Posts Tagged ‘Secret Shopping’

Video Mystery Shopping: What’s YOUR Super Bowl Sales Commercial?

January 24, 2014

clydesdale-horses-450As many of you may know, I am not a huge football fan. I DO know which teams are actually playing in the Super Bowl this year, but that is about where my knowledge of all things Gridiron ends. This year, I have the pleasure of actually being in Las Vegas for the International Builders Show on Sunday, February 2nd…the day the Broncos take on the Seahawks. Already many of my traveling colleagues are discussing “WHERE” they will be to watch the BIG Game. I, of course, will join them to watch the game…..however; my real focus will be on the commercials!

For years, I have LOVED watching the clever commercials that are always unveiled at the Super Bowl. Some are hilarious, some are strange, some make your cry, and some are just plain risqué! But, for the most part, they are all very MEMORABLE and make for fun discussion the next day with friends.

A commercial is basically a 30 or 60 second opportunity to ‘sell’  a product or brand. A Super Bowl commercial is an opportunity to sell a brand or product to MILLIONS of people! That’s not a lot of time to make a sales pitch. The commercials must be clear, concise, and get the point across quickly! But, most importantly, they must be memorable enough to make you want to buy the product!

Believe it or not, in many ways you can compare a Super Bowl commercial to a new home sales presentation! You have a brief period of time to ‘sell’ your product to the consumer. Your presentation must be clear, concise, and memorable! You’ve got to stand out above the crowd!

Think about YOUR sales presentation…is it Super Bowl worthy or is it just ho-hum? Do your prospects leave wanting MORE or do they just want to leave? And, most importantly, will they remember you and your presentation the next day?

Every person that walks into your sales office has high expectations….the same way we have high expectations for the Super Bowl commercials. Make sure you are able to deliver on those expectations! If I asked you to name for me your favorite Super Bowl spot, I am fairly certain you would be able to spout out several from years gone by that have made a lasting impression! Budweiser, Dorito’s, the cute kid from the E-Trade commercials….are just a few that come to mind.

What if I asked your prospects to name their favorite new home sales person? Do you think you would make the cut?

Remember, every day is Super Bowl Sunday when you are in new home sales! For your viewing pleasure….the 25 BEST Super Bowl commercials…..Budweiser and Dorito’s are dominant players!

http://www.youtube.com/watch?v=s_xI5E4zVFs

Video Mystery Shopping: A wolf in sheep’s clothing is still a WOLF!

January 10, 2014

kids-hate-vegetablesOnce when I was a little girl, my mother tried to get me to eat lima beans. Now, I don’t like lima beans…..never have and never will. Anyway, back then, I had never actually eaten a lima bean before, but I could tell by the way they looked (and smelled) that lima beans would probably never make it on my Top Ten favorite foods list. Anyway, Mother decided to disguise the limas by hiding them in a casserole and neglecting to tell me they were in there. Well, I took a bite of the casserole, immediately tasted a lima, and promptly spit out my food! (Mother was not real pleased with my reaction; but she also never hid lima beans in any more dishes either!)

Anyway, I share this experience not to provide you with too much information about my eating habits, but instead to stress a point…..a wolf in sheep’s clothing is still a wolf. Or, a lima bean in a chicken cacciatore casserole is still a LIMA BEAN!

Fast forward to today……I am sitting in my office and  my bank manager calls and leaves me message. Of course, I call her back (good strategy on the bank’s part!) to see if something is wrong with my account. Am I overdrawn?? Has someone stolen my identity?? Did a mystery person deposit a MILLION dollars into the account???

When I reach the manager, she begins by reading from a script, (yes, it was THAT obvious). She asks me if she can send a team member over to my house as a “courtesy call”. A courtesy call? Who are they kidding? Banks and Courtesy Calls are polar opposites!

When I explain to her that I am busy (my January is like an accountant’s tax season! I am in IBS mode…International Builder Show, NOT irritable Bowel Syndrome. I am writing speeches, creating marketing materials, rehearsing with fellow speakers; I have NO TIME for a courtesy call!)

Anyway, at this point I AM getting irritated. The bank manager then starts ‘introducing’ me to all of the bank’s new investment products and services. Ugghhh. Finally, I tell her point blank that I am not interested and that while I appreciate the call, I don’t appreciate the pretense upon which the call was made.

