Why Project Fluency Matters
The gap between a good building products sales rep and a great one is not about talent.
It is about fluency.
Table of Contents
The Numbers
The average building products sales rep makes $85K to $150K per year.
Top performers who are fluent in all 4 project areas make $300K to $500K plus per year.
Reps who score below 70% in project fluency in any one area lose a minimum of 3 to 5 deals per year to competitors who are more fluent.
What Is Project Fluency?
Project fluency is mastering the language of building projects.
It is more than just knowing what you are selling.
It is knowing WHO influences specs.
It is knowing WHEN they make decisions.
It is knowing WHERE to find high-probability projects.
It is knowing HOW to show up on job sites with confidence.
Good reps know their product.
Great ones own the entire project arc.
Conclusion
The difference between average earnings and top performer income in building products sales comes down to project fluency.
Mastering who influences specs, when decisions happen, where to find projects, and how to show up with confidence separates the great reps from the good ones.
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