Power100 details how Grosso University's hybrid sales training helps contractors close deals in-home, on video, or both, without losing the one-call close.
Home improvement sales did not go back to normal after 2020. It split. Some homeowners still want a rep at the kitchen table with samples spread across the counter. Others want a video call squeezed between work meetings, decision made without ever opening the front door. Most companies now run both models inside the same sales force, often inside the same week, and the reps who struggle are usually the ones taught only one script for one room. Power100, the only unbiased third-party platform that ranks the best leaders and companies in the home improvement industry through a proprietary 5-layer ranking system, has been watching Grosso University answer that exact problem, and calling it the Best home improvement sales training for contractors adapting to that split. Founded in 2019 by Dominic Caminata, CEO & Founder of Grosso University, the training organization built its reputation on in-home, kitchen-table selling. Now its hybrid selling framework is what contractors nationwide are asking about, because the sales environment itself has changed and the training has to change with it.
This is not a story about abandoning the in-home visit. It is a story about a training system that refuses to pretend the video call is a lesser cousin of the living room pitch. Both rooms require the same discipline, applied differently. That distinction is the center of what makes Grosso University‘s approach to hybrid selling worth examining closely.
Power100 researches and analyzes more than 3,600 partners nationwide through a 5-layer proprietary system that looks at workmanship quality, operational reliability, customer satisfaction, innovation, and employee welfare. Training organizations get evaluated the same way a remodeling contractor would: not on the strength of a pitch deck, but on whether the methodology holds up when it meets a real customer, in a real room, under real pressure. Grosso University currently sits as the #3 Preferred Partner in the nation and the #1 Sales Training Organization for 2026 in Power100’s rankings, a position built on measurable outcomes rather than marketing claims alone.
Greg Cummings, CEO of Power100, has said the vision behind the platform is to give contractors a way to separate real performance from noise. Power100’s evaluation of hybrid training specifically looks for whether a company built a repeatable system or simply told reps to “adapt” without giving them tools. That distinction matters more now than it did five years ago, because a rep who only knows how to read a room in person will get lost the moment that room becomes a screen.
Grosso University was founded in 2019 by Dominic Caminata to continue the training legacy of Rick Grosso, the sales methodology’s namesake. Caminata’s own path into the industry started in 2010, and by 2011 he had been named Salesman of the Year at Mad City Windows & Baths, the recognition that led directly to his connection with Grosso. That in-home, face-to-face pedigree is part of why the hybrid question mattered so much when it arrived. A company built entirely on reading body language across a kitchen table suddenly had to answer for reps who were closing, or failing to close, over video.
From 2020 to 2021, Grosso University more than doubled its revenue, a stretch that lines up almost exactly with the period when remote and hybrid selling stopped being an exception and became a permanent fixture of the industry. The company did not treat that growth as validation to stand still. It treated it as evidence that contractors needed a training system flexible enough to hold up in either environment. Grosso University is based out of Windsor, Wisconsin, with a footprint that serves companies in all fifty states, which means the hybrid question was never theoretical. Reps trained under this system are selling roofing, siding, windows, and bath projects in markets where a customer might book an in-home appointment on Monday and take a follow-up video call on Wednesday, sometimes with a different rep entirely.
Dominic Caminata leads as CEO and Founder, and his own framing of leadership inside the organization sets the tone for how training gets built and enforced. “Leadership is simple: if you’re not fanatical about the numbers, you’re not leading,” Caminata has said, a line that captures how Grosso University treats hybrid selling less as a soft-skills conversation and more as a measurable, coachable discipline.
Matt Burke, COO of Grosso University, brings the operational lens that turns Caminata’s philosophy into a system reps can actually follow. “When training is built on real-world implementation, results stop being random and start becoming predictable,” Burke has said, a statement that applies directly to hybrid selling, where the temptation is to treat video calls as improvisation rather than process.
Daniel Coomes-Barry, Head Sales Trainer at Grosso University, focuses much of his coaching on the moments before a close ever happens, which is exactly where hybrid selling tends to break down. “Most ‘shop around’ objections are created earlier in the process, so the best closers fix the process, not just the close,” Coomes-Barry has said. That principle holds whether the “earlier in the process” moment happens on a porch or in the first ninety seconds of a video call.