This is an excellent example of how NOT to provide good service. The bank had disguised a sales presentation as a customer service call………..the old bait and switch routine.  After I hung up, I couldn’t help but smile as I recalled that evening many years ago when Mom did the same thing with lima beans. No matter how you slice it, a sales call in customer service clothing is still a sales call…and a lima bean in a casserole is still a lima bean!

Video Mystery Shopping: Don’t Fear the Shop!

December 20, 2013

woman-scaredDo you want to know the quickest way to silence a room full of New Homes Sales Associates? Tell them they are all going to be Video Mystery Shopped over the next 2 weeks. Not only will they become dead silent, but a look of horror and fear will quickly appear on their faces. Trust me; I have seen it happen numerous times in my 30 plus years in the video mystery shopping business.

After the news sinks in that they are going to be video shopped, the fear begins to grow and grow. Every man, woman, and child that enters their sales office is a possible ‘shopper’ suspect! The phone lines heat up between the sales offices, with sales associates comparing notes with each other about their recent visitors.

The conversations sound something like this:

“Did you get a visit from a lady with big red hair claiming to be relocating from California?”

“No, but what about the man who said he was going through a divorce and was interested in purchasing a townhome?”

“I didn’t see him, but I swear I saw a small video camera hidden in my last customer’s baseball cap!! I AM SURE HE WAS THE SHOPPER!!”

For some reason, sales associates really FEAR being video shopped! The truth of the matter is, being video shopped is nothing to fear. If you are doing your job, and know how to conduct a professional sales presentation from start to finish, you should actually WELCOME and EMBRACE the opportunity to be video shopped. It’s your time to shine!

When we fear something, it usually stems from our preconceived perception of the outcome. IE, you might fear bears because you know they can EAT you.

In most cases, sales associates fear video shops because they falsely believe their sales manager will use the shop as a “GOTCHA” to ridicule or, in severe cases, fire them. Simply not true. Sales Managers look at video shops as an opportunity to get a ‘snapshot’ of their sales associates in action. This video can then be used as a powerful training tool to highlight areas of strength and also identify areas for improvement in the sales presentation.

My advice to sales associates that fear being video shopped is simple: Relax and give the best sales presentation possible to every single person that walks into your sales office. Let’s face it, that really IS your job…whether you are being video shopped or not.

Video Mystery Shopping: Does this dress make me look fat? The TRUTH about honest Feedback! Part 2

December 6, 2013

Job-Interview[1]Last week we discussed the importance of feedback and how it can help us grow professionally and personally.

This week we are going to focus on ways to actually give and receive feedback.

Let’s start with GIVING feedback:

Schedule a meeting in a private conference room, not across from your desk. Remove all barriers. Give the salesperson enough time to gather information on how improvements have been made since the last evaluation. If you are discussing their shop, encourage them to watch it at least 2x privately. Schedule enough time so you are not rushed and turn off all electronics during the meeting.

Explain the purpose of the evaluation prior to the meeting. People like to know WHY they will be getting feedback. Start by saying “we’re meeting next Monday to go over your video shop in addition to your last 30 days of sales performance. I’d like to discuss your positives and a few areas where performance can be improved.”

Start with overall performance and highlight specific accomplishments. Ask the salesperson areas where they believe they are doing well and ask them to cite specific examples.

Ask the salesperson where they think they need improvement. Avoid offering your comments first. Sit back and really listen. When they are done, offer some of your observations with suggestions for improvement. If the salesperson is not doing well with follow up, offer some ideas on how that can improve. IE., setting a time each day to focus on it, learning more about buyers so follow up can be more impactful, etc

Give the salesperson the opportunity to ask questions and make statements and together develop a reasonable timeline for improvement. Write everything down you discussed with a deadline for improvement, sign and date it. This gives you a way to hold the salesperson accountable for their actions.

Follow up and see if improvements are being implemented. Continue to offer words of encouragement.

Receiving feedback:

Ask for it!! If your sales manager doesn’t review your work, ask them to. It will show your dedication to the job and that you are serious about your career and being successful.

Welcome constructive feedback. Honestly, it truly is the only way to grow and become better at what you do.

Control your defensiveness. Listen closely to the feedback and refrain from judging or denying it. Also, please don’t feel the need to justify why you did something. Just LISTEN.

Don’t take it personally or negatively. Look at feedback as a way to improve! No one is perfect. Instead of thinking ‘I am terrible at closing!’ reframe the message to be ‘I am a great sales person and I see an opportunity to become even better if I work on improving my closing skills”.

Ask questions. If you are not clear about the feedback ask your sales manager to clarify and give specific examples of areas you need to improve upon.

