6 Ways to Screw Up Hiring a New Sales Person

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I wanted to talk a bit about hiring, and maybe pick up on that thread from a different angle next week.

I’m working with a few contractors who are looking for additional sales staff ...

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Build Value (from both sides of the equation) to Drive Sales

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value benefit cost

If you can’t build and sell value, you have to compete on ...

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Is your salesperson pricing right?

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“The sales guy screwed up, and we really ate it on that job.”

Maybe. Maybe not. In my view of successful, scaleable HVAC, solar, and home performance companies, the sales person is responsible for putting together an accurate price ...

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How Efficient is Your Home Efficiency Business?

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Muda in home performance - Waste reduces value and hurts profits

We talk a lot about “efficiency” and “reducing waste” ...

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Basic Accounting: How much profit did your business make?

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How much money did your contracting business make?

Let’s say a company grosses $1,000,000 per year. After paying all the expenses to cover the costs of the work performed, and the expenses to keep the ...

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Who runs your business? You? Or “the program”?

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At the Helm, N.C. WyethTo say the least, things look pretty volatile on the federal front. Volatile? How ...

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A “sales coordinator” is the foundation of a strong sales program

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425-gc-2008-mikeLeads are very important—indeed the lifeblood of sales and ultimately revenue. And ...

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Quality, Standards, and…Sales Management

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Roadmap - Northwestern VermontI’ve had the privilege of working quite a bit with John Tooley over the past couple ...

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Grow leaders: ask your team questions, let them solve problems

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Do you want a high performing team? One important step to take is to stop doing their work for them.

For many managers, the first inclination is to tackle every problem. And if an ...

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Building Quality with Intention

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Quality - Foster QuoteQuality doesn’t come from an inspection after the work is done. Instead, it is built in, from the beginning.

It ...

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