The Craft of LBM Sales

Tag: FAST Meetings

The 10 Commandments of LBM Sales Excellence

November 6, 2025

10 Commandments of LBM Sales Excellence, FAST Meetings, LBM Sales, Prospecting, RPA Meetings, Sales Fundamentals Workshop, Sales Pipeline

Two weeks ago, I joined a call with a sales manager and his owner. Within two minutes, we heard what you’d expect: • We’re slightly behind year-over-year board footage• Commodity pricing is down• Rates remain up• Tariffs are helping no one• I’ve got 8 reps reporting to me—7 are behind pace Nothing surprising there.What followed…
The One Number That Can Turn Around Any Sales Team: FAST Meetings

July 31, 2025

Builder Relationships, FAST Meetings, LBM Sales, Prospecting, Sales Activity, Sales Behavior, Sales Performance, Time Management

This particular acronym was born on a Zoom call Tuesday afternoon, July 1, with a 29-year-old outside sales rep in theCarolinas. He was four years into his career—two strong COVID years followed by two tough ones. In 2025, tasked with opening a new market, he was floundering. “I haven’t hit my monthly goal in nine months. Year-to-date,…