Training & Events Signature Programs

SUCCESS STORY

DuBois Granite & Quartz:

Sales Training with Rock Solid Results

DuBois Granite & Quartz is a woman-owned fabrication business in DuBois, Pennsylvania, specializing in granite, natural stone, and quartz countertops. Since opening in February 2020, the company has built a strong reputation across three customer segments: homeowners remodeling their kitchens and baths, residential construction contractors, and commercial builders. Despite early challenges from the COVID-19 pandemic, DuBois Granite & Quartz has emerged resilient and growth-minded, consistently generating nearly $2 million in annual sales with a team of three salespeople.

 

  • The Challenge

    While demand for natural stone and quartz surfaces remained strong, DuBois Granite identified key barriers to scaling their sales revenue. Their informal sales process lacked structure and consistency, particularly in areas like follow-up, objection handling, and closing. Additionally, the existing compensation model offered limited incentives for sales staff to exceed expectations. With a goal to increase sales conversion rates from 50% to 60% in one year—and ultimately to 70%—the company needed a strategic intervention to build sales capability and formalize its approach.

  • The Solution

    DuBois Granite partnered with NWIRC to implement a customized Sales Process Mapping & Training program. The six-session initiative, led by NWIRC’s Strategic Planning and Culture Development Manager and our Chief Operating Officer, focused on foundational sales skills, mindset development, and process improvement. Sessions covered topics such as discovery conversations, goal setting, time management, and closing techniques. The program also created space for team-building, interactive exercises, and one-on-one coaching, with built-in accountability to apply learning. The training was designed to be flexible, allowing additional staff to participate in targeted sessions.

Metal Background

Client Success

The project positioned the company to achieve its two-year growth goals with a more confident, capable, and motivated sales team. By formalizing the sales process and introducing strategic training, the company expects to increase its conversion rate and surpass $2.2 million in annual revenue. Owner and General Manager, Joanne Bish, reported in a third-party survey following the project that the company was on track for a $100,000 sales increase.

Bish conducted an internal evaluation with employees following the Sales Process Mapping & Training program. Feedback was unanimously positive—100% of company participants felt the third-party training was valuable, fostered strong engagement and buy-in, and they appreciated the off-site format for minimizing workplace distractions. The most impactful sessions were “Growth Mindset” and “Overcoming Difficulties,” which resonated deeply with the team. Every participant reported applying at least one skill or technique from the training in their daily work, and all agreed that offering similar training on an annual basis would be beneficial. “This training initiative laid the groundwork for a more performance-driven culture, with improved follow-up, objection handling, and customer engagement across all sales channels,” Bish said. “The training sparked genuine engagement. Everyone took away something useful, and the off-site format was a key component to the impact.

Download the DuBois Granite & Quartz Success Story here.

 

 

 

 

 

$100K

Increased Sales

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