Sales

Selling real estate (Homes)

I have been out house hunting for some time now and am appalled at the quality of sales people and sales processes that are being used by the best in the industry. The current sales process works as follows: Prospecting: Use advertisements (traditional & new age), road shows, email campaigns, etc to create awareness and interest in the project. Prospects who are interested in the property contact the builder. Qualification: The prospect is maintained in some system, CRM or otherwise, for future follow-ups. The only qualification question that is asked are the following: Type of apartment is the prospect interested […]

Sales

Effective sales review meetings

All sales managers hold fortnightly or monthly or quarterly sales review meetings. How managers use these meetings talks a lot about their leadership skills. Does your team look forward to these review meetings or dread them? Do they think it adds value to them or is it looked as a necessary evil? I think sales managers can use these review meetings to do the following: Identify any good wins and celebrate them. Facilitate learning from deals won/lost. Gauge the motivation level in the team and pep the team up. Discuss the sales numbers (target v/s actual), current pipeline health check. […]

Sales

Sales Quota 2.0

We are living in an era of constant change. The speed of change is simply astonishing. Though all of us are aware of this and the impact it has on businesses (more significant for the small businesses), not many have changed the way we conduct the business and subsequently, the way we define and set sales targets for our sales force. The most common way to define this is still to decide an annual quota for each sales person (probably an increase by a certain % on his previous years sales figures) and incentivize him/her if they over achieve on […]

Marketing, Sales

How to deliver a killer presentation

Today, I was going through my video collections and stumbled upon the video of my (6 year old) son’s graduation day speech which he delivered using a power point slide show. Now that I watch the video and remember the slides that he used (which I prepared for him with my wife), I can not help but get awed at the enormous potential we all possess as children. As my son was 6 year old when he delivered the presentation, we could not use bullet points or text in the slides.  We were forced to use only pictures that we […]