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Sales & Margins

Where does the buck stop in your organization?

Although he did not coin the statement, President Harry S. Truman from the state of Missouri is given credit for popularizing the phrase “The...

What does “professional” mean in your organization?

Is “professionalism” something that is in the eye of the beholder or are there basics that all professionally managed organizations have in common? I believe...
Bill Lee LBM Journal

Guidelines for incentive compensation in 2018

There is no topic I receive more calls about than that of incentive compensation. Here are just a few examples of questions that lead...

Breathing too much of your own exhaust?

Regardless of how successful you believe your company may be, your place of business is most likely not the most innovative building supply business...

Four ways to make better use of your sales time

No one has enough time. Yet, everyone has all the time that there is. Every salesperson hits a point when he or she seemingly can’t...

Eight rules to avoiding incentive plan pitfalls

There are a number of ways to run incentive plans for your staff. Here are eight simple rules that I have found will simplify...

Negotiating Tips Outside Salespeople Need to Know

It is extremely rare to find a market in which homebuilders don’t make some attempt to persuade salespeople to lower the prices. It is...

Eight ways to boost your company’s gross margin

Gross margin has more to do with the attitude of a company’s managers and salespeople than it has to do with buying better. When it...

Do What You Do Best and Delegate the Rest

Business owners and managers alike are busier than ever these days. As their businesses grow and become more complex, they find that they don’t...
Sample interview questions

Managers Get the Behavior They Hire

There has been a lot of talk in the media about how differently management must treat the millennials in the work force; that is,...

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