sales management

Writing on a whiteboard Objectives 1,2,3,
Jonathan Schulman
Advantages of Investing in your Sales Training Process

As a manufacturer representative, I’ve had the privilege of speaking to furniture owners nationwide. On one particular visit, there was an enlightening exchange about the sales training process – it became clear that this storeowner needed to understand how best to position their business for success through effective strategy and

Graphic of person holding key next to a big lock
Unlocking the Secrets of Successful Furniture Sales Training

Sales training is essential for any salesperson but is especially important in the furniture industry where the products can be expensive and complex.  Not only do salespeople need to have a deep understanding of the products they are selling, but they also need to be able to effectively communicate the

Business Man holding a clock depicting time managment
Time Management for Sales Managers

We all know that the best closer in your store is you. If you could spend ten minutes with every customer that walks into your store, you would undoubtedly see an increase in revenue. But you’re just one person with limited time. And since cloning yourself isn’t an option, we

Sales Employee engagement with customer
Home Furnishings Association
Employee Engagement: Keeping Seasoned Salespeople Happy

According to the Bureau of Labor Statistics, roughly 3% of the US workforce quits monthly. Voluntary turnover, especially among our salespeople, is at an all-time high. The workforce is shrinking, baby boomer retirements are accelerating, and your employees have more options than they have had in a long time. In

Business people with their hands up with joy
Home Furnishings Association
Make Your Sales Meetings Engaging

If your sales meetings leave your teams snoozing, it’s time to wake things up. Keep reading for tips on how to make your sales meetings more engaging. From changes in format to interactive activities, we’ve got you covered. Making a few simple tweaks can transform your sales meetings from snooze

Picture showing Key Performance Indicators (KPIs)
Home Furnishings Association
Improve Performance with Sales KPIs

Average Transaction Value (ATV) A sales key performance indicators (KPIs) used to measure the sales process’s effectiveness and the store’s team is Average Transaction Value (ATV) or Average Order Value (AOV) in eCommerce. With a talented and experienced sales team on the floor, businesses can unlock greater Average Transaction Values

Coaching Underperformers
Home Furnishings Association
Coaching the Underperformer

If you are facing a flatlining sales record, the cause may be one of your team members. This low performer can weigh on morale and harbors repercussions beyond their results: it impacts the whole company’s success. Coaching such underwhelming performances is tricky; it requires ingenuity and skillful management for them

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