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Category : Bill Lee

When hiring, experience can be overrated

August 16, 2018

The highest odds of hiring a highly productive salesperson is to hire a person with the raw talent to do the job, someone who has done the job before and … Read More

Service: To market it, it’s best to measure it

July 3, 2018

I have never met a salesperson who didn’t claim that his company had terrific service. And by the same token I have never met a salesperson in their right mind … Read More

Beware of copouts that stifle profits

June 13, 2018

Avoid denial. Managers who expect to grow and prosper must look at their businesses as objectively as would an outside analyst, so beware of kidding yourselves. The following statements by … Read More

Five steps to managing material returns

May 10, 2018

Many building supply businesses I visit have a sacred burial ground someplace on the yard or in a warehouse resulting in tens of thousands of gross profit dollars being lost. … Read More

Where does the buck stop in your organization?

April 17, 2018

Although he did not coin the statement, President Harry S. Truman from the state of Missouri is given credit for popularizing the phrase “The Buck Stops Here.” A friend had … Read More

What does “professional” mean in your organization?

March 12, 2018

Is “professionalism” something that is in the eye of the beholder or are there basics that all professionally managed organizations have in common? I believe most owners and managers would … Read More

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