Launch Lesson’s Learned
Earlier this spring, we wrapped a major D2D sales launch, and looking back at how it came together, I want to share what our team absolutely nailed — and what we're still working on.
What we got right:
✅ In-person training changes everything.
When you bring people into the same room, something shifts. Partners start sharing best practices with each other. Questions come out that never surface over a Zoom. Participation is real. That energy is hard to replicate, and we're not going to try — in-person is the standard for us.
✅ Having everyone at the table.
ISP leadership, COP leadership, and our partners all in the room together. That's trust-building. When reps see that level of alignment and investment from the top down, it sets the tone for the entire program.
✅ Branding in the field matters more than you think.
We outfitted our partners with branded vests. A simple move with massive impact. Reps reported more doors answered and more credibility at the threshold. We know how important it is to get our partners the tools they need to be successful.
“Faster onboarding directly translates to better program outcomes and a more scalable model for our partners.”
What we're still working on:
⚙️ Onboarding speed.
In door-to-door sales, momentum is everything. When it takes a week or more to get a rep cleared and in the field, you risk losing them before they knock a single door. This is one of the most important challenges COP tackles with our ISP partners, because faster onboarding directly translates to better program outcomes and a more scalable model for our partners.
Every launch teaches us something.
This one confirmed what we believe about field sales: culture, preparation, and presence win.
More to come.
✍🏻 Calen Schultz, Managing Director