Sales & Operations
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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...
Industry News
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...
Industry News
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...
Industry News
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...
Industry News
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...
Industry News
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...
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Industry News
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...
Industry News
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...
Industry News
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,...
Industry News
Answer These Four Questions to Close Business Faster
Each time a salesperson makes prospect calls, the prospects are either consciously or subconsciously asking themselves four questions. If you can answer each of...
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