Category Archives: Leadership

The Five Best Practices of High Performing Sales Managers

The Five Best Practices of High Performing Sales Managers

Do you want to lead your teams to higher performance?  Of course, you do.  We all do.  But sometimes the TO DO list gets in the way. And before you know it, the day’s over.  The month’s over.  And you missed your target.  You scratch your head and say…What happened?  To avoid this stress, the key is to focus on the right stuff.

The Best Sales Managers know they must:

  1. Hire the Best and Brightest. There is no substitute for building a team stacked with top talent. The best Sales Managers know the magical combination of characteristics in top talent: (1) High Drive – you can’t teach this. These are the people who have an innate desire to win. (2) Results Orientation – these are the closers. They are acutely focused on activities that get them to the finish line. (3) Problem Solving Skills – these are the solution oriented folks who always find opportunities to move a situation forward. (4) Optimism – they expect to win, and they do! Finally, (5) They are likable. Others are drawn to them because they are genuine, confident and fun!
  2. Invest in Training and Development. With everyone. Period. No matter how long they’ve been selling. From your newbies to your veterans. Newbies need direction and support. Veterans can get complacent, bored, even rusty. Make certain that wherever you place them, they have the tools and know-how to be successful. Even a veteran going to a new neighborhood needs time to learn the details of the new area, community and product, and he needs to practice adapting to the new buyer profile.
  3. Master the Skill of Competitive Community Positioning. You can hire the best sales talent, but if you put them in a community where the pricing and positioning are wrong, they will never succeed. And you risk losing them. Ultimately, it’s the sales manager’s responsibility to ensure the community has the proper positioning and a compelling competitive advantage. The absolute best sales managers collaborate with the sales agent AND division leadership to masterfully devise the positioning which sets everyone up for success.
  4. Create a Motivating Culture. While the best sales people are intrinsically motivated, it’s amazing what they accomplish when they feel their results are important and genuinely appreciated. So, THANK THEM! Call or visit them personally. Send a note to their home. Recognize them publicly. Additionally, get to know them as individuals. Learn their goals, their purpose, and then focus on helping them achieve them. For example, if it’s important to them to achieve 60 sales for the year to hit the President’s Club, and its August 1 and they’re not quite on target, then there’s work to do. Rather than beat them up, or worse, allow them to be defeated, show them you care by sitting down WITH them, analyzing where they are and what they need to do. Together, brainstorm the activities that will help them reach their target. Maybe you agree to release a few new lots. Maybe you can spring for a referral party to help them increase traffic. Your attention and actions are showing them that you care about them and their goals too. That’s a great coach.
  5. Always Be Coaching. There are teachable moments every day. The best sales managers spend time in the field, even with their stars. They listen. They always catch them doing something right, and tell them. They don’t say “that was great, but…” Instead they say, “that was terrific because…” and share the impact of the behavior. Or, “I like how you said that because….” This is especially important when you see them with a customer and you complement them on a specific skill that leads to sales results. Like asking a masterful discovery question, or a compelling closing question. You better believe they will remember what they said and use it again and again, replicating the positive behavior that gets results.

So, take a minute and reflect, are YOU focusing on the RIGHT STUFF?

Kathy Tucker joined New Homes Solutions as a consultant and partner in July 2018, offering over 30 years’ experience as an executive in the Homebuilding Industry.   Her specialty is helping builders develop effective sales programs, rock-star sales professionals and brilliant sales leaders.  She offers development workshops for sales teams and sales leaders including From Basics to Brilliance in Sales Management, Creating and Maximizing your Competitive Advantage, Mastering the Art of Competitive Community Positioning, The Art and Science of New Home Sales and more.  She is available for builder consulting, one-on-one sales and sales management coaching, small group workshops and key note speeches.

For questions, comments, more information or to book Kathy for your next event, visit https://newhomessolutions.com  or contact her at Ktucker@NewHomesSolutions.com. Connect on LinkedIn www.linkedin.com/in/kathytuckermba.

Process Equals Growth

Process Equals Growth

If you want to freak out certain personality types, just start throwing around words like, process, systems, tracking, and accountability. It is like they are “4 letter words” to some people. Now hear me out though. Don’t walk away. We haven’t gotten to the juicy part yet. Everyone can master these properties, but some ofContinue Reading

Video: Do You Have An Abundance Mentality?

Video: Do You Have An Abundance Mentality?

Today, I’d like to ask you, do you have an abundance mentality or a scarcity mentality? Perhaps you have both at different times? For those of you with whom I have had the privilege of training or coaching, you have often heard me refer to these concepts.  Those who have an abundance mentality, focus onContinue Reading

Artificial Intelligence and the Real Estate Industry

Artificial Intelligence and the Real Estate Industry

There is nothing artificial about the intelligence needed to help buyers and sellers. ~Kimberly Mackey Real estate franchisor Keller Williams debuted an artificial intelligence-based virtual assistant and referrals platform today, announcing to the world it has every intention of thriving in a changing industry. “We are a technology company. No. 1 that means we build theContinue Reading

Quint Lears, from NewHomeSales.com Interviews Kimberly Mackey on Sales Management

Quint Lears, from NewHomeSales.com Interviews Kimberly Mackey on Sales Management

At the International Builders Show in January 2018, Quint Lears caught up with me to ask me about sales management and the challenges our sales managers face in today’s hectic sales environment. If you find that you or your teams are struggling to get it all done, hopefully a few of these tips will helpContinue Reading

Kimberly Mackey to be Honored as Associate of the Year by Florida Home Builders Association

Kimberly Mackey to be Honored as Associate of the Year by Florida Home Builders Association

Industry Award Winners Announced During the Florida Home Builders Association Summer Conference  

Video: Just Whose Objection is it Anyway?

Video: Just Whose Objection is it Anyway?

Often times, we are the ones with the objections that we project onto our buyers and that isn’t fair. Your buyers need for you to be impartial, and to listen to their wants and needs objectively, not filter it through your own lens. I hope you will take a the few minutes to listen toContinue Reading

Just What Does Work/Life Balance Look Like Anyhow?

Just What Does Work/Life Balance Look Like Anyhow?

As written on NAHBNow.com, here is the advice Amy O’Connor, from Shore Consulting and Kimberly Mackey of New Homes Solutions Consulting, shared during our recent presentation at the International Builders Show this past January in Orlando, Florida.  You might not be able to have it all right now, but you can make the most out ofContinue Reading

VIDEO: The Best Advice a New Homes Sales Manager will Ever Get

VIDEO: The Best Advice a New Homes Sales Manager will Ever Get

New Homes Sales Managers, we understand that it seems like you can’t possibly fit everything in that you are expected to do. In this video, we discuss the way to prioritize the items that will get your team to produce more sales. The 10-5-2-1 formula is easy to use, easy to teach, and guarantees youContinue Reading

Suzanne Neff Joins Forces with Kimberly Mackey at New Homes Solutions

Suzanne Neff Joins Forces with Kimberly Mackey at New Homes Solutions

New Homes Solutions and Kimberly Mackey are pleased to announce the addition of Suzanne Neff to the team. Suzanne brings a wealth of experience to New Homes Solutions. Having been involved in the home building industry for over 30 years, she began her career as a successful on site salesperson and worked her way throughContinue Reading