Restoration Sales Force Development

Conquer Your Market

Develop proven restoration sales behaviors and tactics and learn how to implement them in eight unique, restoration-specific market segments.


As they say in sports, it starts with the fundamentals. Violand Management works directly with restoration industry sales and marketing professionals to help them develop proven selling behaviors and powerful tactics. Violand’s Sales Force Development program teaches detailed, market-specific sales processes and tools that provide clear understanding of the target restoration market segments and customer needs.

SalesForceDevelopmentFlowChartThis is not a program where your restoration sales professional sits through a series of rah-rah sessions and learns a few tricks of the trade that are quickly forgotten or never implemented. This program focuses on fundamental selling practices learned through decades of experience working with restoration sales professionals and meeting with the types of clients they call on, including agents, adjusters, plumbers, property managers, and more. It combines interactive webinars with assignments that build accountability and drive the attendees to apply what they learn NOW, resulting in a much quicker return on investment that allows you to accurately track their progression.

The majority of the first half of the program is designed to identify and understand these proven restoration sales behaviors. The second half focuses mainly on implementing the behaviors in eight different market segments within the restoration industry. This allows restoration sales professionals and businesses to diversify their leads and client bases, so they do not remain overly dependent on any one area of restoration. This is done through Violand’s Sales Process Maps, which outline the unique sales cycles of each segment and how to continue moving the sale and relationship forward. An example of one of the maps can be found here. Each participant will receive sales process maps, scripts, and detailed support materials tailored to the individual segments.

Structure of the Program

We recognize the need for you to have your sales people on the road selling. That’s why we’ve designed the main portion of this program as a series of 90 minute webinars held weekly for 16 weeks, so the majority of your sales person’s time can be dedicated to putting into practice the knowledge they’ll gain. Our goal with the attendees is the same as your goal: for them to be able to grow their restoration sales book of business and increase profits for your company and themselves. To do this, they need to understand how to separate your services from those of your competition. They also need to understand all of the potential areas of business, including, but not limited to, marketing to insurance adjusters.

Who Should Attend?

This course is specifically designed for sales professionals with less than three years experience in the restoration industry. Upon completion of the program, attendees will understand the unique issues associated with selling services with intangible demand and developing referral networks. Restoration companies spend thousands of dollars every year getting their techs and operations people technically certified but often ignore the professional needs of their sales staff. This program recognizes that professional sales training is just as important as the technical training if you want to grow your business. If you have a restoration sales or marketing professional in whom you believe and want to help succeed, Violand’s Restoration Sales Development program is the industry leader in training.

Course Content
  • Effective appointments and meetings
  • Sales planning and activity tracking
  • Understanding personality types
  • Sales processes for individual target markets, including:
    – Insurance agents and adjusters
    – Plumbing contractors
    – Residential and commercial property managers
    – Partnering contractors
    – Healthcare
    – Educational institutions
  • Social media implementation
  • Delivering effective presentations
  • Integrating sales with the entire organization
  • Participating in industry associations and organizations

The end result of participating in Violand’s Sales Force Development program is a complete set of restoration-specific selling skills, tools, and market segment processes that will result in profitable revenue growth for the restoration contractor and greater earning potential for the sales professional. Margret Huebner of Commercial Carpet Cleaning and Restoration provided a written testimonial that helps illustrate the changes in sales behaviors and confidence she gained as a result of completing the program. Margret has spent years in the industry building her business with her husband and wanted to take the lead in generating more sales, although she had no training and was uncomfortable with sales. This program gave her the tools to build profitable relationships and open new doors. It worked for her and can work for your sales and marketing professionals, too!

Get the most out of your investment in your Sales Representatives. Make sure they have what it takes to succeed in the restoration industry.

Violand’s Sales Force Development program is facilitated by Business Development Advisor Tom Cline. For additional information, including costs, availability, and class start dates, call the VMA office at 800.360.3513 or click on the links for the brochure and registration. Sales Force Development participants earn 24 contact hours from RIA and 14 CECs from IICRC.

  • This is great stuff! Being new to this, I was able to come away with some great ideas to grow upon and have quickly incorporated a lot of them already. I look forward to the meeting with our staff regarding how marketing is everyone’s job, just as safety is! I have already suggested your company to others in our DKI network.

    – Laura Clark, Marketing Director, Bouchard Cleaning and Restoration

  • I found discussing ‘powerful questions’ to be especially helpful. I walked away feeling more confident and ready to start my routes.

    – Deborah Chavez, Marketing Manager, Williamson Restoration

  • I would encourage newer sales people to attend. I took away strategies to tackle the market and great information. Now I will have an objective for every customer contact.

    – Katie Smith, Owner, PHC Restoration


These classes are offered online in the spring and fall each year.


Tom Cline has over 30 years of experience in sales and sales management as well as a Master’s Degree from the University of Pittsburgh. Tom is a Violand Business Development Advisor specializing in Personnel and Business Development.

Jim Ryerson has over 25 years of experience in sales and management and is the founder of SalesOctane, a training and motivational company committed to shaping the next generation of sales professionals.

Cheri Bennett