How LJ Stone Increased Close Rates and Sales by 11% with Rilla

About LJ Stone

LJ Stone is a home remodeling company that transforms residential spaces through quality construction and design. Before implementing Rilla, the company faced a critical visibility challenge: sales managers had no way to know what was happening during customer calls unless they were physically present. This lack of insight made it impossible to coach sales representatives effectively or identify areas for process improvement.

“The biggest benefit of working with Rilla boils down to accountability and profitability.”

Trent Stone

Owner at LJ Stone

How Rilla Transformed LJ Stone's Sales Performance

Rilla gave LJ Stone complete visibility into their sales process. Trent Stone, the company owner, explains: "Before we started working with Rilla, the biggest challenge was knowing what was going on in the house unless you were with the sales rep on a particular call. You had absolutely no idea what was being said." This fundamental lack of visibility made coaching and process standardization nearly impossible.

Rick Ply, Sales Manager at LJ Stone, notes that Rilla "broadened bandwidth" in a transformative way. "I don't have to be out there every evening and still know exactly what's going on out there in the field and coach accordingly," he explains. This allowed the sales team to operate with greater independence while maintaining consistent oversight and coaching.

The financial impact has been substantial. Since implementing Rilla, LJ Stone has seen an 11% increase in their net close rate, a 22% increase in net sale per lead issued (NSLI), and an average sale increase of $1,332. These improvements directly translate to increased profitability and stronger sales performance across the team.

Rilla's video review capability ensures that sales representatives follow the company's established process consistently. By having the ability to review calls and provide targeted feedback, LJ Stone has created a culture of accountability where reps understand exactly what behaviors drive results.

The platform's accessibility means that coaching no longer requires extensive time on the road. Sales managers can coach effectively from the office, freeing up time for other critical management responsibilities while maintaining the quality of sales training and oversight.

"Definitely would recommend Rilla. It's a game changer. I would recommend it for anybody who has sales reps," Trent Stone says. "The possibilities are probably endless of who could use this. If you need to know what's happening on your front line, that's one of the most important things about your business."