Set a goal for improvement and hold yourself accountable. Find a mentor, listen to audios, attend a SMC meeting, work on obtaining your IRM designation, read the latest sales books, all of these actions will help you perfect your craft!

One final thought about feedback.

 In order for it to be effective you must: Deliver it effectively. Accept it with a smile. Learn from it…. Remember,  your career depends on it.

Melinda Brody, MIRM is president of Melinda Brody and Company, Inc. For three decades, Melinda’s firm has video mystery shopped over 25,000 on site salespeople and knows what’s REALLY going on in the field of new home sales. Melinda is a keynote speaker and seminar leader, presenting at the International Builders Show popular Super Sales Rally. Her new book, “They Said WHAT??!!” explores how to excel at selling new homes by doing everything WRONG!

Video Mystery Shopping: Does this dress make me look fat? The TRUTH about honest Feedback!

November 25, 2013

Part 1 of a 2 part series. Published in Sales & Marketing Ideas Magazine

funny-girls-dress-make-me-look-fat“Boy, do I look FAT in that outfit! And, do I really have a DOUBLE CHIN??” 

“OMG! I can’t believe I wore that suit! Look at how wrinkled my jacket is!!”

“I look so old and tired! They must have distorted MY video!”

If you have ever been on video (or video mystery shopped) one or two of these statements has probably come to mind upon seeing yourself on video. We ALL do, even me! And this is what I do for a living. It is only natural to be critical of yourself when you first see your video. This is why we encourage ALL our clients to watch their videos AT LEAST twice! The first time you watch, you are paying too much attention to your physical self and not really listening to your shop.

Once I did a video and it was shot outside, I actually wore sunglasses because I was so self-conscious about my looks. My company’s sales coach and marketing consultant, Leah Turner, said to me: “Melinda….when you show up to speak, you look the way you look, you can’t change that. It is what it is, and it is time to get over it.”

I hated to admit it, but she was right!! (By the way, I think I look good for 70! Ok, I’m really 60 years old but when I share that with audiences, I get no reaction so I had to bump it up 10 years!)

Anyway, in my role as a professional speaker it is imperative that I watch countless, painful videos of myself speaking in order to improve my performance. Once I get past the physical shock, I can really focus and hone in on my message to improve my presentation. This allows me to continually develop my skill set as a speaker and presenter.

One thing that I have found to be especially helpful and motivating for me is to actually seek feedback from my peers and friends. I welcome it from others and I always listen with an open mind.

You see, your ability to handle candid, brutally honest feedback is in direct proportion to your confidence level. The more confident you are the less defensive and more acceptable to feedback you become.

Remember, you don’t ALWAYS need to follow the feedback, just take it in and decide what works and what doesn’t work for you. If you ask for opinions, you will certainly get them. It does not mean you need to apply every opinion!

If you allow yourself to sift through and analyze the feedback, you will become aware of what you need to pay attention to. The bottom line? Feedback is always about opinions. Not all opinions are the same and not all opinions are right. You have to determine what feedback works for you that will allow you to grow, prosper and be successful.

I have several people who give me feedback, both solicited and random:

My mastermind groups. I sign up and participate in these specifically FOR the feedback. I respect each member of the group and value their input!

Close friends and my boyfriend Howard. This group will ALWAYS tell me straight up how something hits them, how my new headshot really looks, if my new IBS speech is a winner or a flop!

My clients. Their feedback leaves no room for interpretation…it is always crystal clear. When I succeed, they are still a client. When they are gracious enough to give me feedback and allow me to make adjustments to solve a problem, I am very grateful. Sometimes, they just move on to another video shopping firm. That feedback is the most obvious…..it is basically saying “you’re fired”!

Since I am in the evaluation and “feedback” business (video mystery shopping), I thought it would be helpful to write about feedback, both receiving it (for salespeople) and delivering it (sales managers). The key to a successful experience with video mystery shopping is to provide feedback and use the shop as a learning tool that will allow your sales people to grow.

Next week, I will get into specifics on how you can give (and receive!) effective feedback.

 

Video Mystery Shopping – Attention New Homes Sales Associates – You guys are FABULOUS!

November 14, 2013

6461815-gold-award-seal-rosette-editable-vector-illustrationA big part of my job centers on watching and critiquing video shops. I’ve literally watched THOUSANDS of them during my career, and have seen it ALL! In fact, I’ve seen so much that I was actually inspired to write a book this year, ‘They Said What??! Behind the Scenes of 25,000 Undercover Video Shops’, which chronicles just some of the things I’ve witnessed in the three decades I’ve been doing video mystery shopping for new homebuilders.

