If you were made Sales Manager for a week…

July 18, 2009 by Shirleen Von Hoffmann Leave a reply »

If you were made Sales Manager for a week…
* What subject matter would be your top priority for training your Sales Agents on?vips lady shopper
* How would you inspire your Sales Agents?

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17 Responses

  1. Mark Whisler says:

    #1 – how to use the internet 24/7 to increase:
    1) points of contact,
    2) demonstrate value added to clients in the relationship,
    3) get information to clients quickly as needed,
    4) let other “expert” (links) do my talking for me,
    5) make 100% of the time a time for sales opportunities,
    6) research competitors,
    7) barrow ideas from out of state competitors,
    8) promptly respond to emails with researched answers (ie: here is the address to go to, hours, map, what to bring, etc for your home features apt),
    9) quickly forward info to buyers (ie: here is your lenders update/construction update),
    10) use the holidays to send email cards with specific neighborhood/company info to clients,
    11) send/post pictures and family events on your Facebook page and get your clients to join so they can see what you are doing in your “other” life,
    12) research answers to specific client questions – which schools are they (send with details and links)
    13) send birthday cards online to clients kids – help them set up their own email acts (gmail is free and robust) if they don’t have them already
    14) Save links on your Google toolbar for common questions clients ask (google toolbars link show up on any computer you log in on)
    15) Set up a Google calendar for each client/staff member and you will be able to see – and edit – all activity on your google calendar

  2. Thanks Mark, Those are all excellent ideas and well you should know being such an expert in Selling Real Estate.

  3. Scott Baran says:

    Scott Baran
    Financial Advisor Sales Manager at TD Banknorth

    Be 100% candid on their strengths and weaknesses and coach individually. Too many times Sales Managers aren’t candid enough because they don’t want to upset their sales reps, especially their best sales reps. Not being brutally honest in a coaching session is one of the worst things you can do to one of your sales reps.
    Posted 3 days ago | Reply Privately

  4. michael costello says:

    Wow, I am amazed at some of the comments. Selling is and has been always the same. Oh of course current market conditions, interest rates and overall market environment impact sales but the how to sell something is still the same. Be respectful, work hard, adapt, excel in everything you can and work on the areas that you need to.

    One thing not mentioned at all by any of the previous, is to celebrate success. It seems management always wants more, and that in itself is not a bad thing, but how about recognizing a win now and then. Do you know how hard it is to sell a home? Try saying thank you, great job! Buy lunch once in a while or a cup of coffee. Little things mean a lot. Just ask a customer why they bought your home.

  5. Cindy Sharp says:

    I would spend more time with my agents on site. I could accomplish two goals doing this:
    First would be to better establish a relationship with my agent and really get to know what makes them tick. Many times sales managers manage all agents at one level and miss the inner agent. Managers try to be one face to all. But true sales management is that of a coach assessing skills, the agent’s desire and need for sales development.
    The second reason would be to really see how they are interacting with the clients. From the introduction up front to writing a contract. I think most sales managers have hands off approach and wait for meetings to coach and train. Here is one easy way they could help the agent and as well build a better relationship with them for long term growth and skill development.
    In my 20 plus years of sales I had one manager walk with me through, as I shared with client my product. It was 17 years ago and I still remember that day and that manager. I learned more from that one sales walk through I ever had up to that point. All other managers did the one level management, meetings.

    Thanks for the question that was a good one. Love your blog

  6. Cindy,
    Thanks for that response. I love those suggestions.

    Most Sales Managers I know get so overloaded with paperwork and other tasks that keep them from being in the field with their Agents and providing that coaching you are talking about. Builders expect so much from them and pile on the extra duties, that the one duty they were hired for which is leading, inspiring and coaching seems hard to reach due to many other tasks at hand each day.

  7. Boy Mike, you are so right with your comments. It doesn’t take much to make people feel acknowledged and noticed does it? I think most of my Agents will tell you that they love being recognized for the hard work and efforts…not necessarily with money, of course we all love that, but with that pat on the back from senior management. It is really so important to make people feel good about what they are doing.
    Thanks for the reminder!

