31 :: Account Management Isn’t Selling: The Time Audit That Fixes LBM Sales in 60 Days

Are you actually selling—or just staying busy while your best opportunities slip away?

Every LBM sales professional has the same amount of time, yet some consistently close more profitable deals while others feel stuck competing on price. This episode breaks down exactly where your time is going, why builders won’t pay for most of it, and how a small shift in focus can dramatically increase your value—and your commissions—without working longer hours.

In this episode you will:

1. Gain clarity on the four buckets that quietly dictate your sales success—and how to rebalance them
2. Learn how to identify time-wasting activities builders will never pay for
3. Discover which sales activities builders will pay more for, and how to do more of them consistently

Press play to learn how reallocating just 5–10% of your time can help you close more profitable deals within the next 30 to 60 days.

To download the Activity Listing document discussed in this episode, click here .

If you’re ready to stop competing on price and start having the right sales conversations that win business, send us a note at [e-mail]—let’s talk.

In The Craft of LBM Sales, we tackle real-world sales challenges in the lumber and building materials industry, including handling sales objections, improving phone sales, and what to do when you can't close deals. Learn how to land new business, strengthen your negotiation skills, and build a reliable sales pipeline—even if you currently have no sales process in place. We also explore proven sales techniques, value selling strategies, overcoming sales rejection, hitting your sales goals, and navigating tough conversations around discounting.