I was recently asked to be a judge for a Homebuilder Association’s Sales & Marketing Annual Awards program. Naturally, I was appointed to review taped video interviews of those sales associates who had been nominated by the Sales Manager for the coveted ‘Sales Person of the Year’ awards.

I dedicated a Sunday morning to review the interviews. I got curled up on my couch, sipping a hot cup of coffee and started watching these interviews. As I sat and watched each video, I felt a deep sense of pride in our industry. The sales people were AWESOME! Ironically, I saw several familiar faces from video shops in the past, and in some cases, the sales people actually referenced being video shopped and proudly recited their scores!

I was blown away by the professionalism, talent and true passion for the building industry that each of these sales people exhibited. Honestly, it almost brought tears to my eyes! This was the crème de la crème of the industry. Many had been sales associate for 15 plus years, and had weathered the storm of the industry crash in 2007. However, I was equally impressed with the ‘young lions and lionesses’ that had only been in the industry for a few years and yet were representing the best of the best.

Judging these interviews was very difficult for me, as I truly felt each and every one these nominees were winners! And, this is coming from a person who has made a career out of carefully critiquing, judging and scoring new home sales associates.

My big ‘take away’ from the whole experience? The building industry is back and better than ever. There are some very talented sales professionals out there selling new homes who know that ‘making the sale’ is about much more than selling sticks & bricks. It’s about listening, questioning, meeting your customer’s needs and forming a strong relationship with them. Way to go new home sales professionals! You guys are fabulous! Thank you all for what you do and for your professionalism and passion. Those two characteristics will never go out of style!

Video Mystery Shopping: Take the time to KNOW your customers!

October 29, 2013

Panera-Franchisee-Settles-Lawsuit-with-Black-WorkersI have a certain Panera Bread that I frequent in Altamonte Springs, FL. I go there to write my blogs, collect my thoughts and just get out of the office! There is a woman there who works the front counter, Vicki, and she is someone that I think we can all learn from. Vicki has been working at this Panera Bread for many years and has taken the time to get to know her customers. Imagine that!

Recently, while I was in line waiting to order my bagel with cream cheese, Vicki was in her usual spot at the cash register. With a smile on her face, I noticed that she knew most of the customers in line by name.

She was asking them personal questions about their lives!

“Bob, how was your trip to Wyoming?”

 “Susan, how’s that new grand baby doing?”

“Alex, how’s the new job going?”

If she didn’t know her customers’ names, she fondly referred to them as ‘sweetheart’ or ‘honey’. I couldn’t help but think to myself: Now here is a lady who LOVES what she is doing and truly enjoys interacting with her clients!

In this day and age, where most people seem to have forgotten the value of good customer service, Vicki is an inspiration! After my experience that morning, I posted a comment on Facebook about Vicki and her friendly disposition. Would you believe that SEVERAL of my friends posted back that they too knew Vicki and had also been impressed with her service, style and charm!

You see, Vicki takes the time to get to know her customers. She makes each person standing in line at Panera feel SPECIAL! She turns the experience into something valuable and pleasant. You are no longer just waiting in line for your coffee and muffin, you are waiting in line to be recognized, greeted and charmed by Vicki!

In new home sales, you have the opportunity every day to do the same thing with your customers. You have the power to make people feel special! Use your customer’s name, ask them questions about what is important to them, and genuinely care about them! This is the key to gaining their trust!

We all know that people will do business with people they know, like and trust. As for me, I know that when I go to Panera, Vicki makes my day. I will ONLY stand in her line, even if it means I have to wait a bit longer. The experience is worth the wait!

Video Mystery Shopping: The Model Employee

August 9, 2013

Guest Blogger: Jeff Shore, Shore Consulting, Sales Trainer, Author & Speaker

www.jeffshore.com

jeff-headshot-230x300The organizations of today’s market are looking to be as efficient in their operations as they can.  That sounds like a pleasant way of saying “saving money”, but the reality is that working towards business efficiencies in every aspect of the operation is a necessary leadership step in keeping an organization healthy through the difficult times.

Ask the experts and they’ll tell you that the biggest impact in efficiency comes through the productivity of the employees.  The company whose employees perform at the highest level will find the best chances of success.  Employees who perform at the highest level will find the greatest income, the greatest job security, and the greatest chance of advancement within an organization.

