ASK MANNY SCHATZ ABOUT sales manage...

ASK MANNY SCHATZ ABOUT sales managers and builders, and you'll come by an earful.

"Most sales managers are settle up for failure," believes Schatz, a builder-turned-consultant with Professional Builder Services in Danville, Calif. "They're hired improperly, they're not given clear expectations, and they're not given clear rein to do their job"

It quickly becomes a fast track to burnout for the sales manager and an expensive way to do business for the builder.

"You squander at least $100,000 when a salesperson turn rounds over, and more when it's a sales manager," says Tom Richey of Richey