Outperform The Competition With The Right Sales Leadership Approach

2021 28 January
12:00 pm Pacific / 3:00 pm Eastern

Outperform The Competition With The Right Sales Leadership Approach

Learn the best sales leadership practices to increase your team’s performance and sales. HFA’s CEO Mark Schumacher will speak with retail sales management expert Karen Barry from The Friedman Group to discuss building better sales habits that can create a repeatable routine essential for your sustained success. Karen will delve into proven sales leadership secrets that instill proper selling behaviors such as:

  • Setting weekly goals
  • What does formal weekly conversations & coaching look like?
  • How to make on-the-floor coaching a way of life
  • Establishing non-negotiable standards
  • Are you holding on to poor performers too long?
  • Start formalizing your onboarding procedures.
  • Implement a rotation system
  • Remember that it’s important to have some fun!

Eric Poupard, Regional Manager of Hudson’s Furniture (a Top 100 retailer), and Michael Millan, President of Oak for Less, will join the conversation. Hear first-hand as these two furniture retail sales leaders lend their perspective and real-world insights on sales leadership, sales team hiring, and development. Don’t miss out on the best practices for consistently winning sales leadership.



Karen Barry – Senior Consultant and Trainer, The Friedman Group

Many may be familiar with The Friedman Group from its nearly 40-year history of working within our industry. With a focus on sales management, they have been instrumental in creating best practices to maximize sales through your staff. Karen Barry has a degree in Psychology and a Masters in Organizational Management, and over 20 years of experience implementing Harry Friedman’s philosophies and strategies. Her ability and willingness to adapt to each company’s culture, turn theory into reality, and provide continual support to her clients has made her a highly regarded Friedman consultant.

Eric Poupard – Regional Manager Hudson’s Furniture

Eric has been instrumental in Hudson’s Furniture’s continued efforts to help its customers throughout the COVID-19 pandemic. When the company needed a way to communicate quickly and efficiently with staff, Eric led the way through his use of the Podium system while also overseeing sales for his region. Eric donates generous amount of his time off assisting with new Hudson’s Furniture staff growth and keeps the current staff prepared not only for the present, but also for the future. Eric consistently cultivates ways to improve workflow through efficiency, budget awareness, and determination.

Michael Millan – President / Owner, Oak for Less Furniture

Michael is the president and owner of Oak for Less® Furniture, Mesa, Arizona’s premier discount wood furniture store dedicated to bringing their customers quality wood furniture at low prices for over two decades. Originally opened in 1993, Oak for Less® Furniture is a family-owned business that strives to provide superior customer service through a personalized experience. Michael has recently created a new brand, Amish Furniture Creations™, a store within his Oak for Less® Furniture store. Michael has a Masters of Business Administration from the University of Michigan, has studied Business Accounting and Finance at California State University at Dominguez Hills, and is working on expanding his sales team while creating a strong foundation of sales leadership to ensure their success.

HFA wants to help you solve the sales leadership issues. During the registration process, share your biggest sales leadership challenges to get answers in real-time on the webinar.