Misura Group的动态

The Evolution of Sales Leadership in Homebuilding: 2024 Reflections and 2025 Outlook...Much Love to the Area Sales Manager 2024 revealed a fascinating shift in homebuilding talent demands, with the Area Sales Manager emerging as the most critical hire across multiple divisions. Here are my thoughts why: During the post-COVID boom, homes practically sold themselves - location and aesthetics became secondary to availability. Community Sales Managers were rapidly deployed with minimal training, as the market's momentum did most of the heavy lifting. But as interest rates climbed and market dynamics shifted, many Community Sales Managers struggled to adapt. The gap between executive strategy and field execution became glaringly apparent. VPs of Sales found themselves stretched thin - caught between strategic responsibilities and the urgent need for hands-on field training. Enter the Area Sales Manager - the crucial bridge between division goals and field execution. These professionals became indispensable by: 1) Providing targeted training and development 2) Rebuilding motivation in a challenging market 3) Translating Division strategy into actionable field tactics 4) Enabling VPs of Sales to maintain their strategic focus The question for 2025: What role will emerge as the next "must-have" position as the market continues to evolve? If you're an Area Sales Manager in homebuilding, I'd love to hear your perspective! What challenges and opportunities are you seeing in the current market?

I’ve done almost every job in sales. I started as a rep, built a team, took on a joint customer success and sales leader role, and now I’m a General Manager running someone else's company. The shift in responsibility between those roles is stark. What I’ve realized is the difference between selling a product or service and leading a company is that priority change from short-term to long-term thinking. Anyone in sales knows it’s all about the next deal. But in leadership, it's all about planning further ahead and thinking about the bigger picture.

Where do you spend YOUR TIME, Mr (new) Field Manager? Ok, you have 12 field sales people (reps) # You have 3 at the top of the leader board, working brilliantly, producing almost 50% of total monthly sales. Good solid performers. Fred, Joan, Mary # You have 3 at the bottom of this sales ladder, struggling most of the time, producing c10% of total monthly sales. Can this continue? Mike, Philip, Anne # You have 6 what I call ‘floaters’, who can be good, bad or indifferent depending on their efforts, moods, capabilities, knowledge, skills & attitude, and they bring in c40% of total monthly sales. Thomas, Joan, Julie, Peter, Mark, Liz Task: You’ve recently joined the Company, have briefly met your new team members and so your Director has asked for your first important monthly work planner consisting of 20 days. And results are vital…. So, please tell me, your first 20 day planner in day & % terms. PS: No fleeting visits just to say “Hello…” #team #people #sales #leader

“GUT CHECK” - As an owner or manager, do you have a SALES “TEAM” or do you simply have a POOL OF SALES REPRESENTATIVES? Most of you have a group of sales representatives that are only there for the money. Why? Because that is the culture you have created. A pool of animals that wait for the right moment to rip each other apart and take the other’s opportunities. They compete to be “King of The Mountain” while they beat their chest. These reps snuggle up to the manager only to make him/her think they’re a team player long enough to pull more opportunities and money from the company. OR Many of you truly have SALES “TEAMS” full of team players that want to win but also want the rest of the team to win. When a player is sick or can’t perform due to something out of their control, the team jumps in to ensure their customers are taken care of and don’t expect to be compensated for it because they know that team member would do the same for them. Teams also: ?? Has a company that CARES about each team member and their success. ?? Ride with each other to critique and motivate each other. Even when the other has been there longer and sells more. ?? Has frequent meetings that are interactive, and everyone contributes. ?? On group texts/messenger celebrating each other’s wins. ?? Role-play sales scenarios outside of Sales Meetings to Level Up. ?? Rally around those that are having a hard time. What else do you feel a team should do to push the company in a positive direction? Why do you feel your TEAM has such a positive culture? Love - Serve - Care That’s how you become a TEAM of TOP REPS!!! Don’t go through the year wondering what it could have been like if you went through TOP REP. Sign up for the next TOP REP Bootcamp in Columbus, Ohio this August 19-20! Early bird pricing is in effect!?? ?

