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Most Recent Sales Management

Sales Process Engineering 2014 - Part 2
Volume 144 NO.2 March/April,  Furniture World Magazine

You will never maximize your customer opportunities, your store sales and your profitability without a sales staff that controls the sales interaction from start to finish.

Retail: Also A Game of Failure?
Volume 144 NO.2 March/April,  Furniture World Magazine

Moving from failing 80% of the time to only 70% of the time, your sales volume goes up by 50%. It’s a lot like Baseball in terms of hitting and coaching.

Sales Management

Published 2004 - 2014

Better Bedding & Mattress Sales: Control Every Mattress Sale!  - 3/17/2014

The final outcome of the mattress sales process depends almost entirely on whether the RSA keeps control or gives up control to the customer. Here’s how to stay in control.  

Retail: Also A Game of Failure?  - 3/17/2014

Moving from failing 80% of the time to only 70% of the time, your sales volume goes up by 50%. It’s a lot like Baseball in terms of hitting and coaching.  

Sales Process Engineering 2014 - Part 2  - 3/17/2014

You will never maximize your customer opportunities, your store sales and your profitability without a sales staff that controls the sales interaction from start to finish.  

Connecting Through Rooms & Goals  - 1/3/2014

Before salespeople can effectively address shopper’s needs and motivations, managers must work to establish a meaningful connection between your salespeople and your store’s stated objectives and mission.  

Sales Process Engineering 2014 - Part 1  - 1/3/2014

Most home sector salespeople are amateurs. For them, selling furniture is like Las Vegas… simply a game of chance. Here’s how you can change all that in your organization.  

Sales Coaching 2014  - 12/13/2013

A detailed explanation of the best sales metrics to follow in 2014. Plus, Hal McClamma explains the best ways to coach your sales team based on this information.  

Dear Furniture Godfather  - 12/10/2013

Readers’ questions answered by the “Teflon Don” of the furniture business. The Furniture Godfather dispenses advice about getting sales associates to show up on time ready to work, how to improve the retail sales process, sell more accessories and achieve a higher percentage of perfect deliveries.  

Play By Play Coaching In Five Steps  - 12/10/2013

Some salespeople close at 30%, and some close at 15%. In most stores there is no plan, no strategic selling system, and no coaching initiative in place to fix this. Joe Capillo suggests a 5-step method to help you coach for success.  

EDITOR’S CORNER: Those Naughty and Nice Emails.  - 12/10/2013

There are cases where strongly worded communications with employees and others are required, but before you press “send”, I suggest the following five steps...  

Sales Metrics Coaching  - 9/30/2013

Most retailers capture dependent sales performance metrics such as sales volume, traffic, average sale, etc., but stand-alone, this data is not very useful. Here’s how to use precedent metrics to really get results.  

    
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