Successful Sales Management - Four Problems to Solve

Over the past couple of years I have spent a good deal of time helping my clients to handle the trials and tests of managing sales reps in the real estate services industry. I have observed from my experience inside the industry and out that sales managers often feel powerless and frustrated, searching for resources that often don't exist and are generally hungry for guidance.

Many times sales managers find their way into that position through a variety of means, be it they were in operations and we needed a sales manager so voila! Or as a retention tool to keep a top producing sales rep, we promoted them to manager. Many organizations don't have the internal resources, training, or tolls which are designed to increase the effectiveness of sales management efforts.

All of the above contribute to four core problems of managing sales efforts (and specifically in the real estate services industry).

The four problems are (which I'll elaborate on in future posts, so stay tuned)

1. Differentiation (separating your sales team from the competition)
2. Knowledge (knowing your customer or knowledgeable sales people)
3. Accountability (focused on activity)
4. Service (consistency)