“GUT CHECK” - As an owner or manager, do you have a SALES “TEAM” or do you simply have a POOL OF SALES REPRESENTATIVES? Most of you have a group of sales representatives that are only there for the money. Why? Because that is the culture you have created. A pool of animals that wait for the right moment to rip each other apart and take the other’s opportunities. They compete to be “King of The Mountain” while they beat their chest. These reps snuggle up to the manager only to make him/her think they’re a team player long enough to pull more opportunities and money from the company. OR Many of you truly have SALES “TEAMS” full of team players that want to win but also want the rest of the team to win. When a player is sick or can’t perform due to something out of their control, the team jumps in to ensure their customers are taken care of and don’t expect to be compensated for it because they know that team member would do the same for them. Teams also: ?? Has a company that CARES about each team member and their success. ?? Ride with each other to critique and motivate each other. Even when the other has been there longer and sells more. ?? Has frequent meetings that are interactive, and everyone contributes. ?? On group texts/messenger celebrating each other’s wins. ?? Role-play sales scenarios outside of Sales Meetings to Level Up. ?? Rally around those that are having a hard time. What else do you feel a team should do to push the company in a positive direction? Why do you feel your TEAM has such a positive culture? Love - Serve - Care That’s how you become a TEAM of TOP REPS!!! Don’t go through the year wondering what it could have been like if you went through TOP REP. Sign up for the next TOP REP Bootcamp in Columbus, Ohio this August 19-20! Early bird pricing is in effect!?? ?

The best sales managers and sales leaders all do these 5 things at the end of the month... ?? 1) They work ALONGSIDE their sales team, they don't hide behind their desks or computers they get their hands dirty 2) They make calls, send emails, send messages, they do whatever they can to help their sales team close more deals 3) They provide COACHING, as much as their sales teams need 4) They remove pressure, not put pressure on, to ensure their teams are motivated and feel secure in their jobs 5) They do everything they can to support everyone in their team be the most successful they can be When you find a manager like this, you're lucky They're the ones leading teams to success They're the ones growing the best teams They're the ones people love working for ??

Are you a boss or a leader? Daniel’s post here really resonated with me and my experience with management teams I have worked for/with over the last 30 years in sales and marketing.

I get it, change is hard for salespeople but I always found this super funny when I launched a new commission plan. Despite going through all the right motions of transparency and details and the "why" behind the new commission plan several sales people would ?? Resist the new plan and fight to keep the old plan. ?? But these same reps were also the ones who also previously fought against the commission plan that they now want to keep. Sales leaders need to remember that there's always going to be a group of salespeople that will resist your new commission plan merely because change is tough. That's cool. Your job as a sales leader in this situation is to: ?? Listen ?? Determine if there's any validity to their concerns ?? Make changes if really needed ?? Then stick to the new plan. Over the last 25+ years of my sales leadership career, I've had to learn this the hard way and make a bunch of mistakes along the way.

DEFINITION: Fractional Sales Director; ?? (frac.tion.al sales dir.ect.or) A fractional director of sales is an?outsourced sales director who provides high-level management and leadership to a business at a monthly expense that is often less than a third of what a full-time sales director would cost. Fractional sales leaders typically divide their time between businesses and are responsible for setting and implementing sales strategy, sales process and plans Fractional directors are experts in their area who keep up with current marketing trends and are knowledgeable about the subtleties of marketing and sales management.

ATTENTION SALES PROS - Here is a TOP REP tip you may have heard before but are poorly trained on when and how to execute it.? So, you gave your price presentation and worked hard to get past all the customer’s objections. What cue are you waiting for to see that glimmer of hope, showing you that one of the homeowners is buying into the product and investment? Staying strong, you allow a moment of silence to work on the homeowner.? You’re about to throw in the towel when you see the wife look at the husband. You quickly remember your TOP REP training and realize the wife is sold, and you need to allow her to sell her husband. You bring this deal back to life by saying, “I don’t know how it works in your family, but in mine, my wife and I have to talk about something this big. I have to take a few more pictures outside. Would 5-10 minutes be long enough to discuss this?” If they allow you to walk out the door, there is an excellent chance a check will be waiting on you when you get back.? Most sales are lost because the sales rep is too busy selling and not paying attention to the clues in front of them. Often, the homeowners simply need to talk and ensure the other is ok with moving forward.? There is more to this, but this will get you moving in the right direction.? ??? https://lnkd.in/gxBau7Mx Get your TEAM Leveled Up and rowing in the same direction to Columbus, Ohio this August for the best and most effective/guaranteed training in the industry??????