What if your sales team’s biggest problem isn’t pricing, competition, or the market… but the fact that they’ve stopped truly selling?

In today’s tougher LBM market, shrinking permits, rising rates, and tighter margins are forcing sales teams to rethink growth. Yet many reps spend the majority of their time managing existing accounts instead of generating profitable net new business. In this episode, Bradley Hartmann introduces a powerful benchmark inspired by baseball’s famous “Mendoza Line” to help sales leaders create accountability, improve pipeline discipline, and drive real revenue growth.

In this episode you will

• Learn why 10% net new business should become the minimum standard for every LBM sales rep
• Discover the difference between incremental revenue and truly accretive, profitable growth
• Understand how sales leaders can create accountability, strengthen pipelines, and help reps go on offense with confidence

If you want a practical framework to create more profitable growth and hold your sales team accountable for real selling, this episode is a must-listen.

The Craft of LBM Sales Podcast is presented by GenetiQ—the next evolution of ERP.

If you’re ready to stop competing on price and start having the right sales conversations that win business, send us a note at [email protected] or visit our website and click on Increase Sales.

In The Craft of LBM Sales, we tackle real-world sales challenges in the lumber and building materials industry, including handling sales objections, improving phone sales, and what to do when you can’t close deals. Learn how to land new business, strengthen your negotiation skills, and build a reliable sales pipeline, even if you currently have no sales process in place. We also explore proven sales techniques, value selling strategies, overcoming sales rejection, hitting your sales goals, and navigating tough conversations around discounting.

New podcasts are dropped every Monday and Wednesday.