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Couristan bolsters sales team

Troy Corey

Fort Lee, N.J.—As Couristan prepares for an explosive 2018 and the launch of several new collections at Surfaces 2018, the company has hired two leading residential floor coverings sales executives to service the Manhattan and Southern California markets.

Troy Corey will ensure dealers in New York City will have access to Couristan’s residential broadloom and area rug collections, while Nick Maugeri will be responsible for the Southern California region. Both executives bring more than 30 years of experience forging relationships with specialty and high-end retailers and will report to Len Andolino, executive vice president of Couristan’s residential division.

Nick Maugeri

“We are committed to developing the strongest salesforce to bring our collections to market,” Andolino said. “Both Troy and Nick have unbelievable track records in the high-end floor covering sector, and we look forward having them leverage their experience and deep relationships to expand Couristan’s reach within these two incredibly important markets.”

Prior to joining Couristan, Corey spearheaded sales at GCC International. His expertise spans on product development and manufacturing, and includes strong sales connections all over the United States. Prior to this, he served as national sales manager and buyer for his family business, Rosecore.

For nearly 20 of Maugeri’s 35-year career, he worked for his family business, Wool Merchants, which manufactured, imported and distributed high-end wool carpeting. During this time, Maugeri developed relationships with Southern California’s most prestigious retailers and distributors. In 2001, he left the family business to pursue a career as an independent agent of broadloom and area rugs.

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Samling Global USA, BBOSS expand national sales team

ChristinaProfessionalPhotoNorcross, Ga.—Samling Global USA and BBOSS has named Christina Dixon as business development manager, North America, for Samling Global USA. Dixon is a 20-year industry veteran with 10 years of experience in key roles at Armstrong Flooring.

With the addition of Dixon, the companies continue to expand their national sales team by adding top talent. In her new role, Dixon will focus on new private label opportunities within the engineered and solid hardwood flooring categories.

“Christina is a great addition to our team,” said Jim Fiore, vice president. “Her experience and solid track record for sales leadership will help us build new relationships across the United States and Canadian markets.”

 

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Marketing Mastery: Maximize your sales team’s success

January 2/9, 2017: Volume 31, Number 15

By Jim Augustus Armstrong

Screen Shot 2016-08-29 at 3.50.37 PM“I’m trying to implement improvements to my selling system,” a dealer I was coaching told me. “But I’m getting resistance from some members of my sales team. How can I get them on board?”

Many dealers can relate to this question. I get it most often when I’m helping them implement a more effective selling system. If you want to maximize your sales team’s success and get the greatest buy-in for your sales system, you have got to have three things in place: the tools to succeed, training on how to use the tools and accountability.

Tools to succeed. Have you ever told a salesperson you need them to close more sales, or they need to quote higher margins? And have you ever been frustrated because no matter how many times you tell them, they never seem to improve much? If so, it’s likely because you’re giving them the outcome you want but not the tools to achieve it. That’s like telling someone you want him to drive a nail into a two-by-four but neglecting to give them a hammer. If you want your team to close more sales and command higher margins, you have got to give them the right tool. In this case that means providing them with a selling system that positions them as trusted advisors, creates differentiation, eliminates price resistance and leads prospects on a logical, step-by-step process from shopper to buyer.

Here are some tips to help you implement this kind of system. First, write out your sales system using bullet points. If it’s not written down it’s not a system. Second, what happens in the first 60 seconds after a prospect walks in is critical, so carefully script this out. Third, develop a list of questions to ask prospects. Fourth, build in differentiators and trust builders that are done every time, like using testimonials, offering walk-ins a beverage menu, wearing shoe covers in the home, inspecting her vacuum, etc.

Training to use the tools. It’s not enough to have the tools in place; you have got to train your team on how to use them. I’ve worked with dealers who simply handed their team a sales form with a list of questions but didn’t train them on scripts, processes, etc. They then wondered why their “system” didn’t work. Training is key.

Accountability. Raising teenagers taught me it’s not what’s expected, it’s what’s inspected. This is good advice for salespeople, too. You have got to hold your team accountable to not only use the tools but to use them correctly. Accountability also includes recognizing and rewarding your team as they implement and succeed. I provide dealers with a turnkey sales process and teach them to publicly reward salespeople with a dinner gift card the first time they use it on a customer.  Reward and recognize the behavior you want.

All three of these—tools, training and accountability—can be accomplished with a one-hour weekly sales training. During these trainings you can role play by having a salesperson play the customer and another “sell” to them. You can troubleshoot, cover different selling scenarios, reward and recognize their successes, and host contests.

This may seem like a lot of work, but consider the payoff. Let’s say your average ticket is $3,500 and you have four salespeople. By implementing a system like this, each team member should be able to close one extra sale each week, figuring conservatively. This equals an additional $14,000 per week, or $728,000 per year, without spending another dime on marketing. This makes your sales training easily the most profitable hour of your week.