Are you coaching your sales team—or just managing numbers?

In this episode, you’ll learn the 3 core fundamentals every LBM sales manager must focus on to coach reps effectively, build a winning culture, and hit aggressive targets—without micromanaging or wasting hours in meetings. Inspired by a listener's NFL coaching analogy, this is your playbook for better performance.

In this episode you will:

1. Discover why pipeline, time, and activity coaching are the true “blocking and tackling” of sales management
2. Learn how a simple 20-minute RPA meeting can drive accountability and eliminate underperformance
3. See how the Bears’ midseason turnaround applies directly to how you lead your team every single week

Hit play now to upgrade your coaching rhythm, eliminate guesswork, and build a team of confident closers who win consistently.

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]—let’s talk.

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.