Encouraging your sales team by rewarding them with money is an outdated strategy. Nowadays, people tend to prefer interpersonal relationships and personal appreciation. Therefore, the best way to motivate you sales team is to create a professional atmosphere that enables personal and professional growth.
Be flexible
A team is built by a group of people. They are different from each other and have their own character and characteristics. It is important that you realize what motivates each of your agents and, from then on, focus your efforts on trying to get good collective results.
Have a global vision of your sales team
When we talk about a sales team, it is more important to have a collective view than an individual one. This is important because you need to stay away from your personal interests and focus on the mission, values and targets of the company.
Identify the strengths and weaknesses
Being honest to each other generates motivation. Do you usually give feedback to your sales team? You should share your opinion and give constructive criticism about the performance of your sales team. A good leader should recognize positive attitudes and help to reduce the less good ones.
Invest on personal and professional development
Having a specialized team that constantly updates its knowledge brings an added value to your business. Provide internal training sessions focused on sales techniques and on the real estate market. If you help your co-workers to develop themselves personally, you will show them the human side of your real estate agency and it will, probably, help you to create stronger relationships. This is a crucial aspect because it is not difficult to train qualified professionals; the difficulty is in keeping them on your team. Having a pleasant and stimulating professional atmosphere is half the battle!
Provide the necessary assistance
Businesses vary according to the clients. Different clients have different requirements and needs. If one of the sellers is not is not having the success you think he should have, try to figure out the reasons why that is happening and try to help him solve that problem. Generally, dealing with different types of clients and understanding their real needs has positive consequences for the sales team, once this information is shared with the purpose of improving the performance of the entire team.
Foster trust
Trust is the basis of a good professional relationship between elements of the same team. If you are able to generate trust within your sales team you are, simultaneously, creating a commitment between the agents and your real estate agency which will be used as a lever to get better results. How to generate trust? As it was previously mentioned, the first step is making your co-workers happy. You should, therefore, comply with what you promise (example: paying the sales commission).
Be real when setting sales targets
Look at the real estate market, analyse the situation and then establish the targets for your sales team. Drawing unreal targets, impossible to be fulfilled according to the type of sector, will only make sellers feel disheartened. Put “sales short-sightedness” aside and start to worry about the victories of your co-workers. It is important that you have real sales targets to encourage all of your agents. At the end, when that target is accomplished, celebrate with your team and show them that you care about their professional and personal fulfilment.
These are some of the attitudes that help you to create a strong and consistent sales team. Please remember that a solid basis is able to support the entire group!
