Category : Bill Lee

Guidelines for incentive compensation in 2018

February 14, 2018

There is no topic I receive more calls about than that of incentive compensation. Here are just a few examples of questions that lead to these calls: • How do … Read More

Breathing too much of your own exhaust?

January 11, 2018

Regardless of how successful you believe your company may be, your place of business is most likely not the most innovative building supply business in North America. I’d say the … Read More

Four ways to make better use of your sales time

December 1, 2017

No one has enough time. Yet, everyone has all the time that there is. Every salesperson hits a point when he or she seemingly can’t take on even one more … Read More

Eight rules to avoiding incentive plan pitfalls

October 23, 2017

There are a number of ways to run incentive plans for your staff. Here are eight simple rules that I have found will simplify and solidify your incentive plan process. … Read More

Eight ways to boost your company’s gross margin

September 13, 2017

Gross margin has more to do with the attitude of a company’s managers and salespeople than it has to do with buying better. When it comes to pricing, it has … Read More

Negotiating Tips Outside Salespeople Need to Know

It is extremely rare to find a market in which homebuilders don’t make some attempt to persuade salespeople to lower the prices. It is equally difficult to find markets where … Read More

Do What You Do Best and Delegate the Rest

June 14, 2017

Business owners and managers alike are busier than ever these days. As their businesses grow and become more complex, they find that they don’t have the time to be all … Read More

Managers Get the Behavior They Hire

May 22, 2017

There has been a lot of talk in the media about how differently management must treat the millennials in the work force; that is, those workers born in the 1980s … Read More

Answer These Four Questions to Close Business Faster

April 13, 2017

Each time a salesperson makes prospect calls, the prospects are either consciously or subconsciously asking themselves four questions. If you can answer each of these four questions to the prospects’ … Read More

Working Hard Is Not Enough; Managers Must Make Things Happen

March 17, 2017

One of the mistakes I believe we make in the building supply industry is failing to spend enough time outside our industry looking at success stories and figuring out how … Read More