Real Estate

How to create a better sales management system for your company

We’ve seen this process improve sales systems to turn poor results into a hefty 45% conversion rate from prospects to new customers.

Lasting sales performance rarely comes from superstar artists. It comes from excellent sales management systems. Good systems are reliable and allow all your sales people to improve and maintain their performance.

We found that the best sales management process has 10 powerful parts …

1. Job descriptions

2. Procedures

3. Activity expectations

4. Performance expectations

5. A means of monitoring and reporting activity and performance.

6. The 3 principles of business contacts

7. Periodic sales meetings

8. Strategic orientation

9. Corrective guidance

10. Employee review

Here they are, explained …

1. Job descriptions should describe your salesperson expectations. You cannot afford to have outdated PDs. If your seller does not have a clear statute, how can you correct any failure to meet your expectations?

2. Procedures describe how to perform certain tasks that are expected of sales personnel. Even things that are taken for granted, like meeting a potential customer, are important and occur regularly … and are therefore properly documented in the Standard Operating Procedures.

3. Activity expectations are minimum volumes or qualities of calls, visits, scripts and other tasks inherent to the sales procedures.

4. Performance expectations are expressed as sales dollars and new customers earned. These come from the correct procedures that are performed within the proper activity levels.

5. Means for monitoring and reporting activity and performance are means for staff to record their work and show it to you. Both public reporting in charts and private reporting to management would be ideal.

6. We have seen 3 valuable principles in a good sales meeting …

1. There should be no unexplained time in the work week,

2. No contact should occur without an agenda, and

3. No contact should go without a result of some kind and a next step.

7. Regular sales meetings should be at least once a week. The work should be debriefed so that management and consultants can provide guidance.

8. Strategic orientation means suggestions and valuable information to overcome an obstacle that the seller has encountered.

9. Corrective guidance means admonition and advice designed to stop activity that is not productive and encourage activity that is.

10. Employee reviews are the last component, and this is really a component of a good HR system rather than just a sales management process. We’ll help you establish procedures, forms, sales meeting structures, and management principles that get the most out of your sales people.

Results of systems that work

With systems like these, you’ll enjoy the kinds of results that are independent of the individual personalities in your sales force.

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