemented a post-consultation email sequence, recovering 15 previously lost deals worth $120,000. The focus on value-driven selling also increased average project sizes by 10%, as clients opted for premium finishes and add-ons like built-in storage. By March 2025, Basement Pros hit $1.35 million in annual sales—a 50% jump from the prior year—all traced back to the $1,500 investment in the Razor Sharp Challenge. Carter praised the virtual format’s accessibility and Brooks’ actionable insights, proving that a concise, expert-led training can transform a small team’s performance without disrupting operations. This case underscores the power of targeted education from InHomeSellers.com in driving measurable growth.

Home Revive, a home remodeling company based just outside of Boise, Idaho, had been steadily growing since its inception in 2019, offering kitchen, bathroom, and whole-home renovations. By early 2024, however, owner Tom Haskell saw sales plateau at $1.1 million annually, with his four-person sales team struggling to close leads at a lackluster 14% rate amid rising competition. Seeking an affordable yet effective solution, Haskell enrolled his team in The Razor Sharp 3-Day Sales Challenge for In-Home Sellers, a virtual training event hosted by Doug Brooks of InHomeSellers.com in September 2024. The intensive three-day program promised to refine their sales skills, and Haskell hoped it would reignite their momentum without the overhead of a full-time consultant.

Brooks’ virtual sessions delivered immediate impact, blending live instruction with practical exercises tailored to the home improvement sector. He introduced the “Trust-Building Blueprint,” teaching the HomeRevive team to prioritize customer needs—like energy efficiency or family-friendly layouts—over generic sales pitches, while mastering objection handling with confidence. The team also adopted Brooks’ follow-up strategy, targeting dormant leads with personalized emails and calls. By October 2024, their close rate soared to 25%, adding $200,000 in new contracts within six weeks. By March 2025, Home Revive’s annual sales hit $2.2 million—a 100% increase—proving the $1,200 investment in the Razor Sharp Challenge was a game-changer. Haskell credits Brooks’ concise, actionable training for turning his team into a high-performing sales force.

Reno Works, a home remodeling company in Charlotte, North Carolina, hit a sales ceiling of $950,000 in mid-2024, with its three-person sales team closing only 13% of leads despite strong demand for their services. Owner Jenna Miles signed them up for The Razor Sharp 3-Day Sales Challenge for In-Home Sellers, a virtual training led by Doug Brooks of InHomeSellers.com in October 2024, hoping to sharpen their skills cost-effectively. Brooks’ program taught the team his “Value-First Approach,” emphasizing customer pain points and confident objection handling, while introducing a structured follow-up process for lost leads. By November 2024, their close rate climbed to 22%, generating $150,000 in new projects, and by March 2025, annual sales reached $1.5 million—a 58% increase—proving the $9,500 training was a high-return investment in their growth.

Company Overview:
Horizon Drywall, a small family-owned drywall installation and repair business based outside of Atlanta, had been operating successfully for over a decade. With a team of six skilled workers, the company relied heavily on word-of-mouth referrals and local contractor relationships to secure projects. By early 2022, however, Horizon’s revenue had plateaued at around $350,000 annually, and owner Mark Jensen knew he needed a strategic shift to grow the business without overextending his limited resources.

Challenge:
Mark was skilled at managing operations and delivering quality work, but he lacked the time and expertise to effectively lead sales efforts. His team occasionally missed out on larger contracts due to inconsistent follow-ups and a lack of a structured sales process. Hiring a full-time sales manager was not feasible, as the salary and benefits would strain Horizon’s budget. Mark needed a cost-effective solution to drive growth.

Solution:
In March 2022, Mark discovered InHomeSellers.com, a platform offering fractional sales management services tailored to small home service businesses like Horizon Drywall. After a consultation, he hired Doug Brooks, a seasoned fractional sales manager with experience in the construction industry. Doug committed to working 10 hours per week with Horizon, focusing on building a sales strategy that leveraged the company’s strengths.

Doug’s first step was to analyze Horizon’s existing client base and identify untapped opportunities. He implemented a simple CRM system to track leads and follow-ups, ensuring no potential project slipped through the cracks. Next, he trained Mark and his team on basic sales techniques, such as how to upsell services like soundproofing or textured finishes during client consultations. Finally, Doug reached out to local general contractors and property managers, pitching Horizon’s reliable service and competitive pricing to secure recurring partnerships.

