OSR Academy: Training for Outside Sales Reps

The mission of the OSR Academy is to intentionally and proactively provide the next generation of LBM (Lumber & Building Materials) sales reps with confidence and discipline around the fundamentals of selling.

The OSR (Outside Sales Rep) Academy logo

Participating companies

What’s included:

  • 12-months of the best blended learning sales content

  • Weekly digital training with on-demand access

  • Biweekly live virtual training with Hartmann each term

  • Live Coaching from industry peers and sales experts each term

  • Curated book selection for use in course and life-long learning

  • Weekly nudges and progress reports delivered via email

  • Attendance at Sales Fundamentals Workshop in April ($3,895 value)

  • Quarterly teaching by builder owners

  • Monthly progress reports for local managers

  • Elimination of stress & frustration of training sales reps

  • Dedicated, full-time program administrator to guide and coach

  • Access to best, all-industry sales training content

  • Custom case studies created specifically for LBM industry

  • Collaboration with cohort colleagues from other LBM firms across the country

  • And much, much more!

    • Goal-setting

    • Pipeline management

    • Prospecting

    • Time management

    • Pre-call planning

    • Leveraging the phone

    • Strategic questioning

    • Overcoming objections

    • Pricing justification

    • Conflict management

    • Negotiation

    • Cultural intelligence

    • Closing skills

    • Virtual selling

    • Utilizing LinkedIn

    • and much more!

    • Audio

    • Videos

    • Books

    • Movies

    • Articles

    • Case studies

    • Interviews

    • Monthly cohort calls

    • Insight generation reports

    • Templates & resources

    • Implementation of sales tools

    • Sales Fundamentals Workshop ($3,895 value)

    • Knowledge checks & exams

OSR Academy Trailer

“OSR Academy has streamlined the training process. Every student that we have enrolled has achieved a new level of enthusiasm and has gained a truckload of tools to help enable them to be successful salesmen.” 


”I AM CONFIDENT THE INVESTMENT IS WELL SPENT.”

Matt Semonik >>
COO, Arnold Lumber Company

OSR Academy Side-by-Side Comparison

 

OSR Academy Graduate

  • Is goal-oriented, tracks progress weekly, monthly, quarterly

  • Uses time management system to focus on high-value activities

  • Quantifies, forecasts, and communicates sales pipeline

  • Intentionally pursues wallet share growth among customers

  • Confidently leverages the phone to prospect for new business

  • Is accountable to target list and communicates progress

  • Has been trained by builders to understand their point of view

  • Is a consultative seller, helps customers achieve goals

Status Quo OSR

  1. Expects others to provide and monitor sales goals

  2. Allows random calls, texts, and emails to dictate daily behavior

  3. Believes sales forecasts are crazy, impossible, and unnecessary

  4. Fears selling new product lines = risk to current business

  5. Is fearful of using the phone to interrupt people with value

  6. Has no target list for new business or wallet share increase

  7. Focuses on self; fails to understand motivations of builders

  8. Is an account manager: reacts to customer calls, takes orders

What OSR Academy Students Are Saying

BRIAN POIRIER >>
Outside Sales Representative
Koopman Lumber Company

MATTHEW RASK >>
Outside Contractor Sales Account Manager
Building Center of Gloucester

CARLOS RUIZ >>
Contractor Sales Specialist
Big Creek Lumber Company

 Our commitment

Give us 12 months and we'll develop your sales rookie into a sales pro.

PAT CLANCY >>
Vice President, Wm. B. Morse Lumber Co.

“There's not another sales training program in the country that even comes close to teaching such a well-rounded curriculum.”

“All of the topics you wish you had time to teach are covered.”

How the OSR Academy is Better—and Different

The OSR Academy is the only industry-specific, small cohort, blended learning sales training program designed to develop the next generation of sales pros in a consistent, methodical way over the course of 12 months.

Hartmann Led Content and Engagement

12-month Blending Learning Program Developed and Led by Bradley Hartmann – designed for Personal and Immediate Impact

Guest Training From Industry Experts

Home Builders and Top Experts from Inside and Outside the LBM Industry Offer Students Real-World Application and Candid Feedback

High Touch Accountability

Dedicated Support of Full-time OSR Academy Administration Team Ensures Students Are Engaged and Successful

Small Cohort Collaboration

Cohort-Based, Small Teams Encourage Collaboration and Insights with other Ambitious Professionals

Sales Fundamentals Workshop

Includes a Spot at SFW, Our Unique and Interactive Annual Sales Training Event, Where Concepts Will Be Reinforced and Practiced in a Live Setting

Proven Results

It’s Proven Effective; Read on for Testimonials from Executives, Students and Builders Involved with the Program

 

Industry Experts

OSR Academy students have the opportunity for live training and feedback from Sales Experts, Builders, and other Industry Experts in areas such as Prospecting, Negotiation, and Cultural Intelligence.