With many years of experience in managing people, I have found five distinct actions of the model employee.  Note I didn’t say “attitudes”, “characteristics” or “personality traits”. These are actions – clear and specific steps you can take each and every day.  Follow them carefully and you’ll increase the effectiveness of your organization.  It won’t hurt your career one bit.

1)    Exceed Expectations – Every Single Day. Model employees have a specific purpose to outperform, to rise above the minimum expectations of the job.  Mediocre employees ask, “What is the least I can do without getting in trouble?”  Top performs ask, “What specifically can I do today to exceed expectations?”  This mindset, when turned to action, will guide you in doing extraordinary things on a daily basis for your company, for your customers, for your coworkers and for yourself.  But it must be specific. Every day you must start with an action plan of what you will do above and beyond the call of duty.

2)    Arrive Early; Stay Late. When you get to work at the exact start time and leave at the exact ending time you send a message to your leadership that you really don’t want to be at work any longer than you have to.  Moreover, you live this part of your life with no margin, cutting the time too close and risking disciplinary action.  It doesn’t have to be a long time before and after the assigned hours, but padding the time just a little bit sends a message that you are fully devoted to getting the job done right.  One more thing on this topic – I’ve been in leadership for a long time, and somehow I always know when someone struggles in this area.  You may think the boss is blind to your arrival and departure times, but the boss somehow always knows.

3)    Be a Good Businessperson. You greatly increase your value to the organization when you understand the business of your company.  Read industry articles, search for information on industry websites, and develop an inquisitive mind in queries to your co-workers.  Learn everything you can about your organization and apply what you learn to improve your own performance.  This increases your value on a number of levels.

4)    Get Into Self-Training. Too many employees rely on their company to provide any and all training and skill development.  Top performers seek out their own growth opportunities and take ownership of their own development.  In fact, the greatest growth of your career will always be self-directed, if you allow that to be so.  When you set your own developmental agenda you are more likely to utilize what you learn because you have more personal buy-in.  You direct the learning, so you are more likely to also find the application to your work.  Make it a priority to develop a new skill or to learn something that will improve your performance, and do that every single day.

5)    Adopt the Boss’ Vision. Finally, find out what is important to the leadership of your company, and order your own activities to compliment that vision.  In the broad sense, your very job is to make your boss look good.  And that is never a bad way to go about your daily tasks.  If you don’t connect with the vision of the company there is little chance that you will ever perform even to the minimum standards.

So now it’s up to you.  Are you a mediocre employee, or are you an invaluable team member?  The choice is up to you, and you choose with your actions – every single day.

Video Mystery Shopping: Stop and smell the roses

June 11, 2013

Woman-smelling-red-rose-in-a-field-MG-7856[1]Last week I was speaking with a Sales Manager of a national home building firm. We were discussing the recent uptick in the industry and how everyone was busy, building, selling, and happy again! But, then he said something that really caught my attention! He said ‘Melinda, I have been working an average of 80 hours per week since 2011’ WHAT??? Are you kidding me?

I asked a few other industry peers if they were operating under the same circumstances, and the answer was a resounding YES. Many told me they had not taken a ‘real’ vacation in several years. Basically, what they were all saying was that this was the ‘new’ modus operandi in home building land.

OK, people…while I appreciate and understand that it is important to give it your all out there, it is also important to remember that you are HUMAN….not a machine. We all need to be able to take some time out to unplug, relax, and recharge! If you don’t make the time to do this….you are in serious danger of having a major burn out!

I am sure many of you are rolling your eyes at me right now and thinking ‘Yeah right Melinda! Easy for you to say…..we’ve got to sell HOUSES!’

I get that. But, you also have to find a balance between your work life and your personal life. I’ve got a couple of simple tips that I would like to share with you that have been very helpful to me over the years. Now, I am not saying they will reduce your workload, but they will help you create some much-needed time for yourself

  1. Personal Time Block: One tip that I have used for years that has helped me maintain the ‘work/life’ balance is scheduling my ‘downtime’ the same way I schedule an important meeting with a client or a project. I actually go into my calendar and block out the time I need to take for myself.
  2. Delegate, delegate, delegate: I have found that oftentimes this is an issue with many people. They feel as though they will lose control over a project or task if they delegate it. You know the old saying ‘if you want something done right, do it yourself’. Well, I challenge you throw this thought out the window!
  3. Set weekly goals for yourself: Goal setting it a great way to create balance in your life! Each week set a personal goal just for you. Perhaps it is leaving the office by 6 pm each evening, or taking your kids to the park to play ball 2 nights a week, or maybe it’s just spending two hours by the pool with your favorite book or magazine!

