Commercial Agents – Expand Your Sales Team Correctly

A successful commercial real estate sales team is built around committed salespeople undertaking the right tasks on a daily basis. This one single sentence summarises the industry and the ultimate golden rule. Unfortunately most sales teams and individual people struggle with doing the right things each and every day.

To work with this focus and turn it into opportunity here are some ideas:

  1. New salespeople should be taken through an induction process for the office and for the sales territory. This may take two or three weeks, but it does allow them to understand how things work and will minimize problems as time progresses. The induction program should cover administration, communication, personal performance, and marketing.
  2. In any property market there will always be challenges of market share, marketing, and negotiation. This says that each and every salesperson should be encouraged to be the best in what they do, what they say, and how they act. A degree of training should be ongoing regardless of how long someone has been in the industry. Any salesperson who thinks they know everything and refuses to be trained, is effectively redundant and should be removed from the group.
  3. When a salesperson joins the team, the time it takes to establish results in listings and sales will vary, however results should be seen within three or four months of employment at the outside of the acceptable timeframe. This assumes that the salesperson has been given a market or sales territory within the first three or four weeks of employment. The industry is built around successful individuals and disciplined performance. Any salesperson that does not show these attributes consistently will be a problem.
  4. In some parts of the industry it is common to use a salary plus commission formula of employment. Whilst this is suitable for the early stages of employment, it creates complacency for those salespeople that can live off the base salary. Any salesperson that has been in the industry for longer than two years should really be considered for a commission only type of remuneration package (if the industry allows it in your location). If a salesperson cannot move to this method of employment at that time, it is likely that they have not dominated their market and increased their levels of income. That is a problem to be addressed.
  5. It is wise for the office and the sales team to have an established marketing plan and system. Each and every salesperson should be marketing themselves into their territory through a cold calling and prospecting process that has been clearly set and nominated. Set some performance indicators to ensure that each salesperson has the correct level of momentum and focus. As part of that process they will require marketing support materials of high quality and relevance. These materials should be nominated and agreed in the marketing budget for the office each year. If the salesperson is not using the nominated marketing tools, you soon know about the problem and can take steps to resolve it.

When you expand the sales team correctly and monitor the progress of each individual, you can get better results across the board. Any underperforming salespeople that fail to respond to the correct training and guidance should be given appropriate warnings and eventually removed from the team, as they will be a hindrance to the performance of others and the group.

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