Los Angeles 2019 Construction Monthly

Enacting a Construction Sales Process... continued
for larger contractors that can afford specific
business development personnel.
The final stage in this process is to
continually evaluate what is producing the best
results. Adjust your time commitment to those
areas and expand their impact. Take actions
producing good results and develop them into
producing even greater success. Discontinue
actions that are not producing sales
opportunity and you have a formula to grow
greater results. Of course this will eventually
hit an artificial ceiling your time allotment
has created. The decision at that point will
be to stay put or adjust the level of time your
company commits to sales work. This is a good
problem to have and takes companies to the
next level in revenue as well as profitability.
Construction is a hands on industry. It’s
filled with individuals that take complex plans
and turn them into projects. Sales can be
foreign and is often practice on an as needed
basis. If the same amount of planning goes
into a sales approach, quality results should
be the expectation. The efficient usage of time
in relation to sales can solidify a revenue base.
Not to mention increasing overall profits. The
old adage “time is money” must’ve been coined
by a sales individual. If you consider Benjamin
Franklin a sales rep!
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