Ep. 36 :: Culture, Competition, and Sales with Jeff Burton and Gary Smith of Burton Lumber

In episode 36 we meet with Jeff Burton and Gary Smith of Burton Lumber in the great state of Utah. Jeff and Gary lead the sales effort at Burton Lumber and in this discussion, we begin with margins, but quickly redirect the conversation towards competition and the craft of developing a strong sales culture. Following the insights Jeff and Gary provide, I share a coaching and communication framework I learned recently and have applied. The initials of the framework are S.B.I.—Situation, Behavior, and Impact—and it will help you coach your team more effectively as you work towards improving your team culture and sales performance. Thanks for listening!