How Sales Management Can Hurt Sales

There’s a sales management philosophy in too many companies that is actually working against sales growth. And the salespeople know it. The philosophy goes like this:

  • Walk in 40 doors a day.
  • Make 40 calls a day.
  • Hand your business card to everyone.
  • Gather as many business cards as you can.
  • Sell, sell, sell.

While this is a lot of activity and can look good on a sales report, it isn’t usually productive. And it shifts the goal from getting business to participating in a specific behavior.

This usually happens because the owner or sales manager found great success using these methods. That’s great for them! But it doesn’t mean everyone is going to be successful doing it that way.

sIn addition, today’s business environment doesn’t really offer a welcoming landscape for this kind of behavior. The consumers are very well educated and are really looking for someone they trust. The salesperson is better off working on relationship building rather than tallying the number of doors knocked.

Many companies with this philosophy have a lot of turnover in the sales department. And do you know why? Because people join the company with the best of intentions and in many cases a great method for gaining sales. When they discover that they can’t implement their method, but rather have to engage in behavior that doesn’t work for them, they don’t hit their sales goals. So, they leave — either voluntarily or by request.

Either way, it’s not good for the company. The cost alone of bringing on a new employee is significant. Think about it. You’ve got to run ads, sift through resumes, interview, hire, onboard, train, and then exit. Go ahead and put dollar values on each of those items, then add them up. Now include the lack of sales into the cost. All the business you didn’t do! It’s an expensive proposition.

Building Confidence

Another key concern is the image that develops of the company in the community. Think about things from the prospect or client’s point of view. If, every time they turn around there’s a new salesperson introducing themselves, you’re telegraphing instability within your company. Is that really the message you are trying to send? Customers want confidence that the salesperson they’ve grown to trust will be there for more than a hot minute. If they keep seeing new salespeople, their trust goes down. That’s never good.

So, I ask you, which is more important?

  1. Engaging in a specific activity
  2. Gaining new clients

I’d say No. 2. And if that really is more important, then it doesn’t matter how it is done — as long as it is moral, legal, and ethical.

Sales managers would be better off sharing the vision and the goals of the company with their sales staff while leaving the sales strategy to each salesperson. Empower the sales team to develop their own process and then monitor their results. Give them the resources they need to be successful. Be there for them when they need advice, or training. And communicate with them on a regular basis about their results. As long as the results are there, the process shouldn’t matter.

Think about why you hire someone. Is it because you believe they have the skills and personality necessary to succeed at sales? Probably. And if so, don’t you owe it to them to trust them to do the job? Whenever we tell someone how to do something, we’re really saying that we don’t trust them to do it right. There’s a confidence killer!

It’s like hiring someone for their great attitude and then squashing that attitude. Makes no sense. Respecting the sales staff means talking with them, not at them. It means listening to what they have to say, respecting their ability, and expecting them to deliver. Period. The best way to disrespect the sales staff is to tell them to do things your way. Then you are telling them that you don’t trust them to do it right, or well, or successfully. Believe me when I tell you, you won’t get what you are wanting if you engage in this sort of “management.” Instead, lead your team. Help them be the best they can be.

After all, sales is about relationships, not dialing for dollars. Let your salespeople network and develop relationships with referral partners, prospects, and clients. Their time will be better spent, the results will be there, and everyone will be happier. If one of the salespeople decides to make 40 calls a day, great! That is their preferred method. It should be more important to make sure your salespeople have a strategy that makes sense to them than to have a strategy that only makes sense to the sales manager.

FlashCo Manufacturing Inc. Hires Green as Territory Sales Manager

FlashCo Manufacturing Inc. has hired Matt Green as territory sales manager for their Southeast Region. Matt brings to FlashCo over nine years of experience in sales and business development in the roofing industry. Matt will be responsible for managing the growth and expansion of the Southeast market for FlashCo.

Matt joins FlashCo with experience in all areas of the roofing industry having worked for a roofing contractor, a roofing materials manufacturer and with a roofing supplies distributor. Matt brings hands-on experience in roofing as well as experience in sales, territory management and relationship building. Most recently, Matt was territory sales representative for Dealer’s Choice Distribution, a division of Beacon Roofing Supply, in Atlanta. Matt earned a Bachelor of Science in Agribusiness from the University of Georgia.

“We are excited to have Matt on board in our Southeast Region,” says Bill Bartell, FlashCo director of sales. “Matt has a background in all aspects of the business working for a manufacturer, distributor and a roofing contractor. His skill set and experience will be an asset as we continue to expand the FlashCo brand in this market.”

