Organizing Salespeople for Success
Back to the Basics: The 6 Step Sales Process
Your Winning Season
NASA required for Cabinet Dealership Accounting Implementation
The Lost City of Cablantis - A Story About Our Industry
Weathering the Market Storm: Expand Outside Your Core Market
Reinventing Yourself in a Down Market
How Much Money Is Your Operation Losing You?
Make No Mistake
5 Keys to Getting and Keeping Builder Accounts
Right Structure to Promote Growth
Why Margin and Markup Are So Confusing
Management»
Your Winning Season (0)
Pat Conroy’s book, “My Losing Season” chronicles his senior year at college when he played point guard for the Citadel. He tells the story of a team with talent but no ability to create the team cohesion required for them to produce a winning season. The similarity between this team and many cabinet [...]
Opinions»
A Manufacturer SPIF Rant (0)
Dealers Should Hate SPIFs
It’s a funny thing really, having your manufacturer offer financial incentives directly to your salesreps so they will sell their products. And in more sophisticated industries, business owners would have the asses of their manufacturers in a sling if they offered SPIF like rewards to their employees directly.
So why is it [...]
Profitability»
Should You Centralize Purchasing? (0)
2009 looks like it will be another year of slow sales growth. The dealers I talk with tell me that there are still too many new homes for sale, builders are cautious and sales of existing homes are slow. A few of the dealers have told me they have noticed a little more [...]
Sales»
Organizing Salespeople for Success (0)
The cabinet industry is filled with stark contrasts, and nowhere in the industry is the difference between success and mediocrity as vast as in the sales arena. Some new salespeople get up to speed in a few months, others take 2 years and still others are never really successful.
The best salespeople sell up to [...]
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