More Sales Articles...

People Power
REPLACEMENT CONTRACTOR Magazine (2005-11-01)
Hiring the right people and training them to manage themselves can give a company owner tremendous f...

Sideways Slide
REPLACEMENT CONTRACTOR Magazine (2005-05-01)
Selling is a career that can provide compensation similar to that of law or medicine. The difference...

The Run on Talent
BIG BUILDER Magazine (2005-05-01)
As operational efficiency and velocity together become the "new black" of the home building industry...

Sales Compensation
Salary.com (2006-01-06)
The way salespeople conduct themselves is often a reflection of the company's sales compensation pro...

Ride Management
BIG BUILDER Magazine (2004-10-15)
The worst enemy of a goal-directed customer care or construction department is a well-intentioned pu...

Bad Habits
REPLACEMENT CONTRACTOR Magazine (2004-10-01)
Replacement contractors could do themselves a favor by dispensing with old-fashioned notions of gend...

Money Talks
REPLACEMENT CONTRACTOR Magazine (2004-10-01)
The efforts of many replacement contractors to retain top sales talent begin with this truism: Sales...

Hire Education
BUILDER Magazine (2004-06-01)
Real estate companies, including home builders, have increased their visibility on college campuses....

Ultimate Advocate: The Sales Experience
BIG BUILDER Magazine (2003-06-17)
What sells a buyer on signing a contract -- or on considering that builder for his or her next home ...

On Your Mind: Money Isn't Everything
CUSTOM HOME Magazine (2004-03-01)
How do you retain key employees in a tight labor market?...

Option Overload
BIG BUILDER Magazine (2004-10-15)
There is a way to turn the design and options experience into an absolutely positive experience....

Pay Up
REPLACEMENT CONTRACTOR Magazine (2005-05-01)
During his first decade with Garden State Brickface, Windows & Siding, in Roselle, N.J., Doug Jimmin...

Parting Ways
REPLACEMENT CONTRACTOR Magazine (2005-09-01)
The loss of a key employee can deal a real blow to your company. How you manage that departure makes...

Netting New Recruits
BIG BUILDER Magazine (2004-07-01)
While home builders have become consummate marketers of the ultimate big ticket purchase, appealing ...

Sole Reversal
BIG BUILDER Magazine (2005-03-01)
Perhaps if everyone knew all it takes to get the job done from beginning to end, they'd be more unde...

In-Field Coaching
REMODELING Magazine (2005-06-01)
Managers who provide fair compensation and involve their field staff in the company score home runs ...

Satisfaction Guaranteed
BUILDER Magazine (2004-01-01)
A study prescribes specific and proven methods that deliver superior customer service and achieve ex...

Train, Train, Train
CUSTOM HOME Magazine (2004-09-01)
Whether you have one employee or 20, investments in training pay significant rewards. Whatever job a...

From Hot to Not
REMODELING Magazine (2006-06-01)
The sales professionals of Weidmann Remodeling look for five potential red flags when they first vis...

Why They Buy
CUSTOM HOME Magazine (2006-05-01)
Due to the convenience of the World Wide Web, your customers know more about your products, your ser...

Back To Basics
BUILDER Magazine (2006-05-01)
A PROSPECTIVE CUSTOMER WALKS INTO A NEW-HOME SALES center. A sales consultant is sitting at a desk, ...

Stay Motivated
CUSTOM HOME Magazine (2006-03-01)
All salespeople have good and bad days but for those who sell custom homes, the highs can be really ...

Sales Aide
BUILDER Magazine (2005-07-01)
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