Virtually every building materials sales organization has an ambitious growth plan. Your objectives may be to increase profitable revenue, take market share or grow the overall market for your category of products and services….
Your strategies may be to sell more profitable premium products, demonstrate the value you provide, raise prices, take customers from competitors, increase your customers’ sales or create new buyers.
Your competition faces the same objectives and strategies. But how do you stand out? Is it up to the sales force alone, or have you established an expectation that everyone in your organization has responsibility for the customer experience?
Once the objectives and strategies have been set, the amount of success, in large part, depends on the ability of the sales team and all those who support them to
execute. If everyone on your sales team isn’t prepared to outperform your competition, you are at a disadvantage.
One of the most common complaints we hear from builders, architects, dealers, distributors, contractors and big box buyers is the fact that salespeople spend the majority of their time talking about their products and services and not about how to help their businesses succeed. When they connect with a superior salesperson who focuses on improving their business and on solving their business problems, they genuinely respond and they are more loyal to and less price sensitive in working with them.
As a senior leader, what are you doing to differentiate your sales team in order to drive growth?
How are you challenging them to be better business advisors? Have you equipped them with consultative methods and tools that are tailor-made for the building materials industry?
For nearly two decades we have helped building materials organizations grow. Senior executives bring us in to help them focus, to challenge them and help create LIFT for their business. Drawing on our intimate knowledge of the sales of building materials, the approach used varies by company dependent on the business objectives and their situation.
We welcome the opportunity to engage in a free 30 minute discovery session to determine if we can help you achieve your Growth objectives.
Please contact us at 770-552-6612.