If there is a secret to building a superstar sales organization, it’s about choosing the right people, selecting the proper methodology and insisting on high levels of preparedness.

Understanding just what qualifies a salesperson as a superstar is crucial, as well, and evaluating salespersons by volume alone can put a remodeler on the wrong track.

While volume is a factor in the equation, it’s also important to ask if the salesperson sells profitably. On the surface, two salespeople who each sell $1 million would look like top performers, but if salesperson A ran half as many leads as salesperson B to sell that same million dollars, then salesperson A is extremely more profitable — and salesperson B may actually be unprofitable, explains, Brian Smith, senior account executive for Dave Yoho Associates, one of the oldest and largest home-improvement consulting firms in the United States.

Of course, there is more to being a sales superstar. “Our abundant research proves that selling is a science, not an art. Top performers understand how people buy,” Smith says. While they may buy emotionally with their right brain, they weigh that decision logically with their left brain. “The top sellers in an in-home, one-call-close environment understand how to appeal to the customer’s value system and balance their presentation both emotionally and logically,” he says, “all while maintaining high levels of customer satisfaction.”

"Our abundant research proves that selling is a science, not an art. Top performers understand how people buy.”