Butler Ross’ Post

Hiring the right buyer's agent will make a world of difference in your house buying experience.

Hiring the right buyer's agent will make a world of difference in your house buying experience.

We helped a luxury residential flooring contractor hire a niche B2B sales professional who made a sale in his first week on the job — here’s the 7 steps we took to make it happen: 1. Understanding the Big Picture: We started by meeting with the executive stakeholders of the company. They shared their ambitious growth goals—scaling from $5M to $30M in five years through product line expansion, strategic acquisitions, and key talent acquisition. This gave us a clear sense of direction for the role and their long-term vision. 2. Nailing the ICP and EVP: We honed in on their Ideal Customer Profile (ICP) and Employee Value Proposition (EVP). This helped our client understand not just the kind of flooring sales professional they needed, but what would attract the top talent to their team. Building out a compelling EVP was critical in setting our client apart from competitors. This allowed us to go-to-market with a persuasive and professional recruitment approach. 3. Building a Targeted Talent Pool: Our team built a comprehensive list of sales talent at all their local competitors, gaining key contact information for these individuals. We then crafted a multi-channel outreach campaign designed to hit every corner of the addressable market—ensuring no stone was left unturned in identifying the top-tier candidates. 4. Networking with Industry Insiders: Since our client gets 80% of their business through referrals from high-end GCs, we connected with local GCs to gather intelligence on who the best flooring salespeople were. By leveraging relationships in the luxury residential space, we got valuable insights that traditional sourcing methods couldn’t match. 5. Screening for the Perfect Fit: We established a rigorous screening process. Beyond sales numbers, we assessed each candidate’s transferable book of business, their experience in high-end custom flooring, and their cultural fit with the company. We also consulted with our client on integrating a DISC assessment into the process to measure personality and communication style fit. 6. Delivering the Best-Suited Candidates: We presented a shortlist of five highly qualified candidates, each a standout in their niche. Our client selected a candidate they felt was the ideal fit for their company—and the results speak for themselves. Within the first week, their new hire had already closed a sale. 7. Positioning for Future Success: Beyond filling the position, we’ve continued to work closely with our client, introducing them to a potential acquisition opportunity within their space. We’re fully committed to helping them achieve their aggressive growth goals through strategic talent and business acquisitions. We're excited to continue building this relationship and supporting our client in scaling from $5M to $30M and beyond. Shoutout to Cole Arriaga for his diligent and effective work during this search project.

Imagine you're the boss of a sales team in a busy internal furnishings company. What's their focus? Well, sales. Obviously. Converting leads and enquiries into paying customers. Nothing too revolutionary there. So why would you want them to do anything but sell? Clearly, you wouldn't. But that's what's happening in sales offices of furniture and soft furnishings manufacturers all over the UK. Why? Because they're diverting valuable sales time into non-direct sales activities like sending out fabric swatches. And your sales office probably looks like a lost property sale at the local sports club, with bits of fabric everywhere. And we get it. Swatches are a crucial part of the sales process. When a potential customer can see and feel the fabric, it gives them the confidence to click the "Order Now" button. What if there was a fully integrated way for your customers to get their swatches on a next-day delivery, professionally cut, mounted and in their hands while they're still in the mood to buy? There is. And if you drop me a message, I'll tell you how easily it can be done. #FabricSwatch #FabricSample #SwatchFulfilment

Imagine you're the boss of a sales team in a busy internal furnishings company. What's their focus? Well, sales. Obviously. Converting leads and enquiries into paying customers. Nothing too revolutionary there. So why would you want them to do anything but sell? Clearly, you wouldn't. But that's what's happening in sales offices of furniture and soft furnishings manufacturers all over the UK. Why? Because they're diverting valuable sales time into non-direct sales activities like sending out fabric swatches. And your sales office probably looks like a lost property sale at the local sports club, with bits of fabric everywhere. And we get it. Swatches are a crucial part of the sales process. When a potential customer can see and feel the fabric, it gives them the confidence to click the "Order Now" button. What if there was a fully integrated way for your customers to get their swatches on a next-day delivery, professionally cut, mounted and in their hands while they're still in the mood to buy? There is. And if you drop me a message, I'll tell you how easily it can be done. #FabricSwatch #FabricSample #SwatchFulfilment

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Flooring sales set five-year record The retail value of flooring sales set a five-year record for May last month. Sales in England, Wales and Scotland reached £219,722,000 a monthly rise of 4.7% and were 1.37% higher than May 2023. Sales were higher than May 2022 (£2210,455,000) and May 2021 (£195,004,000) and were almost seven times of the lockdown hit May 2020 (£31,470,000), according to ONS data. Of the 461 months since January 1986 when comparable records began, May 2024 was the 67th highest performing month. Sales are not seasonally adjusted, do not take inflation into account and are subject to revision. #flooring #flooringindustry #flooringsales

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