CURRENT NEWS & Market Report
November 26, 2018
Stop whining about sales problems
Got a sales problem? Then fix it, fire it or ignore it. At least stop whining.
These are the words I use as my mantra for sales managers and executives. It seems that the consistent theme I hear from managers is that their salespeople are “not motivated, don’t get it, or simply aren’t trying.” They complain that salespeople react senselessly to irrational customer demands or make their own mistakes that cost the company money.
In short, managers feel victimized by poor sales performance. If you feel this way, then opt for one of the three, and only three, options at your disposal. Fix the performer if you can. If you can’t, then you must decide to fire the performer, or ignore the problem.
Ignore the problem when…You have a highly profitable producer. This is a case when you should ignore a problem. It sounds strange, but it might be worth investing your management energies elsewhere. The top producers in your company deserve support and should be treated as special cases so long as you believe there exists a causal relationship between performance and results.
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Effective Date Manufacturer Description November 19, 2018 Kingspan GreenGuard XPS Insulation Board, GreenGuard Building Wrap, GreenGuard Fanfold Underlayment January 11, 2019 Knauf Insulation EcoBatts, EcoRolls, Manufactured Housing Products, Inner-Safe Batts, Basement Wall Insulation, and Loose Fill January 18, 2019 Knauf Insulation All insulation board products November 12, 2018 DOW STYROFOAM Brand Extruded Polystyrene Insulation February 11, 2019 National Gypsum Entire product line of paper faced, glass mat, and specialty panels February 11, 2019 National Gypsum Entire product line of paper faced, glass mat, and specialty panels January 1, 2019 Parex All products January 2, 2019 Nifty Products Nearly all products January 4, 2019 ITW (GRK) Brite Framing Nails; HDG Framing Nails; Positive Placement Nails; Paslode & Duo-Fast Tools; Paslode & Duo-Fast Parts; Other Nail & Fasteners January 17, 2019 ITW (GRK) RockOn Screws, BackerOn Screws, Tapcon Anchors, Tapcon+Anchors, Teks Roofing Screws, GRK RSS Trim Cabinet and Specialty Screws, GRK Stainless Steel Screws February 2, 2019 ITW (GRK) Finish Nails, Drop-In and Sleeve Anchors, Drill Bits, Storage Hooks and Racks
*The following price changes have been announced by the respective manufacturers and may or may not impact GBP's prices, call your GBP Sales Rep for details.