Virtual Sales Training vs. In-Person: What’s Best for Your Team?

In the home improvement industry, your sales team’s ability to connect with customers and close deals is everything. You already know the pressure—missed appointments, inconsistent close rates, reps who struggle to handle objections, or just not enough consistency across your sales team. When the results aren’t where they need to be, it’s time to look at the foundation: your sales training.

Should you invest your valuable time and resources in virtual sales training or in-person training? The answer isn’t always clear-cut, and you’ll need to carefully evaluate your company’s goals and priorities to choose a training system that fits your needs.

The Benefits of Virtual Sales Training

Over the last few years, virtual sales training has gone from a backup option to a proven, powerful tool. And for good reason—it’s fast, flexible, and scalable.

Sales teams in the home improvement space often span multiple territories. Getting your team together in one place is expensive and disruptive. With remote sales training, your reps can log in from anywhere and start learning immediately—no flights, no hotels, no downtime.

Virtual platforms also make it easy to train large groups all at once. Whether you’ve got five reps or fifty, you can deliver consistent training across every market.

Faster Implementation & Results

Live online training allows for real-time interaction, role play, and feedback—just like in-person sessions. But with virtual coaching, your reps can apply what they learn on the very next appointment. That means fewer delays and faster progress.

When it’s done right, virtual training doesn't just “check a box.” It becomes part of your culture, your rhythm, your way of doing business.

Lower Costs, Higher ROI

Compared to on-site coaching, virtual sales training typically costs less, and that doesn’t need to mean lower quality. You cut travel expenses and eliminate scheduling headaches. The result? More money stays in your business while your team continues to level up.

The Power of In-Person Sales Coaching

There’s a reason in-person sales coaching remains a go-to method for home improvement companies who want deep, transformational change. For some teams, nothing beats the energy and focus that come from face-to-face coaching.

Hands-On Skill Development

Being in the room with a sales coach allows your team to get granular with their technique. This is especially important in the home improvement industry, where reps often sell in the customer’s home, and every detail of the pitch—from tone to timing—matters.

Customized, On-Site Insights

Experienced sales coaches will evaluate every aspect of your operations, including your sales process, call center practices, customer interactions, and production. This will allow your sales trainer to gain insight into what is and isn’t working with your sales process and help you develop a customized plan.

Is Virtual or In-Person Sales Training Better for Home Improvement Teams?

The truth is, it depends.

If your team needs ongoing reinforcement, easy access, and flexibility, virtual sales training is a smart play. It’s perfect for teams that need to move fast, stay sharp, and keep up with a growing workload.

But if you’re going through major changes—hiring a new team, launching a new product, or just haven’t had consistent sales results—in-person sales coaching may be the jolt your business needs. It allows for deeper collaboration, immediate corrections, and leadership alignment in a way that’s hard to replicate online.

Ultimately, deciding between in-person and virtual sales training for your home improvement sales team depends on you’re a variety of factors, including your budget and growth goals. Additionally, for many teams, starting with in-person sales training to build a solid foundation and reinforcing it with ongoing virtual training can be the most effective strategy.

How 10 Step Selling Brings It All Together

The industry veterans Brian Smith and Matt Nyberg at 10 Step Selling have worked with sales teams across the country—from small startup shops to established home improvement giants. And we know one thing for sure: there’s no one-size-fits-all solution.

That’s why we offer virtual sales training and in-person sales coaching, both built around our proven 10 Step system.

With our interactive virtual coaching, your reps get live, two-way training that’s designed to be implemented immediately. They’ll learn how to better implement key strategies in in-home sales, such as creating urgency, simplifying contracts, and handling objections—without stepping out of the field. Our platform tracks participation, promotes accountability, and fosters a culture of shared growth across your team.

Prefer to go deeper? Our in-person coaching starts with a two-day on-site evaluation of your entire sales operation—sales reps, call center, customer service, and install. We provide a customized playbook to improve performance at every step, backed by ongoing coaching to make sure it sticks.

We help your team overcome the real challenges they face: low close rates, inconsistent results, high turnover, and wasted leads. And we do it with strategies that actually work in the home.

Ready to Level Up?

Whether you’re looking for the speed and scalability of remote sales training or the hands-on transformation of in-person coaching, we’ve got you covered. Reach out to the experts at 10 Step Selling today to schedule your free 30-minute consultation.