As for recruiting, “I don’t have any,” Pompilli says. “I have salespeople waiting to work here.” Pompilli says he’ll hire just about anyone who’s willing to practice and learn the system. “We hired our Fed Ex driver,” he recounts.

“Willing to practice and learn” aren’t just idle words. Candidates are brought in for a full day of training. There’s a quiz halfway through the day and some homework. “You come in the next day and you don’t pass the test — you’re gone,” Pompilli says.

One of the biggest benefits of the system is that when there is a problem, such as when a salesperson is below Tri-States’ minimum slug, he can immediately be pulled in to determine where the problem lies. Slug, Pompilli explains, is net sales to lead issued (NSLI). “It’s always because they are off the system,” he declares.

Tri-State’s program is fully scripted. It trains a salesperson how to knock on the door, how to introduce him/herself, how to get to the table, how to close the deal and how to walk out the door.

The system includes plenty of practice and role playing. “We don’t let them learn on the leads; we let them learn before we give them the leads,” Pompilli explains. “Before they get a lead they learn our system 100 percent.” Some of the salespeople add a little of their personality to the demo and others don’t, he adds.