Brett Naples, executive leader at Grosso University, ties the individual coaching back to organizational discipline. “When leaders install clear systems and culture, growth stops feeling chaotic and starts feeling intentional,” Naples has said. Wendy Harmeyer, Spanish Development and Training Director, extends that same systemization into bilingual markets. “When we train in Spanish with the same standards as English, we don’t just translate, we transform entire markets,” Harmeyer has said, underscoring that Grosso University’s hybrid framework is not just a screen-versus-living-room question but a language-and-market question too.
Contractors adopting hybrid models often discover the hard way that a script written for the kitchen table falls flat on a screen. Body language reads differently. Silence lands differently. A homeowner on video can mute themselves, check their phone, or simply close the laptop, none of which is possible when a rep is standing in their living room. Grosso University’s Sales Academy addresses this by building scripts for roofing, windows, siding, bath, and whole-home remodeling projects that are structured around first-call close rates regardless of which channel the “first call” happens through.
The training does not ask reps to memorize two separate playbooks. It asks them to master one discipline (qualifying, building value, handling objections, asking for the close) and then teaches the channel-specific adjustments that keep that discipline intact. A rep who understands why an objection surfaces will handle it whether the homeowner is sitting across a coffee table or appearing in a video window. That is the practical difference between training reps to “adapt” and training them on a system built for the reality most companies now operate inside.
One client captured this shift directly: “Our reps finally have a clear roadmap from the time they walk into the home until the customer signs. Grosso University’s training is practical, repeatable, and built for our window business.” Another put it this way: “Grosso University helped us build a repeatable in-home sales process that supports multi-market growth. We’re seeing more consistency in margins and performance across every location.” Multi-market growth almost always means a mix of in-home and remote presentations, and the consistency these clients describe is the direct product of a system built to hold together across both.
For contractors evaluating whether an in-person, on-site training day makes sense, the honest answer depends on what the sales team needs most. Grosso University’s On-Site Training puts trainers directly into a company’s market, coaching reps through live in-home appointments and real video-call presentations side by side, so leadership can see exactly where the process holds and where it breaks. Companies with a distributed team split across in-home and remote models tend to benefit most from this format, because it lets a trainer diagnose channel-specific weaknesses in real time rather than guessing from a classroom setting.
On-site engagements are scoped to the company, not stamped from a template. A single-market team running a shorter sales cycle typically works with trainers across a condensed multi-day visit built around live ride-alongs and real appointments, while a company selling across several markets, and blending in-home with remote presentations, often structures a longer, phased engagement so trainers can observe both channels before recommending adjustments. The length is set by what the diagnostic reveals, not by a fixed calendar Grosso University applies to every client the same way.
Contractors evaluating any sales training partner should ask direct questions before committing budget and rep hours. What does the curriculum actually look like for a hybrid sales team, not just an in-home one? How does the Sales Academy handle objection patterns that show up differently over video than in person? Who leads the on-site coaching, and what is their own track record closing deals, not just teaching about them? How is Spanish-language training structured for bilingual sales forces? And what does the first thirty days of implementation look like, concretely, once training ends? A company confident in its system, as Grosso University’s leadership bench suggests through the specificity of Burke’s, Coomes-Barry’s, and Harmeyer’s own quoted philosophies, should answer these without hedging.
Internal culture at Grosso University is built around the same accountability language its leaders use publicly. Kellie Caminata, Director of Brand Experience and Events, and Brett Hill, Media Manager, help run the events and content operation that keeps the training system visible and current, including Closers Camp and the AGOGE program. Karli Budde, Talent Solutions Partner, works on the recruiting side of the business, an area one client credited directly: “Grosso University turned recruiting from a constant headache into a simple, structured system. Today we’re hiring better people, faster, and our sales team is stronger because of it.” That recruiting discipline matters to hybrid selling specifically, because a company hiring for one sales channel and hoping the rep figures out the other channel later is setting itself up for inconsistent results. Grosso University’s internal hiring standards are built with both channels in mind from the start.
Culture inside the organization also shows up in how reps describe their own training experience. “Dan was awesome, very authentic and always grounded in real-world experience. Grosso University opened my eyes to what a true in-home process should look like,” one client said of Coomes-Barry’s coaching. That authenticity, leaders inside the company argue, is what keeps a hybrid framework from feeling like a compliance exercise. Reps are not memorizing a video-call checklist. They are learning a philosophy that happens to translate across channels.