Remember, life is short. And while it is important to work hard, it is just as important to take time out for yourself and your family. Take some time to stop and smell the roses…you won’t regret it.

Video Mystery Shopping: POP! 10 Secrets to Build and Manage a Firecracker Sales Team!

May 28, 2013

Fire-Cracker[1]Are you ready to build a Firecracker Sales Team? Most new home sales managers WANT to build the best team possible; however, it isn’t always as easy as it sounds. Before we start giving you tips on HOW to build your firecracker, I thought it might be useful to share with you some common mistakes that sales managers make in the process

Most managers assume that A GREAT new home sales rep will have the same characteristics of a GREAT new home sales manager. Not true. The characteristics you need to be an effective manager is pretty much the polar opposite of the characteristics needed to be a firecracker salesperson. Take that into consideration when building your team.

1-Hiring in your own image and beneath you.

When hiring your sales reps, sales managers often think they need to hire someone in their own image. While this might be flattering to the sales manager, it doesn’t always work out since the skills sets for the two roles vary so much. Also, I have seen sales managers hire people ‘beneath’ them, or with less sales talent. One reason could be that they do not have to worry about the sales rep wanting to take their job, but the reality is these ‘under achievers’ require a great deal of hand holding and training.

2-Becoming the Fire Marshal

Fire Marshals are always solving everyone else’s problems. Don’t take on the problems of your team. Allow your team members to become their OWN fire marshals.

3-Getting too friendly

It is common nature to want to become friends with the sales team. However, as a sales manager you must always remember that YOU are the boss. It is often hard to discipline or reprimand a friend.

4-Only interviewing when you have a spot to fill.

Part of your role as a sales manager is to Interview all the time. You always want to keep abreast of fresh talent!

5-Managing, not developing, the team

Develop your team into becoming strategic thinkers. Poor video shop scores are a direct sign of poorly developed or trained sales people. It is YOUR job to get out there in the trenches with your team on a daily basis. Remember, you can’t run the zone if you are sitting on the throne.

Next, let’s discuss Sales Meetings. This is your one consistent opportunity to be in front of the entire team. It should be a time for team building, training, and motivating! Not just a time to update everyone on policies and procedures! Here are 5 Secrets for conducting a Super Sales Meeting.

1-Involve the sales team –

How do you involve the team? You get them engaged and interacting during the meeting. This can be accomplished in a variety of ways:

  1. Delegate a team member to host and coordinate the sales meeting
  2. Ask Questions throughout the meeting. No one likes being ‘talked at’ for an hour.
  3. Team Building activities
  4. Add a Training component – ask your sales people to conduct a mini-workshop on a skill or subject matter they excel in (IE. Overcoming objections)

2-Change it up!

Sales people getting bored easily. If you are conducting your sales meeting week after week in the same sterile conference room, think about changing it up a notch!

  1. Try meeting in a mystery location (a car dealership or retail store)
  2. Hold your meeting in spec home that’s sitting a long time, and use part of your meeting to brainstorm ideas on how to sell the home
  3. Have a ‘standing’ room only meeting (Meetings tend to move much quicker if the entire room is standing up!
  4. Give the bagels and donuts a rest! Why not take the team out for pancakes, or better yet, have a pot luck meeting and ask your team to bring in their favorite breakfast or brunch foods.

3-D-I-M-E…..Develop, Inspire, Motivate, Educate.

Make this the overall theme of ALL your sales meetings. Keep administrative topics to a minimum. Your role is to motivate your sales team to SELL more homes, not bore them to death!

4-Have an agenda with action items and “next steps” for accountability

People don’t plan to fail…they fail to plan. All the great advice and motivation you provide your team will be for naught if they set goals and create action plans to meet those goals. Ask them to get very specific with their goals…providing you with dates, names, next steps, and timelines.

5-Show Best Practices

SHOW your sales people what you expect from them. If you have a sales associate who did exceedingly well in a video mystery shop, SHOW specific scenes to the entire team. Another idea is to incorporate role-playing into your meeting.

These 10 Tips will help your sales team to grow, prosper, and become the FIRECRACKER team you envisioned. It ALL starts with you. Remember, you are their leader and you lead by example. By getting involved with your team, and showing them that you are their coach, they will support you and do everything possible to make your proud!