John Caulfield

John Caulfield's Posts

• Train to Retain

  by John Caulfield

  Conventional wisdom has long held that salespeople go where the leads are. But as business conditions soften and the lead flow slows at many companies, contractors must find other ways to keep their best reps from straying. A growing number of companies see a correlation between the depth and breadth of training that salespeople receive and their longevity.

• Clause and Effect

  by John Caulfield

  Reviewing and revising your company's contract puts into writing what you've learned from your mistakes.

• The Producers

  by John Caulfield

  On an afternoon in mid-August, John Smith spent five hours with a homeowner and came away with a $51,000 contract. Many home improvement sales reps would have headed straight for the bar to celebrate, but not Smith. A few hours later he went back out and sold a $12,000 project to another homeowner.

• Cutting Through the Static

  by John Caulfield

  Radio marketing may take a while to work, but it can generate strong leads and build your company's brand.

• Steady Job

  by John Caulfield

  Contractors who hire full-time salespeople say loyalty and teamwork balance out the extra costs in taxes and benefits.