Sales & Margins

BILL LEE: Always Put a Number to Your Service Claims

Differentiating your business to make the sale.By: Bill LeeBecause virtually 100% of all sales-people claim to offer their customers outstanding service, I advocate that...

BILL LEE: Time to Evaluate All Sales Prospects

Those who don’t meet the criteria you’ve established need to be pruned.BY: BILL LEEOnly salespeople who continuously prospect for new business are in control of...

BILL LEE: Talent + Experience + Chemistry

Making TEC an integral part of your hiring process will drive your company forward.BY: BILL LEEThere are three letters all owners and managers should...

BILL LEE: Do You Have the Next Generation of Leaders on Board?

Five necessary steps to ensure you’re investing in quality employees.BY: BILL LEEA good amount of the key people who populate a family-owned construction supply...

BILL LEE: To Manage Sales Is an Active Verb

Measuring activities to ensure growth and development.BY: BILL LEEThere’s a lot of responsibility that goes with the title, “manager.” Managers are charged with getting work...

BILL LEE: Not All Employee Turnover Is Bad

When is it the right time to initiate personnel changes?BY: BILL LEEWhen is it the right time to initiate personnel changes? When to terminate...

BILL LEE: Measure Twice, Cut Once

Eight steps to help your company  reduce expensive— and unwanted— product returns.BY: BILL LEEAre returns a necessary evil in the building supply industry or...

BILL LEE: Lackluster Earnings

And how to eliminate them.BY: BILL LEEThe purpose of a business is to create wealth for its stockholders. Other purposes include creating employment opportunities...

BILL LEE: Sales Teams Need Leadership to Excel

A good sales manager can mean the difference between modest performance and high productivity.BY: BILL LEEDoes the sales manager in your organization provide the leadership...

BILL LEE: Your Family Business

Will It Stay in the Family?After what our industry has endured in recent years, it’s timely to discuss two key elements of survival: a...

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