What happens when a future Hall-of-Famer like Chris Paul reaches the end of his career, but refuses to evolve?

In sales, just like in the NBA, even the greatest performers eventually enter the final chapter. For LBM leaders, managing end-of-career sales reps can be one of the most difficult—and costly—challenges if handled poorly.

In this episode you will:

• Learn how to handle veteran sales reps in the final stage of their career without damaging culture
• Discover how to transition legacy relationships while unlocking hidden revenue opportunities
• Understand the leadership framework that turns “legends” into team multipliers instead of liabilities

Listen now to learn how to lead your team through one of the toughest transitions in sales—without losing momentum.

If you’re ready to stop competing on price and start having the right sales conversations that win business, send us a note at info@bradleyhartmanandco.com 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.