Sales Performance Analytics
Our Mission is to bring together the most innovative and insightful sales-focused leaders in the LBM industry to learn from one another, as well as sales performance analytics, to drive consistent and profitable growth regardless of market conditions.
Participating companies
Analytics: Defined
Formally defined, Analytics refers to the “systematic computational analysis of data and statistics used to discover, interpret, and communicate meaningful patterns to drive better decision-making.” For our purposes at the SPA, it refers to the following four categories of data.
When we hear sales leaders say, “oh, we have analytics already,” they are referring to only the first two categories noted below. Members of the SPA will have access to insights from all four categories.
Typically Quantified
Past
Through Your System
Revenue
Gross Margin
Gross Profit Dollars
Future I
In Your System
Quotes
Orders
Invoices
UNQuantified
Future II
Not In Your System
Pre-Quote Activity from Customers
Value of Prospecting Efforts
Existing Accounts
Hot Prospects
In Progress Prospects
Target Prospects
Future III
Not In Your System
Predictive Analytics
Machine Learning
Include Macro Indicators
Schiller-Case Index
Consumer Sentiment Index
Core Consumer Price Index
“There will always be people who are ahead of the curve”
“and people who are behind the curve. But knowledge moves the curve.”
Bill James ❯❯ statistician, baseball historian
No. 1 sales question: what’s in it for me?
The SPA is designed to provide a consistent stream of insights, ideas, recommendations, and alternatives to help you more confidently build your sales team, intentionally grow sales, and develop a network of the most forward-thinking LBM sales leaders in the business today.
Private Analytics Dashboard Powered by SalesJack
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Sales performance dashboard updated daily with individual, team, and company results, plus peer benchmarking.
Product category and wallet share analysis to uncover market opportunities and measure account penetration.
Individualized Consulting Calls to Discuss Sales Results and Strategies
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Monthly call with Bradley to receive practical guidance tailored to your specific sales challenges.
Quarterly Live Virtual
Member Meeting
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Each quarter the member firms will connect online via zoom for a collaborative insight sharing session
On-Site 2-Day Meeting with Non-Lumber Yard Tour + Guest Speaker
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Every fall the SPA will meet in person at a different location for 2.5 days
A tour of a local non-lumber yard will stimulate new thinking and insights
A guest speaker will join the SPA to share insights based on their expertise
How is this different than the status quo?
We’ve intentionally built the SPA to capture the best features of existing roundtables while addressing their primary weaknesses and complaints.
| ELEMENT | STATUS QUO | SPA MEMBERS |
|---|---|---|
| Focus | Operations | Sales |
| Conflicts of Interest | ✔ | |
| Key Metrics | The trivial many | The vital few |
| Equitable Exchange of Ideas | Few consistent givers, too many takers | Accountability to generate and share insights |
| Insight Sharing in between Events | Ad hoc | Quarterly group calls for members only |
| Annual On-Site Workshop | Once or twice per year | Once in the fall |
| Expert Guest Speaker at Meeting | ✔ | |
| Tour of Local Business | Inside the industry at a local lumber yard | Outside the industry to drive new insights |
| Analytics Dashboard | Powered by SalesJack | |
| Access to Dashboard, Insights | Executives | Executives, Sales Managers, and Sales Reps |
| Sales Pipeline Data Generation | The Simple Sales Pipeline® + technical support |
SPA Annual Conference
Each fall, our Sales Performance Analytics Conference brings together forward-thinking LBM executives in a different city for candid conversations, fresh ideas, and meaningful peer connections. Participants also visit innovative organizations outside the construction industry to see firsthand how analytics drive smarter decisions and better business results.
FAQs
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Yes and no. We have 2 overlapping criteria. 1. Smart people willing to think differently & engage in discussion of new ideas. 2. Larger dealers. If you have the right people engaged & contributing insights, size doesn’t necessarily matter.
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By automating the data sharing. We are addressing a significant portion of that upfront. Bradley will also be connecting with the member executives to ensure they are prepared to contribute.
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No.
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Bradley Hartmann will be personally overseeing the day-to-day execution of the SPA. His firm, Bradley Hartmann & Co. employs a full-time Customer Success Manager to onboard and monitor SPA member engagement with The Simple Sales Pipeline®.
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Bradley Hartmann & Co. is collaborating with SalesJack to provide new, modern dashboards for SPA members.
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Data sharing is an easy, automated process connecting your ERP sales data to the SPA dashboards.
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The annual membership fee is $32,000.
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We have a dedicated team & proven process to make onboarding your team simple and easy.
Ready to join SPA?
If you’re looking to join the SPA, contact our team to schedule a call.