You’ve invested in the right team. Each member is passionate about new home sales. They have what it takes to establish close relationships with top-performing realtors. They know all the right questions to ask their customers while also answering financing concerns like a pro.
However, no matter how enthusiastic your sales team is when they started, they can become demotivated and feel under appreciated. Remember, the sales process can be exhausting. Your sales team is continually engaging with prospects online, at the Sales Center, inside Model Homes and online again. They are fighting for the attention and focus of prospects who have visited a community and go home to search online again. They’re making proposals, offering incentives, and negotiating sales and shepherding new home buyers through the new home building process. And once they’ve closed the deal, their work isn’t done; they need to provide customer care and be of service after the purchase.
Fortunately, there are ways to fortify your sales team. You can reignite their passion while also encouraging them to work together as a team to achieve results rather than stick to an every-man-for-himself mentality. Here’s how:
1. Be Transparent
When you open up your sales tracking metrics, the entire team sees who is doing well. Not only will it give your top performer a morale boost, but it will inspire the others to achieve that same level of success. When they see that those numbers are achievable, they can’t make excuses for why they’re not hitting them.
2. Offer Incentives
Incentives work for everyone; not just your customers. Incentives can be in the form of a specified percentage per sale, a vacation package, time off, or something else valuable that is worth working towards achieving. The incentive shouldn’t be only one prize that whoever hits the target first wins; it should be something they can all gain once they’ve hit their goal. It ensures no one gives up on meeting their target once someone has already won.
3. Eliminate Ambiguity
You want teams to work together but also don’t want the chaos that comes with confusing who is responsible for what or who gets credit for converting a lead. For example, how do you assign sales reps to leads generated from your social media marketing?
You need a structure defining who can establish the first contact, and make inquiries through post comments or private message. Without this, you would have a situation where everyone will step over each other. In this case, the natural competitive nature of people can cause a rift in the team. To avoid this and to keep your team motivated, be clear about sales territories and what would be considered crossing over boundaries.
4. Share Best Practices
When sales reps are too focused on achieving sales superstar status, they become so competitive that they keep their strategies to themselves. It’s up to leadership to manage this behavior and create a company culture that supports each other’s success. It sounds obvious, but many managers are sales-centric rather than customer-centric. If Sales is organized around creating a great customer experience, the team has a common goal and it provides a reason to share best practices which lead to more sales.
While professional training is great, it demands a dedicated budget. Until you have it, your team should meet regularly and share experiences. Role play with sale scenarios. Learn from each other.
5. Make Sales Meetings Fun
There is nothing that motivates more than a meeting that focuses on the targets you have met or exceptional sales performance. You haven’t pulled off a successful sales meeting if no one is cheering about the achievements. Ending meetings on a high note leaves everyone feeling charged and excited to hit their quotas.
Thank for stopping by! See you soon.
Cheers!
Leslie Bridges, Chief Blogger
Marketing Blueprints is sponsored by Builder Promotions. Builder Promotions is a complete solution of branded products and print collateral that support the entire new home buyer journey.
Twitter: @HomebuilderMktg
Instagram: @builderpromotions
Pinterest Board: Fun, Creative, Useful Gift Ideas
Facebook: Facebook.com/builderpromotions
LinkedIn: https://www.linkedin.com/company/builderpromotions/
Our blog is sponsored by Builder Promotions, Inc., a complete solution of builder-centric branded products and print collateral that support the entire new home buyer journey.
You’ve invested in the right team. Each member is passionate about new home sales. They have what it takes to establish close relationships with top-performing realtors. They know all the right questions to ask their customers while also answering financing concerns like a pro.
However, no matter how enthusiastic your sales team is when they started, they can become demotivated and feel under appreciated. Remember, the sales process can be exhausting. Your sales team is continually engaging with prospects online, at the Sales Center, inside Model Homes and online again. They are fighting for the attention and focus of prospects who have visited a community and go home to search online again. They’re making proposals, offering incentives, and negotiating sales and shepherding new home buyers through the new home building process. And once they’ve closed the deal, their work isn’t done; they need to provide customer care and be of service after the purchase.
Fortunately, there are ways to fortify your sales team. You can reignite their passion while also encouraging them to work together as a team to achieve results rather than stick to an every-man-for-himself mentality. Here’s how:
1. Be Transparent
When you open up your sales tracking metrics, the entire team sees who is doing well. Not only will it give your top performer a morale boost, but it will inspire the others to achieve that same level of success. When they see that those numbers are achievable, they can’t make excuses for why they’re not hitting them.
2. Offer Incentives
Incentives work for everyone; not just your customers. Incentives can be in the form of a specified percentage per sale, a vacation package, time off, or something else valuable that is worth working towards achieving. The incentive shouldn’t be only one prize that whoever hits the target first wins; it should be something they can all gain once they’ve hit their goal. It ensures no one gives up on meeting their target once someone has already won.
3. Eliminate Ambiguity
You want teams to work together but also don’t want the chaos that comes with confusing who is responsible for what or who gets credit for converting a lead. For example, how do you assign sales reps to leads generated from your social media marketing?
You need a structure defining who can establish the first contact, and make inquiries through post comments or private message. Without this, you would have a situation where everyone will step over each other. In this case, the natural competitive nature of people can cause a rift in the team. To avoid this and to keep your team motivated, be clear about sales territories and what would be considered crossing over boundaries.
4. Share Best Practices
When sales reps are too focused on achieving sales superstar status, they become so competitive that they keep their strategies to themselves. It’s up to leadership to manage this behavior and create a company culture that supports each other’s success. It sounds obvious, but many managers are sales-centric rather than customer-centric. If Sales is organized around creating a great customer experience, the team has a common goal and it provides a reason to share best practices which lead to more sales.
While professional training is great, it demands a dedicated budget. Until you have it, your team should meet regularly and share experiences. Role play with sale scenarios. Learn from each other.
5. Make Sales Meetings Fun
There is nothing that motivates more than a meeting that focuses on the targets you have met or exceptional sales performance. You haven’t pulled off a successful sales meeting if no one is cheering about the achievements. Ending meetings on a high note leaves everyone feeling charged and excited to hit their quotas.
Thank for stopping by! See you soon.
Cheers!
Leslie Bridges, Chief Blogger
Marketing Blueprints is sponsored by Builder Promotions. Builder Promotions is a complete solution of branded products and print collateral that support the entire new home buyer journey.
Twitter: @HomebuilderMktg
Instagram: @builderpromotions
Pinterest Board: Fun, Creative, Useful Gift Ideas
Facebook: Facebook.com/builderpromotions
LinkedIn: https://www.linkedin.com/company/builderpromotions/
Our blog is sponsored by Builder Promotions, Inc., a complete solution of builder-centric branded products and print collateral that support the entire new home buyer journey.