7 Powerful Strategies For Effective Sales Management

7 Powerful Strategies For Effective Sales Management

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.

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These 3 Accountabilities Will Ensure Stellar Results

These 3 Accountabilities Will Ensure Stellar Results

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)

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5 Strategies to Build Successful Branches – Without Making Costly Mistakes

5 Strategies to Build Successful Branches – Without Making Costly Mistakes

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.

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Profit Sharing Is Not A Quick Fix – But It Works!

Profit Sharing Is Not A Quick Fix – But It Works!

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.

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