  8. Scott,
    Thanks for the response. I think being honest is important as well however I’m not sure if there is a need to be brutal. I believe inspiring people and being candid about where improvements need to take place, is enough for sales professionals to take action and make the corrections.

  9. Kenneth Roberts says:

    I would have to empasize a teamwork approach where everybody works together. Given that many people believe there is a recession going on, I might also be a good idea to review the basics.

    The other important item would be confidence and belief in the product,ourselves and our clients.

  10. Ken Scott says:

    Only given a week, the focus would be attitude. Three things drive sales success. Behavior, attitude and technique.
    It’s like 3 legs of a stool, if one is missing the stool falls.
    Technique is covered by everyone and there are thousands of resources.
    Behavior requires the person to control themselves. A manager can only reward god behavior and correct bad. ( Good behavior is 5 prospecting contacts per day.

    Bad is none)

    Attitude drives the whole game. If attitude is poor, behavior slides. Also technique training on poor attitude is like watering a dead plant.

    Send Out Cards Chief Gratitude Officer and Sales Manager/ Steel City Media

  11. Sean Hart says:

    I agree with the above posts, what I would add would be- Never quit! I have found that the sales people who tend to rise to the top all have the same thing in common- They never stop working. This goes back to Attitude & Behavior. Everybody gets in a slump, those who succeed are the ones who do their best to brush that off & pick up the pace toward the final end.

    One other thing- If you have those that are consistently producing, leave them alone & let them continue to work their program. I have seen many, many, many good companies go bad & lose great people by forcing time cards & call logs. If it is not broken, do NOT try to fix it.

    Sean Hart
    Business Development Manager at Synergy Services

  12. I agree with the above posts, what I would add would be- Never quit! I have found that the sales people who tend to rise to the top all have the same thing in common- They never stop working. This goes back to Attitude & Behavior. Everybody gets in a slump, those who succeed are the ones who do their best to brush that off & pick up the pace toward the final end.

    One other thing- If you have those that are consistently producing, leave them alone & let them continue to work their program. I have seen many, many, many good companies go bad & lose great people by forcing time cards & call logs. If it is not broken, do NOT try to fix it.

    Keegan Covell
    Advertising Manager at Dynamite Marketing

  13. Ken,
    Thanks for the reply.
    Reminding people now is a great time to buy and being able to show them why is important in times of recessions.
    And I really agree with your point, if you don’t have confidence in yourself, your product and your company, you should make the fixes right away or might as well find a new profession. I believe all of this comes through in your sales routine.

  14. Ken,

    Thanks for the reply. Attitude is everything isn’t it. And it’s such a controllable thing. It starts fresh every day and is up to you!

  15. Sean,

    Gosh I just love this post. Again Attitude and behavior make all the difference. You are right on, top producers are the ones who get up everyday and practice what they do over and over again. I have heard over and over from them that they love getting pats on the back from upper management. I think sometimes we forget just how easy that is to do!

    One thing I have always strongly believed is to leave the selling for the sales people, all the other reports, paperwork and those type of duties need to be done by the team back at the office. Sales people equal dollars to the company and need to be focused on how to get more sales!

  16. Troy Davis says:

    Great post Shirleen.

    Top Priority for Training My Sales Agents On: “Activity”.
    I would want my sales staff to learn training on what they can do to maximize their time.

    How I would inspire my Sales Agents? Get in the trenches with them.
    – Sit on the sales floor with my sales staff, making calls.
    – Go on appointments with my sales staff.
    – Schedule my own appointments, while sitting alongside my sales staff.

    Troy Davis
    President of the Sales Association

  17. Bob Schwartz says:

    Shirleen,
    Most Salespeople for builders have no idea what products are in the homes they are selling.
    What is the siding? What type of shingles? What is the R-Factor or U-Factor of the windows? What kind of insulation? I get calls all the time wanting answers for these questions. They try to sell a home without selling the house. Learn as much as you can about the homes you sell.

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