“I’m really excited to be part of the FlashCo team,” says Matt. “This is an opportunity to spread the FlashCo products throughout the region, especially the single-ply line. Having worked in all aspects of the business, I know how FlashCo can add value and deliver on the brand promise of speed for both the distributors and roofing contractors.”

Malarkey Roofing Products Introduces Regional Manager

Malarkey Roofing Products has announced Glenn North as South Central Regional Manager.
“We are excited to have Glenn join our team,” says Rich Robbins, vice president of sales & marketing at Malarkey. “His skills and decades of experience in the roofing industry will help our team continue to grow in this part of the country,” adds Robbins. 
Mr. North’s responsibilities will include sales management in the South Central region of the U.S.  A Texas native, Glenn joins Malarkey with a background of roofing construction, distribution, and manufacturing in the region. Most recently, he served as vice president and general manager of Lon Smith Roofing in Austin. Prior, Glenn worked in sales for another roofing products manufacturer for more than a decade in Dallas and Sarasota, Fla.
Mr. North is fulfilling the position previously held by Craig Lott, who is now national accounts manager for Malarkey.

Solar Roof Dynamics Announces Management Additions

Solar Roof Dynamics (SRD) of Davis, Calif., has announced two new additions to their executive management team, Debbie Schrider as its new vice president of sales and Nick Lowrie as its director of operations.

Schrider joins SRD bringing with her 25 years of sales and management experience, most of which was based in residential new construction and the solar industry. With almost 10 years of experience in solar, she had held leadership positions at SolarCity and SunEdison, where she focused on customer acquisition, and One Block Off the Grid, where she helped pioneer remote-based solar sales.

Lowrie comes to SRD with solar operations and design experience and a track record of building high performance operations teams. Most notably, Lowrie spent eight years building the Northern California operations for SolarCity.

“I am elated to bring Debbie Schrider and Nick Lowrie onto our team during a time of growth,” CEO Aaron Nitzkin states. “Their wealth of experience and innovative spirit will bring great results for Solar Roof Dynamics and our Signature Dealer Network.”

OMG Roofing Products Hires Staff in Europe

Michael “Mick” Steeples of Oxford, England is responsible for sales activities for OMG Roofing Products in the United Kingdom, Ireland and Australia.

Michael “Mick” Steeples of Oxford, England is responsible for sales activities for OMG Roofing Products in the United Kingdom, Ireland and Australia.

To support its growing international business, OMG Roofing Products has hired Michael Steeples in Europe.

In the newly created position, Michael “Mick” Steeples of Oxford, England is responsible for all sales activities for OMG Roofing in the United Kingdom, Ireland and Australia. He will report to Lennard Spirig, Europe market manager.

Michael comes to OMG with nearly 20 years of relevant experience in the construction and commercial roofing industries. Most recently he was a key account manager with SFS Intec. Earlier he held various sales and technical positions with Solartec Ireland, SFS Intec as well as Profile Cladding Systems. He holds a degree in Supervisory Studies from Leicester Polytechnic.

“As OMG continues to grow and expand outside of North America, it is important that we add the resources necessary to serve our customers in local markets,” says Web Shaffer, vice president of marketing for the company. “OMG’s goal is to deliver sales support, and it’s important that we invest in this area as we expand into new geographies. This new position will help us to meet that goal.”

Headquartered in Agawam, Mass., OMG Roofing Products is a global supplier of commercial roofing products including specialty fasteners, insulation adhesives, roof drains, pipe supports, roof repair tape as well as productivity tools such as RhinoBond. The company’s focus is delivering products and services that improve contractor productivity and enhance roof system performance.

Gaco Western Promotes Jason Loftus to Director of Sales

Gaco Western promotes Jason Loftus to director of GacoFlex sales.

Gaco Western promotes Jason Loftus to director of GacoFlex sales.

Gaco Western is pleased to announce the promotion of Jason Loftus to director of GacoFlex Sales. Jason came to Gaco in 2011 as a distribution manager and later became the national distribution manager leading the distribution sales team. Jason will now provide leadership over the entire GacoFlex Sales organization.
Chuck Skalski, president of Gaco Western, is excited about Jason’s new role. “Gaco Western is pleased to elevate Jason to the director of GacoFlex Sales position. Since Jason began his tenure at our company, he has displayed industry knowledge and relationships that have been a major benefit to Gaco Western. Jason has also shown leadership qualities that will help guide the GacoFlex Division to the next level of excellence.”
“I am honored to continue my career with Gaco Western as director of GacoFlex Sales,” says Jason. “I look forward to the years ahead, working alongside our group of talented Gaco family members.”

