The Craft of LBM Sales

Tag: Sales Performance

How a Simple Probability Method Can Turn Sales Uncertainty Into Predictable Wins

August 14, 2025

Accountability, LBM Sales, Pipeline Management, Sales Forecasting, Sales Mindset, Sales Performance, Simple Sales Pipeline

Three weeks ago on a Friday afternoon, Cheryl Jackson—our own Cheryl at Hartmann & Co., the one who helps sales reps keep their pipelines in order—was on a Zoom call with astruggling sales rep, Tim (not his real name). Two important facts: Twelve minutes into their thirty-minute session, Cheryl finished updating deals from Tim’s current customers. Then she moved to prospects and began her…
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,…