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W&D Weekly
November 20, 2013
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The Latest
Inside AGC's New "Startup"

Brian Martineau, director of fabricated product sales for AGC Glass Company North America, calls its new Southeast glass fabrication facility near Atlanta a “startup.” At the Lithia Springs plant, AGC offers almost all residential and architectural glass fabrication capabilities. "This location is working with new tools and approaching business in new ways. This is why I say we are a startup.” read more


More News
Intigral Names New Leadership
Plastpro Launches Updated Website
AAMA Publishes Exterior Door Installation Standard
AGC Announces Price Increase
SAGE Introduces Dynamic Glass in Non-Standard Shapes, Colors
Longtime Industry Leader Greg Carney Passes Away
The Talk

By Asher Raphael, guest blogger, Power Home Remodeling Group

At my company, we devote a good deal of time to evaluating and measuring employee performance, and linking that data back to initiatives, benefits and programs to provide our employees with the tools they need to thrive. We've found success with the following principles when trying to determine how to build a culture of successful sales representatives:

Training makes a difference: At Power, all employees undergo an extensive training program when they first join our team. No matter the position, each new employee is educated on all aspects of the business, providing them with a thorough background and the confidence that comes with feeling like an educated, invested member of a team. Develop a training program that is right for your company, and take the time to ensure that each new hire completes the program before their daily duties begin to pile up. An employee who is well-versed on the company’s history, mission and process will be better prepared to offer stellar customer service, increased sales numbers, and a number of other valuable benefits.

Incentivize them: It almost goes without saying that if you give your employees incentives their performance is likely to improve. We’ve offered perks in the form of bonuses, tickets to sporting events, and even cash to motivate our sales representatives to hit their goals. Determining what types of incentives to offer can be a challenge — especially for smaller businesses dealing with limited budgets. If you’re struggling to provide incentives on a shoestring, consider offering extra vacation, work from home or personal days as motivating factors. Your best sounding board when trying to find out which incentives will work for your sales force — is your sales force! Consider conducting an informal poll to get some ideas going, and develop an incentive program that works for your company and inspires the associates that are working hard for you.

Do you have an incentive program in place at your company that rewards sales staff for meeting or exceeding their goals? Has this been a successful approach? Why or why not? Please take the poll below to share your strategy and post a comment about your experience. Read more on the topic here.

How Do You Incentivize your Sales People to Hit Their Goals?
Gifts (tickets to sporting events, etc.)
Extra vacation days
Company-wide recognition programs
A mix of the above
None of the above

Has Your Company Participated in Small Business Saturday?
The vast majority of our respondents haven't participated in Small Business Saturday, and don't expect to try.  I'm not too surprised.  For one thing, most of us probably think of it as a day for Christmas shopping. Still, I see Small Business Saturday as an opportunity for some dealers…read more

The Outside View
Builder Confidence Holds Steady in November
Keep Your Big Window--and Save Birds Too

Recent Introductions

Hurricane-Resistant Vinyl Windows from Intus
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