Results:
Within six months, Horizon Drywall saw remarkable growth. By September 2022, quarterly sales had increased by 35%, from $87,500 to $118,125, putting the company on track for an annual revenue of $472,500—a 35% jump from the previous year. The CRM system reduced missed opportunities by 80%, and Doug’s outreach efforts landed Horizon two long-term contracts with local builders, accounting for 20% of the sales increase. Mark estimated that Doug’s part-time leadership delivered results equivalent to a full-time hire at less than half the cost.

Conclusion:
Hiring a fractional sales manager from InHomeSellers.com allowed Horizon Drywall to professionalize its sales process without breaking the bank. Doug’s expertise and flexible engagement gave Mark the tools and confidence to scale his business sustainably. As of March 2024, Horizon is exploring expansion into neighboring counties, a goal Mark once thought was years away—all thanks to the strategic boost from InHomeSellers.

Superior Roofing, a mid-sized roofing company based in Harrisburg, Pennsylvania had built a solid reputation for quality craftsmanship over its 21 years in business. However, by September 2022, the company faced stagnant sales despite a growing demand for roofing services in the region. Owner Marsha Wilson recognized that her small in-house sales team lacked the strategic direction needed to capitalize on opportunities, particularly in the competitive residential market. After researching cost-effective solutions, Marsha decided to hire Doug Brooks, a fractional sales manager from InHomeSellers.com, to provide expert guidance without the overhead of a full-time executive. Doug brought over 20 years of sales leadership experience, promising to revamp Superior Roofing’s approach and boost revenue within six months.

Doug quickly assessed the company’s sales process and identified key areas for improvement: inconsistent follow-ups, an unclear value proposition, and an underutilized digital presence. He implemented a streamlined sales pipeline, trained the team on consultative selling techniques, and introduced targeted email campaigns to re-engage past leads. Additionally, Doug optimized Superior Roofing’s website with clear calls-to-action and partnered with Marsha to launch a referral program incentivizing satisfied customers. By February 2023, just six months after Doug’s arrival, the company saw a 36% increase in closed deals and a 45% uptick in website-generated leads. Superior Roofing’s sales soared from $1.2 million to $1.8 million annually, proving that Doug Brooks’ fractional expertise from InHomeSellers.com was the catalyst Marsha needed to unlock her company’s potential.

Background and Challenge:
NextGen Solutions, a small tech startup based in San Antonio, Texas, had developed an innovative SaaS platform for streamlining project management in mid-sized businesses. By early 2021, the company had gained traction with a handful of loyal clients, generating $500,000 in annual recurring revenue (ARR). However, founder Lisa Tran recognized that their ad-hoc sales approach—relying on her technical team to double as salespeople—was limiting growth. With a lean budget and no room for a full-time sales director, NextGen needed a way to professionalize its sales efforts and capitalize on a growing pipeline of leads without compromising cash flow.

Solution and Implementation:
In April 2021, Lisa turned to ContractSalesManager.com and hired Kenny Anderson, a fractional sales manager with over 8 years of experience in B2B tech sales. Anderson committed to 15 hours per week, diving into NextGen’s operations to craft a tailored sales strategy. He began by auditing the existing sales funnel, identifying bottlenecks where leads were dropping off due to inconsistent follow-ups. Anderson introduced a structured sales process, integrating a CRM tool to automate lead tracking and nurturing. He also coached NextGen’s team on consultative selling techniques, enabling them to better articulate the platform’s value to prospects. Beyond internal improvements, Anderson leveraged his network to connect NextGen with potential channel partners, amplifying their reach in the tech ecosystem.

Outcomes and Future Impact:
By October 2021, the impact of Anderson’s fractional leadership was undeniable. NextGen’s ARR surged by 40% to $700,000, driven by a 50% increase in closed deals and a 25% uptick in average contract value thanks to Anderson’s process selling strategies. The CRM implementation reduced lead response time from 48 hours to under 12, boosting conversion rates by 30%. Additionally, two new channel partnerships secured through Anderson’s connections accounted for 15% of the new revenue. With a scalable sales foundation in place, NextGen began planning a Series A funding round in early 2022, confident in their ability to demonstrate sustainable growth. Hiring Anderson through ContractSalesManager.com proved to be a game-changer, delivering high-impact sales leadership at a fraction of the cost of a full-time hire.

