1208b_rm_sm1_1.jpg(300)

Sales School 101

Sandler Systems CEO, Dave Mattson, explains the psychology behind, and antidotes to, slower remodeling buying decisions.


Case Institute of Remodeling:

case-sales-promo1.jpg (90)

Sales Fitness Check-up Part 1

In Part One, sales people score themselves in 10 distinct sales areas.

case-sales-promo2.jpg (90)

Sales Fitness Check-up Part 2

Part Two focuses on how to raise any low scores.

 

Recruiting + Compensation

  • Rethinking Sales Compensation

    In a less-than-robust market, remodelers could benefit from different sales-compensation plans.

     
  • Compensation Conundrum

    Not all full-line remodeling and design/build salespeople are comfortable with traditional compensation.

     
  • Commission Control

    Here's how four high-end remodelers have solved the sales commission problem.

     

Sales Benchmarks

  • Q+A: 2009 Budget Planning

    Which expenses do you expect to change most from 2008, and how will you offset them?

     
  • RM071201056L1.jpg(90)

    2007 Business Benchmarking Survey

    How do remodelers measure their companies' financial performance? A relative few belong to peer groups that allow them to compare their...

     
  • Sales Process Metrics

    Sales are the fuel of your company. Benchmarking your sales process can help you fine-tune your fuel efficiency. Sales process metrics are...

     
 

Sales Systems + Training

  • 1008b_rm_SM!a_1.jpg(90)

    That Friend of a Friend

    More remodelers are developing referral programs for the first time, including successful rewards programs that are affordable to operate.

     
  • 0908a_rm_COM2_1.jpg(90)

    Selling Urgency

    When the economy is shaky, customers are more reluctant to commit to remodeling projects. Mark Richardson discusses sales strategies to...

     
  • Sales School 101: No Sale Tonight

    Older prospects, in particular, often say: “I’m not signing anything tonight.” I then review the value of what I’m selling and the added...

     

Showrooms

  • 1108d_rm_KBM1a_1.jpg(90)

    Show Enough

    A new building houses a large showroom that showcases the expertise of Allied Kitchen & Bath.

     
  • 0908b_ur_PEO1a_1.jpg(90)

    Artful Promotion

    Philip Guarino was intrigued by an idea he read about in an Italian publication: High-end Italian retailers are showcasing work by local...

     
  • 0908d_rm_KBM1a_1.jpg(90)

    Fast Bath

    Terranova Construction is reaching out to a new market with an Internet-based packaged bath system.