Incentivizing your sales for success

By Emma Peterson. 

Learn how to close more leads and grow your business using the right partnership. 

In episode 3 of the CoffeeCast series, Karen Edwards spoke to Jon Gardner and Caleb Nelson about how contractors can utilize Destination Motivation to grow their businesses. 

Jon is the head of Owens Corning’s training and development and business solutions divisions. He explained that as a part of his job he works with their Contractor Program, which is a resource and network for contractors to get support from. Caleb is the owner of one of the members within that partnership, Destination Motivation. Their focus is on helping contractors increase their close rates. They do this a couple of different ways, such as "creating a bigger call to action to generate more leads or creating more profitability per deal by creating more value in the overall value proposition.”  

Caleb explained how they are able to do this, saying, “We've created a vacation voucher that our contractor clients are able to then offer in their sales and or marketing process.” Using this system, if a homeowner that watched a series of pitches ends up choosing a contractor working with Destination Motivation, they get the best customer service in the industry. "We start with a phone call to the homeowner 24 hours after the sale, and it's a welcome call,” Caleb shared. From there, they help guide the homeowner through the process, answering any questions and helping build the positive relationship with the client that many contractors rely on. And then, at the time of installation, the client gets their vacation voucher.  

This program has proven itself as a powerful tool. Caleb shared, “We trained a client in December, and it was an individual sales rep who did not had a 17% close rate for two consecutive months. He went from 17% close rate to 70% in one month.” One of the ways to get access to this powerful program is through the Owens Corning Contractor Program. Jon explained, “Contractors can simply go on to OCConnect portal, Owens Corning Universities and their sales rep to learn more about our partnership with Destination Motivation.” 

Read the transcripts or watch the videos to learn about Destination Motivation and the Owens Corning Contractor Program.