Challenge and Solution:
Rivera Concrete, a small family-owned business in Tucson, Arizona, had built a solid reputation over 15 years for delivering quality concrete services to residential and small commercial clients. By mid-2022, however, their annual revenue had stagnated at $400,000, relying mostly on repeat customers and local referrals. Owner Carlos Rivera wanted to expand into larger commercial projects but lacked the sales expertise and time to pursue them, and hiring a full-time sales manager was beyond the company’s budget. In June 2022, Carlos partnered with ContractSalesManager.com and onboarded Brian Campbell, a fractional sales manager with InHomeSellers.com and a strong track record in the construction sector. Campbell committed to 12 hours per week, quickly assessing Rivera Concrete’s strengths and designing a growth-focused sales strategy. He introduced a lead generation system targeting property developers and general contractors, trained Carlos and his team on pitching larger projects, and streamlined their proposal process to compete for higher-value contracts.

Results and Growth:
Within six months, Rivera Concrete saw a significant turnaround. By December 2022, quarterly revenue jumped 30% from $100,000 to $130,000, putting the company on pace for an annual revenue of $520,000—a 30% increase year-over-year. Campbell's outreach secured three new commercial contracts, including a $75,000 deal with a local developer, which alone boosted revenue by nearly 19%. His coaching also improved the team’s close rate on smaller jobs by 20%, as they learned to up-sell services like stamped concrete finishes. With a cost-effective fractional sales manager from InHomeSellers.com, Rivera Concrete not only grew its bottom line but also positioned itself as a contender in the competitive commercial market, all without the financial strain of a full-time hire. Carlos now plans to reinvest the profits into equipment upgrades in 2023 to support further expansion.

Company Background

SkyHigh Roofing, a mid-sized roofing contractor based in Baton Rouge, Louisiana, had built a solid reputation over 10 years for quality residential and commercial roofing services. Specializing in storm damage repairs and roof replacements, the company thrived in Louisiana’s unpredictable weather climate. By February 2024, SkyHigh employed a team of 20, including roofers, administrative staff, and a small in-house sales team of three. Despite steady business, owner Lisa Dupont felt the company had hit a plateau. Annual revenue hovered around $2.5 million, and the sales team struggled to generate consistent leads beyond word-of-mouth referrals and post-storm inquiries. Lisa wanted to scale operations, expand into new markets like Lafayette and New Orleans, and increase revenue by at least 30% within a year—but she lacked the sales expertise to make it happen.

The Challenge

SkyHigh’s sales process was disorganized and reactive. The in-house sales team relied heavily on inbound calls after hurricanes or hailstorms, with no proactive strategy for lead generation during slower periods. Cold outreach attempts were inconsistent, and follow-ups often fell through due to poor tracking. Lisa had considered hiring a full-time sales manager but hesitated due to the high cost—estimated at $100,000 annually, plus benefits—and the uncertainty of finding someone with the right experience in the roofing industry. She needed a solution that offered expert guidance without breaking the bank or committing to a long-term hire.

The Solution: Fractional Sales Management from InHomeSellers.com

In early January 2024, Lisa came across InHomeSellers.com, a platform offering fractional sales managers—seasoned professionals who work part-time to build and optimize sales systems for home service businesses like roofing companies. After a consultation, she hired Doug Brooks, a fractional sales manager with over two decades of experience in the construction and home improvement sectors. Doug would work with SkyHigh 10 hours a week for a six-month contract at a fraction of the cost of a full-time hire.

