Tag: Sales Accountability
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5 Lessons Learned From Tagging a Top Sales Shark for 30 Days
Imagine a Toyota Sequoia. It’s like a 4Runner on steroids—seventeen feet long, nearly seven feet wide, weighing 5,600 pounds, and as tall as an NBA point guard. Now imagine something bigger.Faster. A predator shaped by millions of years of evolution, slicing through saltwater at speeds that would embarrass Usain Bolt. What I’m asking you to…
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The Jerry Jones Problem: Why Sales Managers Who Still Sell Suppress Team Performance
Today’s newsletter is my January column in the LBM Journal magazine. Jerry Jones isn’t a cowboy; he’s a salesman. He’s a dealmaker, a gambler, and a showman. He’s the only NFL owner with a weekly radio show—just one aspect of his omnichannel approach to staying in the spotlight. As he once put it: “The Cowboys are a…
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How Smart Sales Managers Replace Gossip With Growth Using the GOST Framework
Sales Manager Question: We sent part of our sales team to a regional LBM show in December, expecting the usual shot of energy and ideas. Instead, they came back with a bunch of pessimism, negativity, and gossip from the event floor. Add in the recent Venezuela headlines and uncertainty, and this negativity seems to be sticking.…
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The Sales Metrics You Should Make Public Monthly
Reader Mailbag Q&A! Question: We pride ourselves on maintaining a strong, positive culture. For that reason, we haven’t historically published sales figures. Should we? Answer: I believe you should. And here is why. Years ago, my Division President at PulteGroup, Pat Beirne, drilled one truth into our heads: Sales drive the business—and salespeople are accountable. Barrel-chested with a helium-tinged voice,…
The Craft of LBM Sales 