I speak with some of the best sales professionals in the construction industry every day, and a lot of the top performers aren’t the most vocal people in the room.

A lot of the time, they go to the person who took the time to prepare properly and demonstrated they wanted it the most.

In today’s competitive job market, transparency in communication with job applicants is more crucial than ever…

A lot of good salespeople find their career progression blocked by things completely outside their control. You can be doing everything right and still feel like nothing’s moving. Progression shouldn’t rely on someone resigning.

Sounds like an easy interview question, doesn’t it, but in an interview you need to think about how you respond to this question.

There’s a lot of noise around AI right now — especially the fear that it will replace large parts of the workforce. But the reality is more nuanced. Most roles won’t disappear. They’ll change.

I believe this is the moment in an interview most candidates waste.
You need to be interviewing the client as much as they are interviewing you — this is your chance to qualify the employer and the role.

Challenging targets can be motivating. They can drive focus and commercial thinking. But when targets feel disconnected from territory reality, product strength or market conditions, motivation quickly turns into frustration.

In sales it’s easy to drift, you start in roofing. Move to cladding. Pick up insulation. Stay because it’s comfortable. Stay because it’s familiar. But top performers think differently.