As a principal, one of the key things you face every day is how to grow your sales team. How do you recruit? How do you train them? What does success look like in growing a great sales team?
Growing a sales team is about understanding what level of agents you want, and how to gain productivity and performance out of your existing salespeople.
When we come in at a strategic level we look at what we need to do, what does the team need to look like, and what’s the difference between where they are today and where they need to go?
To grow a sales team we first look at what the principal needs to be doing. We look at how they guide, lead and direct, and what they need to do in order to empower people to take personal responsibility for their numbers. Particular attention is paid to the growth model: i.e. do they bring people into the organisation, or do they grow people already in the organization into great leading agents? This helps us to understand the required recruitment process and drive.
What you need to do is put in place a learning program to grow average performers into great real estate agents. This is usually done with a half-day of training and then a half-day of assessment. This allows us to put together a go-forward plan.
If you want to learn more about knowing how to grow, we have some really great products that can help you focus on the daily tasks that will get you on track for success.
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