Sales & Operations

Inventory Shrinkage: What to Look for to Minimize Your Store’s Losses

Inventory shrinkage is alive and well among building supply businesses. Inventory shrink can usually be traced to two primary factors: 1.) Too few systems...

What Kind of Sales Coach Are You?

What are you doing to make your telephone ring? This is one of my favorite questions to ask the owner or manager on the...

Raising the Bar on Personal and Company Performance

How many games must a major league pitcher win in order to be considered a cut above? What is the magic batting average a...

Don’t Underestimate the Power of Scripted Sales Statements

As you raved to a friend about the story line in a movie you just saw, did you think about how many times the...

Make a Plan then Make it Happen

“IT’S DIFFICULT TO HIT A TARGET YOU CANNOT SEE.” I first heard this statement from the late great Zig Ziglar, but it is equally applicable...

Are Higher Gross Margins in Your Company’s Future?

When I wrote my book, “Gross Margin,” I did a considerable amount of research to learn the gross margins achieved by retailers outside the...

Telling Isn’t Selling: 5 Great Questions to Ask Prospects

The person who is in control of the sales interview is NOT the one doing most the talking, but the one asking the questions....

Lazy Salespeople Lead with Price

Smart salespeople are partners who help their customers succeed. When prospecting for new business, it has been my experience that salespeople are most likely to...

When Talking Productivity, Measurements Matter

A few years ago, I was invited to speak in Scottsdale, Ariz. at a meeting sponsored by the Mountain States Lumber & Building Material...

BILL LEE: Gross Margin: Who Is Accountable?

I read recently that the ability to lose weight is rooted in two key factors: achieving a balance between the number of calories consumed...

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