Source: REPLACEMENT CONTRACTOR Magazine
Publication date: September 1, 2005
By Jim Cory
Monday mornings at 9, Brad McCrum, sales manager at Maine Window & Sunroom, in Kennebunk, gathers the company's dozen salespeople for a one-hour meeting. At a typical meeting, he reviews monthly sales goals and asks each salesperson what they expect to produce that week.
“Asking them in front of everybody means more. They're more accountable,” McCrum says. The Monday morning time slot gets everyone “pumped” for the week.
Leads and SalesSales meetings can be a powerful tool for managers. But every home improvement company has its own way of scheduling and conducting them. Clark Brockman, owner of Lasting Exteriors in Savannah, Ga., holds a 9:30 a.m. meeting Monday through Saturday. His purpose is to hand out leads and find out what happened to those he handed out the day before.
Lead disposition is a hot topic at many sales meetings. Brad Pompili, owner and sales manager at Tri-State Home Improvement in Branford, Conn., has every salesperson stand up and describe his most recent sale. That can be stressful for those who haven't brought in a deal for a few days. But, Pompili says, “if you're having a bad week, the guys are going to try to help you out.” He also hands out commission checks at the Friday meetings. Latecomers don't get theirs until Monday.
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