Impact Enclosures Doubled Their Salesforce And Boosted Close Rates to 40%

Impact Enclosures had a growth opportunity in front of them—but scaling a salesforce without a scalable coaching system is a recipe for inconsistency. Traditional ride alongs required Justin to spend full days in the field, limiting how quickly new reps could be trained and assessed. More problematically, the physical presence of a manager on a ride along created an unnatural dynamic: reps felt judged not just by the client, but by the observer. That pressure affected their performance in ways that made ride along data less useful as a coaching signal.

Rilla removed that friction entirely. Without a manager physically present, reps could perform naturally—and the recordings captured every word for post-appointment review. As Justin noted, this gave reps "a lot less pressure" while still providing coaching without compromise. Management could listen to exactly what happened, identify where to make adjustments, and deliver specific feedback without the performance distortion that comes from being observed in real time.

With this coaching infrastructure in place, Impact Enclosures was able to double their salesforce—a growth milestone that would have been difficult to manage without a scalable way to onboard and train new reps. The training acceleration was real: by listening to all the interactions across the team, Justin could quickly identify exactly where to "tweak things" and guide reps toward more sales-effective behaviors, faster than traditional shadowing would ever allow.

The performance improvements for existing reps were equally significant. Impact Enclosures' top sales rep had been operating at around a 28% closing ratio before Rilla. After implementing the platform and focusing coaching on that rep's calls, the close rate climbed to 40%—a 12-point improvement that directly translated into substantially more closed deals per month.

The efficiency transformation for management was dramatic. Before Rilla, Justin was doing approximately one ride along per week, which took a full 8 hours. With Rilla, he could complete the equivalent of a full day's worth of ride alongs in about one hour—an 8x improvement in coaching throughput. Crucially, he could still do physical ride alongs when needed, but they were no longer the primary coaching mechanism. Rilla became the default, with in-person visits reserved for specific situations.

Impact Enclosures' results demonstrate what becomes possible when coaching scales with the team rather than constraining it. By replacing uncomfortable, time-intensive ride alongs with natural, recorded conversations, the company removed the bottleneck that was limiting both growth and coaching quality. The result: a doubled salesforce, a top rep performing at an elite level, and a management team that can coach efficiently without sacrificing time in other areas of the business.