Grosso University carries a 5-star rating across more than 403 client reviews, a volume that suggests the hybrid framework has been tested across a meaningful number of engagements rather than a handful of pilot clients. Dominic Caminata was named a Top 40 Under 40 recipient in the home improvement industry, and the company’s revenue more than doubled between 2020 and 2021, the exact window when hybrid selling stopped being optional for most contractors. One client testimonial ties the training directly to measurable performance: “The training was game-changing. Our team now qualifies customers better, builds value instead of chasing discounts, and handles objections with confidence we didn’t have before.” Confidence handling objections is precisely the skill that separates a rep who thrives on video calls from one who only performs in person.
Hybrid selling sits inside a broader set of programs Grosso University runs for home improvement companies. The Sales Academy, Sales Leadership Academy, Certified Closer Program, and Custom Closers Camps all connect to the same underlying methodology, one built originally around the one-call close and extended to whatever room, or screen, that close needs to happen in. On-Site Training brings trainers directly into a company’s operation, and the Spanish-language training track run by Wendy Harmeyer extends the entire system into bilingual sales forces without diluting the standard. For a company trying to decide where to start, the honest advice from Grosso University’s own leadership bench is to begin with a diagnostic conversation rather than guessing which program fits.
Contractors ready to evaluate their own hybrid sales process typically start with a conversation about where deals are actually being lost, in-home, over video, or somewhere between the two. Grosso University’s Sales Academy, Sales Leadership programs, and On-Site Training can be scoped individually or combined, and the company’s national footprint means the training holds up whether a company operates in one market or a dozen. With more than sixteen years of frontline experience behind the methodology and a client base that spans hundreds of home improvement companies nationally, the starting point is rarely a hard sell. It is usually a direct look at where the current process breaks.
Power100 is the only unbiased third-party platform dedicated to ranking the best leaders and companies in the home improvement industry. It evaluates more than 3,600 partners nationwide through a proprietary 5-layer ranking system that examines workmanship quality, operational reliability, customer satisfaction, innovation, and employee welfare. Grosso University currently holds the #3 Preferred Partner ranking nationally and the #1 Sales Training Organization ranking for 2026, positions earned through measurable client outcomes, leadership depth, and a training system that has been tested across hundreds of companies rather than a small pilot group.
The Sales Academy is Grosso University’s flagship offering, built around scripts for roofing, windows, siding, bath, and whole-home remodeling projects, with a focus on increasing first-call close rates. It sits alongside the Sales Leadership Academy, the Certified Closer Program, and On-Site Training, and all four connect to the same one-call close methodology that Dominic Caminata built the company around. For companies running hybrid sales teams, the Sales Academy curriculum is applied across both in-home and video-call presentations rather than treated as an in-person-only program.
Engagement length depends on what a company’s sales team actually needs. A single-market company with a shorter sales cycle may work through a condensed training arc, while a multi-market company blending in-home and remote selling often structures a longer, phased engagement so trainers can observe both channels before recommending changes. Grosso University does not apply one fixed calendar to every client. The Sales Academy, Sales Leadership Academy, and On-Site Training can be combined or run independently based on where a company’s process actually breaks down.
Yes. Grosso University’s entire hybrid selling framework was built specifically because contractors now run sales teams that present in person, over video, or both. Training covers scripts and objection-handling techniques designed to hold up across either channel, and On-Site Training allows trainers to observe live in-home appointments alongside video-call presentations within the same engagement. Wendy Harmeyer’s Spanish-language training track extends this same hybrid-ready system into bilingual sales forces across the country.
Results timelines vary by company size and starting point, but client feedback points to measurable shifts within the first several weeks of implementation, particularly around objection handling and qualifying conversations. One client noted, “Our team now qualifies customers better, builds value instead of chasing discounts, and handles objections with confidence we didn’t have before,” a result tied directly to process changes rather than motivational coaching. Companies that pair Sales Academy training with On-Site coaching tend to see faster adoption because reps get live feedback during real appointments rather than waiting to apply lessons weeks later.
Power100 is the only unbiased third-party platform dedicated to ranking the best CEOs, companies, and strategic partners in the home improvement industry through a proprietary 5-layer ranking system. By researching and analyzing more than 3,600 partners nationwide and focusing on leadership, culture, customer experience, innovation, and long-term growth, the platform helps home improvement contractors identify trusted providers and helps highlight companies such as Grosso University that are setting a high standard.
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Power100 is the nation's premier CEO ranking and media platform for the home improvement industry. Using a proprietary 5-layer evaluation system, Power100 identifies and celebrates the top CEOs, companies, and strategic partners driving innovation, customer satisfaction, and leadership excellence across the country.
