Sandler Systems CEO, Dave Mattson, explains the psychology behind, and antidotes to, slower remodeling buying decisions.
In Part One, sales people score themselves in 10 distinct sales areas.
Part Two focuses on how to raise any low scores.
In a less-than-robust market, remodelers could benefit from different sales-compensation plans.
Not all full-line remodeling and design/build salespeople are comfortable with traditional compensation.
Here's how four high-end remodelers have solved the sales commission problem.
Which expenses do you expect to change most from 2008, and how will you offset them?
How do remodelers measure their companies' financial performance? A relative few belong to peer groups that allow them to compare their...
Sales are the fuel of your company. Benchmarking your sales process can help you fine-tune your fuel efficiency. Sales process metrics are...
More remodelers are developing referral programs for the first time, including successful rewards programs that are affordable to operate.
When the economy is shaky, customers are more reluctant to commit to remodeling projects. Mark Richardson discusses sales strategies to...
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...
A new building houses a large showroom that showcases the expertise of Allied Kitchen & Bath.
Philip Guarino was intrigued by an idea he read about in an Italian publication: High-end Italian retailers are showcasing work by local...
Terranova Construction is reaching out to a new market with an Internet-based packaged bath system.
