BNP Media Staff

The presentation is the stage in the process where salespeople, rather than creating momentum, often lose a sale. But the factors that make a high-impact presentation are not as mysterious as you might believe.

Creating a great sales team begins by creating a great learning environment. With so many companies struggling to attract solid sales performers, it becomes obvious that the best way to develop a solid sales team is not to steal one from your competition, but to build one.

If you have ever felt that closing is an accidental process that is mysteriously out of your control, you are not alone; a surprising number of salespeople candidly admit to me that they feel the same way.

Proper application methods are critical to the long-term performance capabilities of self-adhered membranes. The success of the membrane is based in large part on the preparation of the substrate.

By now you have heard more bad news about the housing economy than you care to know. The overall economic outlook isn’t making you any more optimistic. There is at least one piece of good news you can take from all of this. You can use this challenging time to shine as a leader.

Recent changes to roofing materials, application methods and destructive weather events have combined to create changes to roof-related items in the building codes. Prior to 2000, there were three main building codes recognized and adopted throughout the United States.

Roofing contractors can benefit from a well-organized service department, and service and maintenance work can become even more important to a company’s profit picture in tighter economic times. Service departments are typically smaller departments that operate independently from a company’s main roofing operations. The service department handles all of the company’s leak repairs and service-related items, such as installing flashing at new curbs and the installation of additional vents and drains.

When it comes to sales, you may be affected by social consciousness in more ways than you realize. While it’s easy to recognize that job pressures shape your performance - for example, the struggle to meet corporate expectations and uncompromising customer demands at the same time - what’s not so apparent is that your behavior is also shaped by social pressures and often is reinforced by movies, literature and television.

Leadership is not a business title. All too often, the most successful sales performer is promoted to the role of sales manager, and we assume that the individual, having never been trained even once on the skills of leadership, will somehow develop them by osmosis.