We are starting off the new year with some positive sales momentum and energy in our industry. At the recent International Builders Show in Las Vegas, most manufacturers and customers stated that they expect to see solid growth, and hopefully profits, in 2015. Manufacturers and suppliers are currently ramping up their production levels and capacity in anticipation of additional sales volume. We are also seeing more emphasis on new products, and product line expansion, throughout the fenestration industry.
In any sales organization, a positive attitude can be self-fulfilling. More times than not, a positive attitude is easier to develop when everyone has knowledge and confidence in what you are selling. A sales team that is best prepared to tackle new challenges and opportunities at the start of the new year will win more battles than they lose.
What does it mean to be ready and prepared? In the window and door industry, this includes a strong understanding of your local market, your dealer competitors and your company’s products and programs. For example, as a Windsor distributor, your team will now have a full year to sell our enhanced Pinnacle series “value proposition.” The expanded standard colors, state-of-the-art powder-coat paint process and increased warranty coverage should be creating excellent opportunities to gain share in your market. Everyone who is a customer touchpoint at your company should make sure they have all the training and marketing tools they need to sell Pinnacle series products.
Whatever your product or market focus, don’t miss out on these new sales opportunities! Communicate higher expectations early on, and make sure they are clear and measurable. Hold regular training sessions, review all product bulletins and develop specific action items and sales initiatives for key accounts. Create some internal competition, and never miss the chance to recognize a job well done.
When I first started in sales, a mentor explained to me the value of the customer relationship. He said one of the easiest ways to build a strong long-term relationship was making a positive impact every chance you get. Someone who is well prepared, focused and knowledgeable will be successful. However, the sales person who will become a top performer, and gain the necessary competitive edge they need, will be the one who is enthusiastic. Bottom line…enthusiasm sells!
Scott Renke — Director of Sales at Windsor Windows & Doors
In any sales organization, a positive attitude can be self-fulfilling. More times than not, a positive attitude is easier to develop when everyone has knowledge and confidence in what you are selling. A sales team that is best prepared to tackle new challenges and opportunities at the start of the new year will win more battles than they lose.
What does it mean to be ready and prepared? In the window and door industry, this includes a strong understanding of your local market, your dealer competitors and your company’s products and programs. For example, as a Windsor distributor, your team will now have a full year to sell our enhanced Pinnacle series “value proposition.” The expanded standard colors, state-of-the-art powder-coat paint process and increased warranty coverage should be creating excellent opportunities to gain share in your market. Everyone who is a customer touchpoint at your company should make sure they have all the training and marketing tools they need to sell Pinnacle series products.
Whatever your product or market focus, don’t miss out on these new sales opportunities! Communicate higher expectations early on, and make sure they are clear and measurable. Hold regular training sessions, review all product bulletins and develop specific action items and sales initiatives for key accounts. Create some internal competition, and never miss the chance to recognize a job well done.
When I first started in sales, a mentor explained to me the value of the customer relationship. He said one of the easiest ways to build a strong long-term relationship was making a positive impact every chance you get. Someone who is well prepared, focused and knowledgeable will be successful. However, the sales person who will become a top performer, and gain the necessary competitive edge they need, will be the one who is enthusiastic. Bottom line…enthusiasm sells!
Scott Renke — Director of Sales at Windsor Windows & Doors