Immediately after releasing episode 18—The 10 Commandments of LBM Sales Excellence—a listener fired off an email to host Bradley Hartmann:

“How many people do you know for certain do this religiously? I can get the bottom half of my reps to do it but the top half say things like, “I don’t have time for this bulls***. Fire me if you want to, but I’m not doing it.” How do you respond to that when your rep who sells $12.5MM at 35% tells you that?”

In this episode, Bradley will answer the two parts of that question, breaking down the real-world challenge of balancing performance with accountability, using a surprising insight from former NFL player and coach, Herm Edwards, and his golden rule of leadership.

In this episode you will:

• Learn which two sales habits are the hardest to build—and why they’re the most profitable

• Discover how to fairly lead top performers without creating a toxic double standard

• Walk away with a simple framework for improving pipeline clarity and prospecting discipline

Learn more about Bradley Hartmann's Sales Fundamentals Workshop.

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.