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ASK THE EXPERT: Motivating Outside Sales Professionals

“As an operations-oriented manager who is also responsible for growing revenues, how do I motivate the outside sales force?” Signed, Perplexed Dear Perplexed,First of all, I...

ASK THE EXPERT: The Special Order Question

“Should dealers require a deposit on special orders regardless of whether the customer has an account or not? What is the best policy regarding...

ASK THE EXPERT: September 2015

Changing Pay Plans “I have a sales staff who average just over 21 years of experience each. For the past decade, they’ve been paid salary...

ASK THE EXPERT: August 2015

Competing With Vendors “My biggest challenge is trying to purchase lumber from sources that do not sell direct to contractors. We have a policy that...

ASK THE EXPERT: July 2015

The High Cost of Employee Turnover “The cost of employee replacement can be staggering when you stop to put a pencil to it. Employee retention...

ASK THE EXPERT: June 2015

Keep The Boss Relevant “I work with an aging patriarch of the business who wants to stay involved and stay relevant, but is slowly fading...

ASK THE EXPERT: May 2015

Scott Hartmann, a seasoned LBM industry veteran with a solid track record of success, provides thoughtful answers to readers’ questions. Aging in Place “We’re struggling with...

ASK THE EXPERT: April 2015

Scott Hartmann, a seasoned LBM industry veteran with a solid track record of success, provides thoughtful answers to readers’ questions.Keeping Top Salespeople“Our business is...

ASK THE EXPERT: March 2015

Scott Hartmann, a seasoned LBM industry veteran with a solid track record of success, provides thoughtful answers to readers’ questions.The Disorganized Sales Pro “I have...

ASK THE EXPERT: February 2015

Q: How does one find out the real reasons why a builder won’t do business with you? Signed, Locked OutDEAR LOCKED OUT, Whether you have been...

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