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Is the one-call close still feasible in selling replacement products?
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I have a friend in full-line remodeling, with about six salespeople. Two sell nothing but guttering. One makes a six-figure income. Now let that salesperson present everything the company sells and I bet you he won't make six figures.
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When should I hire a sales manager, and what is a reasonable salary?
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If sales are lagging and your team seems like it needs a double shot of caffeine each morning, interview the person who could change it all: you. Most owners and sales managers have misconceptions when it comes to salespeople. Here are five mistaken beliefs.
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Writing off the sales call because only one party can meet is a common sales practice. But is it a dated one?
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The owner must ask, If I add personnel, should I stay in sales or stay in production? We have sales personnel already, so it's up to me to decide whether I want to keep selling.
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It's my belief that the price should be set and salespeople should sell the job for that price. Only the sales manager or the company owner should be allowed to give a discount.
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When it comes to sales, Bill Simone of Custom Design + Construction leaves nothing to chance. From the initial call forward, the Los Angeles remodeler sets a sales system in motion to guide his ideal customer to a signed contract.
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Instead of rewarding sales volume, Stebnitz Builders pays its five salespeople a commission based on the gross profit each job earns.
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You provide your salespeople with a place to work. You produce the work they sell. And you pay them, fairly and promptly. You don't need to promise more than that.