In the building supply industry, the difference between an average sales rep and a top performer often comes down to product knowledge and quoting accuracy. But today’s sales landscape is changing—fast. With more complex materials, digital quoting platforms, and higher customer expectations, your reps need training that’s smarter, faster, and more engaging than ever before.
If you’re still relying on outdated product sheets or one-off tool demos, your team is already behind.
Here are innovative strategies that leading distributors are using to train their sales reps on material specs and quoting tools—strategies that actually stick and drive performance.
- Use Microlearning for Faster, Targeted Product Training
📦 Why it works:
Sales reps don’t have hours to sit in a classroom—but they do have five minutes between calls.
How to do it:
Break down material specs into short, mobile-friendly videos or flashcards
Focus on one product category or quoting feature per module
Include quick quizzes to reinforce learning
🟢 Tools to try: EdApp, TalentCards, or LMS platforms with microlearning features
- Turn Product Experts into Content Creators
🧠 Why it works:
Your vendor reps and senior salespeople are sitting on a goldmine of knowledge—use it.
How to do it:
Record short “expert tips” videos: “Here’s how to explain the difference between treated and untreated lumber to a contractor.”
Capture real-life quoting scenarios from top performers
Turn FAQs into swipeable tip decks or quick-reference PDFs
🟢 Bonus: Peer-generated content feels authentic and relevant to your sales team.
- Use Interactive Quoting Simulations
🛠️ Why it works:
Hands-on learning beats theoretical walkthroughs every time.
How to do it:
Build clickable quote-building simulations using real products, customer types, and pricing logic
Include branching paths based on customer questions or product selection
Allow reps to “fail forward” by seeing what happens with mistakes in a safe environment
🟢 Tools to try: Articulate 360, Genially, or custom-built Excel/CRM sandboxes
- Integrate Training Directly Into Quoting Tools
🔍 Why it works:
Training is most effective when it’s available at the moment of use.
How to do it:
Embed tooltips or “What’s this?” buttons into quoting software
Link directly to product spec videos or documents inside the quoting interface
Use chatbots or AI-powered helpers to answer spec-related questions in real time
🟢 This turns your quoting platform into a living training tool, not just software.
- Create Role-Play Scenarios With Real-Life Objections
🎭 Why it works:
Your reps need to explain why a certain product fits the job—and justify pricing without sounding robotic.
How to do it:
Develop objection-handling scripts based on customer pushback (e.g., “Why is this treated lumber more expensive?”)
Pair reps for mock quoting calls with feedback
Record role-plays to review technique and confidence
🟢 This builds both product mastery and conversational fluency.
- Gamify the Training Experience
🎮 Why it works:
Gamification drives motivation, competition, and repetition—especially in sales environments.
How to do it:
Offer points for completing modules or answering product questions correctly
Use leaderboards for quoting accuracy and speed
Give prizes or shout-outs for reaching key training milestones
🟢 Tools to try: Kahoot!, Quizizz, or built-in LMS gamification features
- Deliver Training Based on Real Customer Quotes
📝 Why it works:
Training is far more powerful when it’s tied to live deals your reps care about.
How to do it:
Use anonymized customer quote examples to walk through material matching, upsell opportunities, and pricing structure
Review successful quotes in team meetings and highlight what worked
Create a “Quote of the Month” feature with insights from your quoting tool’s backend
🟢 This makes training hyper-relevant to what reps are actually doing.
- Create a Searchable Sales Enablement Hub
📚 Why it works:
Even top reps forget details. The key is fast, easy access to what they need, when they need it.
How to do it:
Build a digital library with product spec sheets, quote calculators, FAQs, and training clips
Organize by product type, use case, or customer segment
Make it mobile-friendly so reps can use it in the field or on the fly
🟢 Tools to try: Notion, Confluence, SharePoint, or custom Google Drive structures
Final Thoughts
The days of one-and-done sales training are over. If you want your reps to quote accurately, speak with confidence, and sell with trust, your training needs to evolve with the tools and materials they use every day.
The most effective teams: ✅ Train in context
✅ Learn in real time
✅ Practice with purpose
✅ Have access to knowledge on demand
Give your reps the tools to win—and the training that feels more like support than school—and you’ll not only improve performance, you’ll build a sales team that sticks around and sells smarter.
