Are your sales compensation plans rewarding the wrong behavior—and quietly draining your profits?

In today’s LBM landscape, outdated compensation models are not just ineffective—they’re actively misaligned with the market realities. 

Whether you're a dealer, distributor, or manufacturer, this episode offers a hard look at the hidden weaknesses in traditional sales comp plans and how to restructure them to drive real, sustainable growth.

In this episode you will:

• Learn why paying for contribution beats rewarding attribution—and how to tell the difference.

• Discover five first principles for designing comp plans that actually drive new business and market share.

• Get practical steps to restructure your compensation model, including how to identify ideal customers and model volatility.

Press play now to learn how leading LBM firms are aligning compensation with strategy to outperform the market—regardless of economic headwinds.

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.