What Training Should I Give a Brand-New Salesperson in the Flooring Industry?
Apr 11, 2025
You just hired a brand-new salesperson—she’s smart, she’s eager, but she doesn’t know the first thing about floors. What do you do?
First off, you’re not alone. We hear this exact scenario all the time in our community. So let’s break this down and make sure your new hire gets the solid foundation she needs—without you having to babysit or scramble.
Step 1: Set Her Up with Self-Guided Product Knowledge
She needs to understand the big flooring categories—without getting overwhelmed.
Here’s what to have her focus on:
Major Flooring Product Categories:
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Carpet
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Hardwood: Solid vs engineered
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Laminate
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Luxury Vinyl: LVP, LVT, SPC, WPC
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Tile
- Stone
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Other: Sheet vinyl, cork, bamboo
Where to Learn:
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Vendor sites like Shaw, Mirage, Cortec, Porcelanosa, Kane, and Mohawk (for those with access)
- Compile materials on hand, resources from vendors, etc.
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Videos, here are examples of educational YouTube Videos in some categories:
"CARPET 101 with Patcraft: The Different Types, How to Specify It, and Sustainability"ā€‹YouTube Patcraft, a commercial carpet manufacturer, offers an overview of carpet types and specification considerations.ā€‹
"Solid vs. Engineered Hardwood!"ā€‹ YouTube
"Types of LVP Flooring - WPC vs SPC Vinyl" YouTube
Step 2: Introduce Sales-Focused Education
This is where real training kicks in.
Some ideas:
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NWFA University – Highly recommended by peers. Their Sales Adviser course is online, easy to follow, and includes quizzes to test comprehension.
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WFCA (World Floor Covering Association) – Offers member-access education on retail strategy, measuring, and customer communication.
Step 3: Make It Hands-On
She’ll retain more when she does something with what she’s learning.
Here’s What to Assign:
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Graph Paper Sketching – Have her practice scaling and drawing rooms. Show her how layout affects carpet seams, transitions, and waste.
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Take Notes – Ask her to jot down 3 takeaways from each video or article.
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Mock Consults – If possible, roleplay a showroom consult or phone inquiry.
Bonus: Reach Out to Vendors
Many reps are happy to set up 1:1 virtual product knowledge sessions for new hires. Reach out and schedule a few in the coming weeks.
Final Words
New to flooring doesn’t mean unqualified. If she’s coachable, hungry, and people-savvy, she’s going to be incredible. Set her up with structure, sprinkle in some mentorship, and give her tools that make her feel like she is supported before she’s an expert.
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