 

“Our mission: Bring the best people—with their best content—from inside and outside the industry, to build a great sales pro from the ground up.”

– Bradley Hartmann

  • Mike Weinberg

    President of The New Business Sales Coach & Best-Selling Author of New Sales. Simplified.

  • Bill Lee

    The Godfather of LBM Sales Training and Consulting and Author of Best-Selling LBM sales book Gross Margin.

  • Bobby Krueger

    Founder at Mavrek Development in Chicago and President of The Krueger Group in Cleveland.

  • Matt Potter

    Veteran Outside Sales Expert for a Fortune 200 Building Materials Retailer and International Jurist for The Top 25 Sales Films of All Time.

  • Catherine Wheeler

    Culture Engineer for People-centric Organizations; has spent over a decade coaching executive leaders of Fortune 300 Companies.

  • Tim Rethlake

    40-year Industry veteran, Sales Training Expert and Coach at Consultancy, TRaction Coaching.

  • Dr. Ben Bigelow

    Leads Construction Management Program at University of Oklahoma and collaborates with Hartmann on LBM Case Studies.

  • Mike Barrett

    Owner of Barrett Homes; Developer and Builder of Luxury Homes in Chicago with previous experience at large, national homebuilder.

Ends of wooden boards lined up exposing the grain pattern

Ideal OSR Academy Student:

The OSR Academy is designed for anyone who wishes to methodically learn and implement sales fundamentals over a 12-month period. Most students are either inside sales pros who wish to adequately prepare to become an Outside Sales Rep (OSR) in the future, or rookie OSRs who would benefit from a firm foundation in sales training. Our students also include general managers who wish to learn and implement the sales fundamentals with their local teams.

SUCCESS STORIES FROM FOLKS WE’VE WORKED WITH:

OSR Academy Investment

The investment in OSR Academy is $19,495 per student, and includes a spot at Sales Fundamentals Workshop ($3,895 value).

Register by June 21st for a savings of $1,000.

 

OSR Academy Student Feedback

Upcoming Dates

The next OSR Academy cohort will launch in September 2024. Contact us now to secure your spot!

FAQs

  • The OSR Academy is designed for aspiring OSRs who have not learned or demonstrated the fundamentals of selling and are currently working within another department, or new OSRs who would benefit from a comprehensive training program.

  • Certainly--about half of the students in our program are existing OSRs. The critical factor for these students—and their managers and champions—will be to understand our curriculum is designed to methodically build confident OSRs from the ground up over the course of 12 months. If current OSRs are struggling and need immediate training and coaching in order to improve their sales performance, we recommend our OSR Coaching Program.

  • September 16, 2024

  • Our OSR Academy administrator will provide monthly progress reports to the participants' leadership. We recommend champions (executives) allocate 10-15 minutes per month for review. The manager should allocate about 30 minutes per month for monthly check-in and reinforcement of training.

  • Not necessarily. In past cohorts, we’ve had several managers at different companies oversee multiple students enrolled in the OSR Academy. They reported a time investment of roughly 30 minutes every one to two weeks to review the work, progress, and grades of their students, and reinforce training content.

  • The weekly training content will be introduced and explained by Bradley Hartmann. The content itself will come from a variety of the best resources available, including LBM-specific content from experts like Bill Lee, Dr. Ben Bigelow, and Hartmann. Best-in-class content from outside the industry will also be included from leaders like Mike Weinberg (sales story) and Rich Horwath (strategy).

  • Bradley Hartmann will be personally overseeing the day-to-day execution of the program along with his colleague, Courtney Krug, the Customer Success Manager and administrator for the OSR Academy. Courtney will work hand-in-hand with Hartmann to facilitate student engagement, grade student-submitted content, and provide consistent progress reporting to the managers and executives.

  • Yes. The live training sessions regularly feature a builder sharing insights and advice from the other side of the desk.

  • Email Courtney Krug directly at Courtney@bradleyhartmannandco.com with OSR Academy in the subject line, and detail any questions you may have. Let us know if you’d like to schedule an introductory call to determine if the OSR Academy is a fit for your team.

  • The investment in OSR Academy is $19,495. Register by June 21st for a savings of $1,000.

Ready to enroll?

If you’re looking to join The OSR Academy, follow these steps to enroll and get started:


01 ❯❯❯

Contact our team here


02 ❯❯❯

Indicate your interest in the OSR Academy


03 ❯❯❯

Schedule a call with our OSR Academy admin team


04 ❯❯❯

Complete enrollment