How The Staging Company scaled sales coaching in-house
As the Owner & CEO of The Staging Company, one of the many hats Brandon wears is leading sales — from strategy, to execution, to managing 8 reps. Triple Session is helping him scale sales coaching without impacting his limited time and budget.
Scaling sales coaching while running the company
One leader, multiplied impact
Brandon scaled coaching without needing to hire another sales manager.
Instant, unbiased feedback
Reps get black & white feedback. Immediately after every call.
”I could see what's going on, but didn’t have time to dive in, analyze and troubleshoot solutions. And what Triple Session did almost instantly was show us wherethe problems are... not just show me, but show the rep where the problems are sothey can start working on it on their own.”
Brandon Blake
Owner & CEO @ The Staging Company
About The Staging Company
The Staging Company is a home staging business that helps prepare homes for sale, creating inviting spaces that help properties sell faster and for better prices. With a team of 8 sales reps, Brandon Blake leads sales operations while managing the broader business.
The Staging Company relies on Aircall for call management, HubSpot for CRM, and Triple Session for sales coaching and enablement.
The Problem
Trying to coach without seeing the work
Too many sales calls, no time to review them
With a team of 8 reps, each making at least 50 calls a day, the volume of conversations was just too high to keep up with. Brandon only had time to listen to one or two calls a week. As a result, feedback could be both surface-level and too slow to make a difference.
KPIs weren't enough to really understand things
To know how reps were performing, Brandon looked at KPIs and outcomes. This showed him the result, but not what led to it. He still needed to know if reps were too passive, too aggressive, if they overlooked a client’s need, and all sorts of nuance that impact a sale.
Feedback sometimes felt subjective
Without clear evidence attached to feedback, some reps could perceive it as open to interpretation, which could make it harder to stick. With limited visibility on calls, it was tricky to know whether feedback was landing consistently and translating into action.
”I wasn't doing a good job of it. It was a very, very manual task to listen to their calls. You know, I can see in the KPIs what's going on. Some people are doing a great job and they're growing and developing on their own. Other people are not. And, without listening to every single one of their calls or being in the room with them as they're making calls, I couldn't really know what I could do to contribute to their growth.”
Brandon Blake
Owner & CEO @ The Staging Company
No time for depth, no budget for scale
The only way to go deep to fix problems in sales performance was to listen to call recordings or sit on live meetings with reps — but Brandon had no time for it.
He considered hiring a sales manager, but didn't have the budget for a new hire nor the time to onboard them.
When Brandon first saw Triple Session, he saw these gaps immediately filled, and that's when he reached out.
The Solution
Brandon and his reps now see where the real problems are
Every call reviewed, without manual work
With automatic call reviews, Brandon can now easily see who follows the playbook, spot where reps miss the mark, and catch potential risks in important deals before it’s too late. All without investing his own time or expanding the team.
Every team decision backed by objective data
Custom scorecards help Brandon learn beyond KPIs. With concrete evidence, he now has confidence about how each rep performs, and recently made a decision to let someone go based on consistently low scores and no improvement.
Every rep gets instant, black & white feedback
With feedback that’s objective and unbiased (after all, it comes from an AI that’s both neutral and accurate) arriving after every call, reps now use reliable data to self-correct where needed, staying sharp without waiting for Brandon’s time.
"”We had a rep who was already on written warning for performance... her scores were just so bad. She didn't have anything to argue with because it was very, very black and white. The right people are really going to enjoy that objective feedback so that they can get better, so that they can make more money."
Brandon Blake
Owner & CEO @ The Staging Company
”The real benefit is where a rep can see their own performance from an objective stand after every call. Many times, they're just not doing the thing. Now, they can see if they're doing the thing or not. For them, being able to get that info in as close to real time as they can is really, really good.”
Brandon Blake
Owner & CEO @ The Staging Company
