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A University of Southern California Business School professor study of 1,000 sales identified the distinctive characteristics and habits of top performers. He found that 15 percent of those surveyed had exceeded their quotas by more than 125 percent. Here are the key findings of the study:

  • 84 percent of top sales professionals reported that being respected and recognized by peers as a top performer is very important to them.
  • 42 percent believe that they are likeable, which makes it easy for customers to relate to them.
  • 32 percent believe that they are reliable
  • ...

Making your brand relevant and socially useful is one of the challenges affecting kitchen and bath showrooms. How to you accomplish this? The first stop is your website. Are you providing information that customers want? Are you making it easy to find information? Pretend you are a customer looking to remodel your kitchen. If you went to your website, would it deliver the information you want and need? Would it encourage you to call, email or visit your showroom? Ask yourself what you can do to make your brand more relevant and useful? This is a great place to start because recent research ...

There’s a fine line between risk taking and dumb. Many of the great CEOs in today’s corporate world, including Amazon’s Jeff Bezos, Netflix’ Reed Hastings and Coke’s James Qunicey believe in the power of failure. If you are not taking risks, you are not thinking creatively enough they argue. One of Bezos’ great competencies, and there are many, is that he is quick to pull the plug on projects that don’t appear to pan out. As Scott Galloway points out in his new book, The Four: The Hidden DNA of Amazon, Apple, Facebook and Google, Bezos ...

There's an interesting and opportunistic shift taking place in the way large and small businesses go to market. BKBG members may view their role as creating new kitchens and baths for their clients. Their tasks may include designing the space, specifying and selling products, installation and performing quality control. Showrooms sell both products and services, and retail gurus are advising showrooms and other brick-and-mortar retailers to sell experiences and solve the needs and aspirations of their customers. When a showroom creates a new space in the customer's home, they can ...

There are 4.8 million people in the U.S. who are 26 years old. They are the largest group of the Millennial generation, which is the largest generation in U.S. history. They are on the verge of dramatic lifestyle change that may involve marriage, buying a home or having a child. Millennials represent 42 percent of all homebuyers and 71 percent of all first-time homebuyers, according to Zillow Group, and 86 percent of Millennial homebuyers reported making at least one home improvement in the last year.

This is a different generation. Millennials grew up on the Internet and mobile ...

Do you know someone who believes they are right 100% of the time? These people are difficult to deal with, especially if they are your clients. They believe because they may have been successful in life, or achieved a certain financial or societal status, that they have the right to tell others what to do and how to do anything and everything. How do you deal with a know-it-all? According to Priscilla Claman, president of Career Strategies, the first step is to pick your battles wisely. If the advice, guidance, directive or request is not going to make a difference in the outcome of the ...

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