Archive for October, 2008
Should You Centralize Purchasing?
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 [...]
Organizing Salespeople for Success
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 [...]
A Sales Process Rant
I read an article once, way back, that talked about how in the cabinet industry the sales process is really not a series of steps at all but rather one giant circular process — and I remember thinking how ridiculous that was. The premise was to get away from measuring closes because salespeople get [...]
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