Real Estate Sales Management

Being a Sales Manager is different than managing any other kind of team. Sales Managers aren't just responsible for ensuring that team members show up and work but responsible for ensuring that the company hits it's revenue targets. Sales is the life blood of the organization. Without sales the organization falls apart. Real Estate competition makes it tough to stay on top of everything on your to-do list, and most often, one-on-one coaching falls through the cracks.

Objectives

1. Enhance Strategic Sales Planning and Execution: Equip Sales Managers with the skills to develop and implement effective sales plans, set realistic targets, and use forecasting methods to ensure the company meets its revenue goals.

2. Develop High-Performing Sales Teams: Provide tools and techniques to assess, train, and coach sales team members, ensuring they achieve their full potential and contribute to the company’s success.

3. Improve Recruitment and Hiring Practices: Train Sales Managers to identify, interview, and hire top-performing salespeople, aligning with HR guidelines to build a strong, effective team.

4. Cultivate Core Management Skills: Foster essential management skills such as emotional intelligence, constructive confrontation, critical thinking, and effective delegation to enhance team dynamics and performance.

5. Optimize Team Performance and Productivity: Implement performance appraisal systems, set SMART goals, and create motivational strategies to drive continuous improvement and high levels of team productivity.

6. Adapt to Market Changes and Competition: Teach Sales Managers to anticipate and respond to market trends and competitive pressures, ensuring the sales team remains agile and competitive.

7. Resolve Customer Issues Effectively: Develop problem-solving skills to handle customer complaints and issues promptly, maintaining high levels of customer satisfaction and loyalty.

8. Foster a Positive Work Environment: Promote a healthy, positive, and productive work culture, ensuring a supportive environment that encourages teamwork and employee well-being.

Modules:

Module 1: SALES PLANNING AND FORECASTING, TARGETING SETTING AND KPIS

• Seasonality Management
• Sales Forecasting Methods
• Bottom-up sales forecast vs a top-down sales forecast
• Setting individual and team quotas
• Anticipating market trends
• Incorporating changes
• Monitoring competitors.

Module 2: TEAM ASSESSMENT AND SALES INTERVIEW

• Develop a strong team by evaluating, training, and coaching them to drive results through the selling process
• Plan and conduct market research to identify market trends
• Conduct effective sales training meetings
• Develop strategic sales plan to lead sales team to implement strategies
• Deliver customer-focused sales presentations
• Hire high-performing salespeople according to HR staffing guidelines
• Manage the sales team to its full potential to reach sales targets
• Plan and direct sales team training
• Resolve customer complaints regarding sales and service
• Setting SMART goals for business development

Module 3: CORE SKILLS REQUIRED FOR MANAGING A TEAM PART 1 

• Management levels
• DISC Profile analysis
• Emotion Intelligence 
• Constructive confrontation skills
• Goal setting - S.M.A.R.T. Goals

Module 4: CORE SKILLS REQUIRED FOR MANAGING A TEAM PART 2

• Culture and Work Environment 
• Performance appraisals that work
• Change Management 
• Delegating effectively
• Critical And Creative Thinking
• Motivation