Sales Training Overview
This guide is required reading for all new sales reps before their first customer call. Complete the pages in order, then use them as a daily reference.
Who This Is For
New to door sales
- New sales reps in their first 90 days
- Inside sales team members
- Anyone quoting doors for the first time
Experienced reps refreshing
- Estimators reviewing process
- Project coordinators
- Operations team handling order review
What You Will Learn
- Terminology
- Field Skills
- Quoting Skills
- Slab vs. prehung and when each applies
- Door anatomy: jamb, threshold, astragal, lite, sidelite, bore
- Size shorthand like 3068, 2868, 6068
- Handing nomenclature: LH, RH, LHR, RHR
- Material and glass terms used in product listings
The Core Quoting Workflow
Identify the opening and door type
Confirm whether this is new construction or replacement, interior or exterior, single door or a larger configuration with double doors or sidelites.
Confirm slab-only or prehung
A slab is the door panel alone. A prehung unit includes the frame, hinges, and related components. This single question changes measurements, pricing, and install assumptions.
Capture field measurements
Collect rough opening width and height (multiple points each), slab size, jamb depth, and door thickness. Always record the smallest measurement at each dimension.
Confirm handing, swing, and operation
Record left-hand or right-hand, and inswing or outswing. Never assume. This is one of the most common and costly quoting errors.
Select material, glass, hardware, and options
Document material type, lite style, hardware prep, finish details, casing, and any sidelite or threshold requirements.
Review install conditions and risks
Check for out-of-square openings, existing trim reuse, brickmould constraints, and jamb extension needs before quoting.
Prepare and submit a clean quote
Verify all specs before sending. A good quote is a verified specification, not just a price.
Training Path
Complete the pages in this order. Each page builds on the previous one.Door Fundamentals
Start here. Slab vs. prehung, size shorthand, interior vs. exterior, and the four questions every rep must answer before measuring.
Door Anatomy and Terms
Learn the names of every part of a door unit and frame so you can speak the language on any job site or product call.
Measuring and Field Verification
Capture rough opening, slab size, jamb depth, and site conditions accurately — with the exact checklist reps use in the field.
Handing and Operation
Determine left-hand vs. right-hand and inswing vs. outswing without guessing, using the field methods that actually work.
Door Types and Configurations
Single doors, double doors, sidelites, and full lite vs. solid panels — including how configuration changes sizing and quoting.
Materials, Glass, and Hardware
Scope the product choices that drive performance, appearance, and price before the customer asks.
Quoting Workflow
The exact intake-to-approval process reps follow to build a clean, verified quote every time.
Order Review and Red Flags
The warning signs that turn clean quotes into expensive remakes — and how to catch them before submission.
FAQs and Scenarios
Real customer conversations with model responses. Use these to prepare for the most common situations on the phone.