#SellItOrScheduleIt

This is the fifth and final article in our Sales Management Building Blocks series, and it’s all about you—the leader.

As a sales manager, your team's performance is a direct reflection of your management, coaching, and leadership skills. To foster growth in your team, you need to be committed to your own development as well. Let’s explore some key areas where you can grow and inspire your team to greater success.

How Are Your Training Skills?

Are you running effective meetings that your team…

Welcome to the fourth article in our Sales Management Building Blocks series.

By now, we’ve covered systems, structures, standards, and goals. But to truly drive success, you need a program that consistently trains and coaches your team. Ongoing training isn’t just a one-time event—it’s essential for the continuous growth and development of your team members and your business as a whole. After all, your sales team is the vehicle to reaching YOUR goals.

Here are a few One by One sales training …

Welcome to the third article in our Sales Management Building Blocks series! This time, we’re focusing on technology and the structures you need to drive consistent sales performance.

When managing creative salespeople, organization and structure are essential. To avoid the peaks and valleys of sales performance, it’s crucial to implement tools and systems that prompt and guide sales activities, while also tracking actions and outcomes. Let’s explore some key structures every sales manager shou…

This is the start of a five-part journey into the building blocks that drive effective sales management. Let’s start with the foundation: Goals. 

What results are you aiming to achieve? 

To be effective, your goals must be Specific, Measurable, Attainable, Relevant, and Time-bound (SMART). Are your individual goals aligned with the overall showroom or company goals? You need a clear destination before you can map out the journey.

Here are key elements to focus on when setting goals:

• Writte…

"Sell it or Schedule it” isn’t just the name of my sales training program—it’s the goal of every customer interaction. The objective is simple: either write up the sale today or schedule an appointment to do so tomorrow. Period.

When you assume that EVERY customer who walks into the showroom is ready to buy TODAY, it shapes your thinking and actions. It empowers you to evaluate whether this customer is ready to buy now or if it’s best to set up an appointment for later.

Here are some steps to …

This article is the fourth in our series about maximizing opportunities with less retail traffic. We can speculate why traffic has decreased this year: it’s an election year, housing starts are down and furniture sales follow home sales, customers bought a lot during the pandemic, customers are back to spending on vacations and experiences, their spending power is down because groceries are expensive, etc. All might be contributing factors.

The reality is that other than during the pandemic, tr…

With Less Traffic, You Can…

…expand the time you spend with the customer.

This article is the second in our series about maximizing opportunities with less retail traffic. In times of reduced traffic, each customer interaction becomes even more valuable. By viewing each customer as an opportunity, regardless of where they are in their decision-making process, you can create meaningful engagements that lead to better outcomes.

Here are some things to consider: 

See Each Customer as an Opportu…

When Traffic Count Drop…every customer counts even more.

This month, I'm focusing on how to thrive with lower retail traffic. The actions you take can transform challenges into opportunities.

Perspective impacts actions.

As Einstein said: “You can’t solve a problem with the consciousness that created it.” HOW you see the problem IS the problem. If a drop in traffic is seen as a problem, each customer is seen as a problem: not enough of them, they are not good enough, or they are not far enough alo…

Welcome to our July series, "Stop Talking." This month, we’re focusing on the power of silence and strategic communication. Each week, we’ll dive deeper into how less talk and more listening can significantly impact your sales success. From answering customer questions to presenting solutions and handling objections, we’ll explore practical techniques to enhance your effectiveness as a sales leader.

Stop Talking… When You Finish Answering Their Question

Imagine a customer asks why the sofa you…