Doug’s approach was tailored to SkyHigh’s needs:

1. Sales Process Audit: He began by analyzing SkyHigh’s existing sales workflow, identifying bottlenecks like inconsistent lead qualification and lack of follow-up.
2. Lead Generation Strategy: Doug implemented a multi-channel lead generation plan, including targeted digital ads on platforms like Facebook and Google, optimized for Louisiana homeowners, and a revamped referral program incentivizing past customers.
3. CRM Integration: He introduced a simple CRM system to track leads, automate follow-ups, and assign tasks to the sales team, ensuring no opportunity slipped through the cracks.
4. Training and Coaching: Doug trained the sales team on consultative selling techniques specific to roofing, focusing on educating homeowners about storm damage insurance claims and energy-efficient roofing options.
5. Performance Metrics: He established clear KPIs, such as a target of 10 qualified leads per week and a 25% close rate, to measure progress and hold the team accountable.

Implementation

Doug kicked off the engagement in mid-February 2024. Within the first month, he overhauled the sales process:

• Week 1-2: Conducted the audit and set up the CRM, training the team on its use.
• Week 3: Launched a $2,000/month digital ad campaign targeting Baton Rouge homeowners with roofs over 15 years old, emphasizing free inspections.
• Week 4: Rolled out the referral program, offering a $200 gift card for every successful referral, and began weekly coaching sessions with the sales team.

Lisa appreciated Doug’s hands-on yet flexible approach. He joined sales meetings via Zoom, provided email support between sessions, and adjusted strategies based on real-time feedback—like tweaking ad copy after a minor storm hit the area in April.

Results

By September 2024, six months into the engagement, SkyHigh Roofing saw transformative outcomes:

• Lead Growth: Qualified leads increased from an average of 5 per week to 12, a 140% jump, thanks to the ad campaign and referral program.
• Close Rate Improvement: The sales team’s close rate rose from 15% to 28%, driven by better training and a streamlined process.
• Revenue Boost: Monthly revenue climbed from $208,000 to $295,000—a 42% increase—translating to an annualized revenue of $3.54 million, exceeding Lisa’s 30% goal.
• Cost Efficiency: The $21,000 spent on Doug’s services (6 months at $3,500/month) plus $12,000 in ad spend generated an additional $1.04 million in revenue, yielding an ROI of over 3,000%.
• Market Expansion: With a stronger sales foundation, SkyHigh began targeting Lafayette, closing its first three contracts there by August.

Client Testimonial

“Working with Doug from InHomeSellers.com was a game-changer,” Lisa said. “I was skeptical about a part-time sales manager at first, but he brought the expertise we desperately needed without the overhead of a full-time hire. Our sales team is more confident, our pipeline is full, and we’re on track to hit $4 million next year. I couldn’t have asked for a better partner to help us grow.”

Conclusion

For SkyHigh Roofing, hiring a fractional sales manager from InHomeSellers.com proved to be the perfect balance of cost-effective expertise and actionable results. The engagement not only solved immediate sales challenges but also positioned the company for sustainable growth in Louisiana’s competitive roofing market. As of March 10, 2025, Lisa is considering extending Doug’s contract to refine the expansion strategy further, confident that SkyHigh is no longer just weathering the storm—it’s thriving above it.

Company Background:

Alert Safe Security, a small security alarm company based just outside of Chicago, Illinois, had been installing residential and commercial alarm systems since 2017. With a team of six employees—including three technicians, one office manager, and two inexperienced salespeople—the company had built a solid local reputation for quality installations. By mid 2021, however, Alert Safe was struggling to grow beyond its $750,000 annual revenue. Founder Tony Martin, a former electrician, excelled at operations but lacked the sales expertise to scale the business. Leads were inconsistent, the sales team lacked direction, and competitors were eating into their market share.

The Challenge:

Tony knew Alert Safe needed a stronger sales strategy to hit her goal of $1.2 million in revenue by the end of 2021. Hiring a full-time sales manager was out of the question—salaries for experienced professionals started at $90,000 plus benefits, a cost her lean operation couldn’t absorb. The two salespeople, while enthusiastic, closed only 15% of their leads due to poor follow-up and no clear process. Tony tried managing sales himself but was stretched thin overseeing installations and customer service. He needed expert help—fast, affordable, and flexible.

The Solution: Fractional Sales Management with Doug Brooks

In May 2021, Tony discovered ContractSalesManager.com through a local Chamber of Commerce webinar featuring Doug Brooks, a seasoned sales expert with over 30 years of experience helping small businesses. His pitch—“expert sales leadership at a fraction of the cost”—caught his attention. After a 30-minute consultation, Tony hired Doug as a fractional sales manager for 10 hours a week at $3,500 per month, a stark contrast to the $8,500+ monthly cost of a full-time hire.

