To scale your landscape business, you must ultimately grow an effective sales team. And to do that, you must become quite good at Sales Management. Ironically, Sales Management is one of those roles they don’t teach at school or university – almost nowhere, really. So you have to grab the learning where you can. Let me help you – with the following seven observations. Seven Sales Management Techniques.
I first heard the phrase “No Margin, No Mission” used in a non-profit health care environment.
It’s reminder to non-profit directors that it is important to be fiscally responsible.
This same message could be embraced by our industry as well.
A healthy margin starts with your sales team.
Increasing your closing ratio is a sign of more and better salesmanship. It is also a sign of better qualifying which leads to higher margins as well!Imagine if each of your salespeople could produce more sales than before, and do so at a higher margin? It’s possible. But you have to overcome some challenges:
Periodically I write a newsletter about a great book. Arnold Schwarzenegger’s newest book, “Be Useful” is excellent. Arnold tells of his American Dream and how he went after it with intention and gusto. This book is fitting my 2024 theme of Accountability, because Arnold is the king of accountability. (read with an Austrian accent)
In reflection of the roller coaster year of 2023, Jeffrey Scott highlights seven lessons that significantly impacted the industry. He also shares 10 predictions for you to pay attention to in 2024. The 7 lessons are based on all the coaching and consulting work he...
It’s going to be a great year—I can feel it. But only for the companies that have mastered the skills of Accountability. There are five key types of accountability that your organization must master to be on tops of it’s game.I spoke about these at my client-exclusive event, The Executive Retreat, that we held in January in New Orleans. To keep this brief, here are 3 critical accountabilities I touched on (I’ll address the others in a future newsletter)
Marc Nissim is the owner of Harmony Design Group in Westfield, NJ. It’s 18 years old and does $5million in mostly DB business, with 10% maintenance. Marc shares how he overcame Dyslexia, found his true passion in the visual arts, and opened up a design business. He...
Five takeaways from the Building Branches masterclass,
You can put these to use even if you don’t plan to build branches.
1. Maximize your home base.
There is no reason to build a branch, especially from scratch, if you have not optimized your current base of operations.
Maximize market share right where you are! Don’t think branches are an easy growth strategy because they are not.
2. Set up good systems first.
You can’t manage a branch if you can’t manage your own operations with good (great) systems.
If you are running the home base by gut feel in any shape or form, it will backfire when you expand afar.
3. Have the Leadership Team “Plus” in place.
The “plus” means you not only have a strong team locally, but you can peel someone off to operate at the new branch, to oversee “culture” to ensure you integrate the two into a larger whole.
There is no synergy when the parts don’t integrate well.
4. Acquisitions can kick start it.
It’s hard to build up a branch from scratch, especially when you don’t have a base of business as a foundation.
An acquisition can help that. But don’t get lazy, because organic growth is still “the killer app”.
When you combine these two strategies, that’s when the magic happens.
5. Don’t forget the hugs.
The new branch needs over-communication and inclusion from the ownership and leadership, if it is to take on all the best attributes of your home base.
Like a child, if you leave it alone, it will underperform or worse. whither on the vine.
A few weeks back I was honored to speak at the Kentucky Expo / Equip. It was a great show, seeing so many cutting edge technologies coming to market. I gave two presentations (to standing room only). One was on Open Book Management. To add some spice to my presentation, I included a case study from the highly successful Whispering Pines Landscape (“WPL”) in Ontario, owned by my good friend and client, Greg Wildeboer. When he and I started collaborating together in Dec 2015, he was under $4M, with a need to greatly improve cash flow and remove himself from the center of everything.He dreamt of implementing an effective profit sharing. (He had one in place, but it was not working great.)A PROFIT SHARING CASE STUDY: We proved that for Profit Sharing to be effective, you need “two shares”Gains: a fair and motivating way to share the financial gains. Numbers: a simple way to open the books and share the numbers.
Ted Lucia is majority owner and President of the $13M Lucia Landscaping Inc., headquartered in Roseville, Michigan. Lucia Landscaping began as a small business in Metro Detroit and has rapidly expanded over the last 20+ years. Among other methods, this rapid expansion...