S-5! Brings Back Hogan as Business Development Director

Frank Hogan is the new Business Development Director for S-5!.

Frank Hogan is the new Business Development Director for S-5!.

S-5! has brought back Frank Hogan to fill the newly created position of Business Development Director, focusing on deepening relationships with the company’s OEM market to maintain market share and capture additional sales opportunities.

Hogan, who served as a national sales representative and field support manager for S-5! in the United States and Canada from 2007-2012, has held a variety of sales and management positions with several metal roofing manufacturers.

FlashCo Hires Sales and Support Representative

Jenny Aguiar is the new sales and support representative for FlashCo.

Jenny Aguiar is the new sales and support representative for FlashCo.

FlashCo is pleased to announce Jenny Aguiar as the new sales and support representative. Working out of FlashCo’s Southern California location, Jenny will be responsible for driving sales in the Los Angeles area and providing customer support services.

“We are excited to have Jenny on-board,” says Bill Bartell, director of sales at FlashCo. “Jenny brings experience and knowledge about the roofing industry, as well as a wide range of skills to our sales and customer service teams. She will be a resource for our customers as we grow our business in the Southern California area.”

Jenny is an adept customer service and sales professional with over 15 years of experience. In her most recent position with ICS Group, Jenny was responsible for coordinating international sales with roofing contractors throughout Latin America and the Caribbean. In addition, Jenny has experience with logistics services, including warehouse distribution, ocean and air freight forwarding, origin consolidation, and supply chain management. Jenny’s strong customer service background includes managing and training customer service teams to achieve both domestic and international sales and professional goals.

Jenny is excited to join the team, stating, “I am thrilled about the growth possibilities that are available at FlashCo. I believe that my experience and dedication will help me build a positive relationship with FlashCo’s customers as we help them to achieve ongoing success.”

OMG Roofing Products Announces Regional Sales Manager Promotion

OMG Roofing Products promotes Greg Lord to regional sales manager.

OMG Roofing Products promotes Greg Lord to regional sales manager.

OMG Roofing Products has promoted Greg Lord to the position of regional sales manager, responsible for the Southwest Region.

In his new role, Greg will manage the day-to-day sales activities for the region, including monthly planning, on-going customer support as well as managing the territory managers covering Texas, Oklahoma, Louisiana and Mississippi. He will report to Brian Wroblesky, national sales manager.

Greg started with OMG Roofing Products in 2014 as a field sales representative. Since then, he has demonstrated the ability to perform against targets, make adjustments necessary to accomplish goals, maintain good customer service and support various product and customer initiatives. Earlier he held positions with National Reprographic Inc. and Go Big Recruiting.

Firestone Releases Sustainability Report

Firestone Building Products Company LLC has released the “2015 Global Sustainability Report” detailing the company’s progress in achieving its environmental goals and fulfilling its commitment to contributing to an environmentally sustainable society. The report, which provides an overview of the company’s environmental performance measured using criteria set forth by the Global Reporting Initiative (GRI), demonstrates how Firestone is using metrics to drive performance across its business. 
Firestone had a number of accomplishments that are outlined in the 2015 report. By focusing its efforts on three key areas: people, process and products, Firestone:


  • Launched two new products with near zero Volatile Organic Compounds (VOCs), making it safer for contractors, building occupants and the environment
  • Increased the number of voluntary reporting indicators from 10 to 37 for greater transparency in reporting
  • Decreased wastewater discharge by 23 percent between 2014 and 2015

“Firestone has a long-standing commitment to driving the type of innovation that will enable our products to meet global standards throughout their lifecycle – from production to performance,” says Tim Dunn, president, Firestone Building Products. “It is through the dedication and hard work of our employees worldwide that we are able to make environmental improvements in our products and processes, and demonstrate leadership in our industry.
Firestone is adhering to the GRI G4 reporting standard to ensure comprehensive sustainability reporting. The company expects certification to the G4 standard later this year.
As part of Bridgestone Americas, Firestone is committed to being a good corporate citizen globally, nationally and especially in the communities where it has manufacturing facilities, sales facilities and offices. Bridgestone Americas’ parent company, Bridgestone Corp., was recently named to the Dow Jones Sustainability World Index for the first time, and the Dow Jones Sustainability Asia Pacific Index for the seventh consecutive year. Firestone’s corporate citizenship commitments extend beyond sustainability. In 2015, Firestone employees gave their time and talents in plant and headquarters communities to organizations that support education, the arts, health and wellness, and work to improve peoples’ lives.
To learn more about Firestone Building Products, or to download a copy of the 2015 Firestone Building Products Global Sustainability Report, visit