Latest / The Construction Leadership Podcast: Executive Strategies to Build Elite Teams & Consistently Deliver On-Time, Under Budget
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…
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