Doug, founder of ASE Corporation and Contract Sales Manager, brought a wealth of experience from training sales teams across 48 states. His approach was hands-on yet strategic, tailored to Alert Safe’s size and industry.

Implementation:

1. Sales Health Check: Doug began with a free “sales health check,” analyzing Alert Safe’s pipeline, lead sources, and closing rates. He identified three gaps: no CRM system, inconsistent follow-ups, and a lack of upselling to existing clients.
2. Process Overhaul: Within two weeks, Doug implemented a simple CRM (costing $30/month) and designed a streamlined sales process: qualify leads, schedule consultations within 48 hours, and follow up within 24 hours of every quote. He trained the team via virtual sessions, leveraging his virtual management expertise.
3. Team Coaching: Doug held weekly one-on-one Zoom calls with the salespeople, setting individual goals (e.g., “increase follow-ups by 50%”) and role-playing objection handling (e.g., “Your competitor is cheaper”). He introduced a commission tweak to reward upselling add-ons like smart cameras.
4. Quick Wins: Doug tapped his network to secure a referral partnership with a local real estate firm, generating 10 new leads in the first month. He also crafted an email campaign targeting past customers, offering a $99 monitoring upgrade.

Results:

• 30 Days In: The sales team’s close rate jumped from 15% to 25%, adding $25,000 in new contracts. The real estate partnership landed a $15,000 commercial deal.
• 90 Days In: Revenue from upselling hit $40,000, and the pipeline grew by 35% with Doug’s lead-gen tactics. The team adopted the CRM fully, cutting wasted follow-ups by 60%.
• 6 Months In (December 2021): Alert Safe’s year-to-date revenue reached $950,000, on track to hit $1.2 million by December. The sales team, now self-sufficient with Doug’s playbook, maintained a 28% close rate. Tony reduced Doug’s hours to 5 per week ($1,250/month) as the team took ownership.

Key Takeaways:

• Cost Efficiency: Doug’s fractional role saved AlertSafe over $60,000 annually compared to a full-time hire, delivering a 5x ROI in six months.
• Flexibility: The ability to scale Doug’s hours up or down matched AlertSafe’s growth pace perfectly.
• Expert Impact: Doug’s decades of experience brought instant credibility and results, proving small businesses don’t need a full-time expert to compete.
• Team Empowerment: His coaching turned novices into confident closers, freeing Tony to focus on operations.

Client Testimonial:
“Doug was a game-changer,” Tony said. “I was skeptical about fractional management, but he got us results faster than I thought possible. We’re not just surviving now—we’re thriving.”

Looking Ahead:
With Doug’s guidance, Alert Safe plans to expand into neighboring counties in 2023, using the same scalable sales model. Tony credits ContractSalesManager.com for giving him the tools and confidence to think bigger.

John, a solo deck builder from a small town in Ohio, had been running his business for three years with modest success. He was skilled at crafting custom decks, but his client base remained limited to word-of-mouth referrals, and he struggled to scale his operation. In the fall of  2024, feeling stuck and eager to grow, John stumbled across an advertisement for a 3-day sales challenge hosted by InHomeSellers.com. The program promised to teach home improvement professionals actionable sales strategies to boost their businesses. Skeptical but desperate for a breakthrough, John signed up and committed to the virtual event, held from November 4-6, 2024, hoping it would provide the tools he needed to take his deck-building business to the next level.

Over the three days, John immersed himself in the challenge, which included live training sessions, role-playing exercises, and personalized feedback from sales experts. He learned how to identify high-value clients, craft compelling pitches, and leverage digital tools like social media and email marketing to generate leads. By the end of the challenge, John had a clear action plan: he revamped his website with a professional portfolio, started posting before-and-after photos of his deck projects on X, and offered free consultations to attract inquiries. Within two months, his efforts paid off—his leads tripled, and he landed a $15,000 deck project from a homeowner who found him through an X post. By March of 2025, John’s revenue had increased by 40%, and he was already planning to hire an assistant to keep up with the demand, crediting the InHomeSellers.com sales challenge as the turning point for his business.