Qualified Remodeler Magazine

MAR 2014

Qualified Remodeler helps independent remodeling firms to survive, become more professional and more profitable by providing must-have business information, namely best business practices, new product information and timely design ideas.

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Go to www.HIPSUMMIT.com and register online Call (703) 591-2490 to speak with one of our associates Learn from the Best Trainers in Your Industry Separate Yourself from the Competition in 2014 Chicago, Illinois • May 7th-8th 2014 LIMITED SEATING - - ENROLL EARLY "While the content of the seminar was timely and important, what kept my attention were the excellent speakers that presented at the event" Kevin Danielzuk, Lifetime Shingles Salespeople are the backbone of every successful company within our industry, but it remains a constant challenge to f nd the right ones. Moreover, it has become increasingly problematic to keep them motivated so they don't become complacent or leave your organization. So - - is there some magic formula that the best companies adopt to hire and retain their sales personnel? What we have found is the most successful companies with the best salespeople have a systematic process for hiring, training, motivating and keeping these superstars and that's exactly what we'll be discussing in Chicago. Abundant time for role play, Q&A and the sponsor networking session where over $1,000 in prizes will be given away. THE 6 REALITIES Reality #1: There will always be some turnover Reality #2: Excessive turnover is mostly a process of improper selection or improper management Reality #3: The cost of excessive turnover is seldom (if ever) identif ed on your operating statement Reality #4: Managers/owners with mediocre sales or hiring skills will usually hire applicants with mediocre sales skills Reality #5: The quality of the environment in which salespeople are placed will af ect their optimism and may impair their skill level Reality #6: Managers do not manage sales or budgets - - they manage people YOU WILL LEARN FROM THE TOP EXPERTS IN YOUR INDUSTRY: • Why the true cost of a mis-hire is often over $5000 in the f rst 2 or 3 weeks (it's not just lost sales) • How to properly advertise for the best possible candidates (a critical f rst step) • The interview skills you need to cultivate so you can hire the best of the best • Additional places to look for top sales candidates (even if they aren't currently seeking new employment) • How to attract the best salespeople in your area to seek you out and want to work for your company • The causes of salesperson turnover and how to drastically reduce it • The hiring skills your managers need to properly interview top sales candidates (studies show that mediocre hiring skills result in mediocre new hires) • How simple electronic prof ling can help you hire someone who has the potential and behavior pattern to succeed in the sales role in your environment • Where the sales management process goes awry (and how to f x it) • How to keep your salespeople stimulated so that they don't fall into a rut • And much more! For more info circle 54 QUR_40-41_NARI314.indd 41 3/3/14 3:41 PM

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