Builders: Here’s How You Can Grow a Professional Sales Team #5 - Step up to Lead

Professional salespeople can be real pains to manage for a builder. They don’t turn up to team meetings and they are not good with paperwork. They typically think they have finished their job when the client has said “Yes,” and they don’t like being asked to “fill out all the forms properly.”The thing is salespeople don’t like managers, but they love leaders. Great selling, like leadership, is all about passion. True salespeople lead clients to a better place... provide them with a great solution... persuade them to invest in a better life. This is leadership. Not management.In this post I outline three keys to unlocking passion in leadership.

1 Cast Meaningful Vision

Create and cast the vision of what the company will look like in 12-24 months time, and the role of the salesperson in that company. Think about your company at double or even treble your current revenues. Outline the structure and draw a chart of what the company will look like then. Obviously you need to ensure that your structure is workable. The focus here is on developing your passion for the vision and your commitment to achieving it. People love to join someone who is committed to taking them to an exciting future.

2 Set Really Big Goals

Top salespeople love to shoot for the stars. It’s what motivates them. Most people don’t set goals and so don’t understand their power in life. But because you are a builder you understand how a plan of the finished build guides in it’s construction. It’s the same with goals. If you really want to enlist your salesperson in your long-term future, make sure that you set some really big goals too.

3 Be a Cheerleader

Be their cheer team. Great salespeople sometimes feel somewhat depressed when a sale doesn’t go right or an agreement falls over just before the job is about to begin. This is the time when they are most vulnerable... even though they may not let on. It’s the time for support and encouragement. Wait a day or two before reviewing the sale for any learnings.

Then ask them what they did that was really good, and what they would do differently next time. Shift the focus away from what they did wrong to what they will do next time. Help them think forward. 

When Mark started casting the vision of a $10m business his sales person was doubtful. But as he set specific goals that his sales team could relate to, and included them in the planning process, their commitment and enthusiasm grew and their performance increased.Top salespeople can be hard to manage. That’s true. So, take the easy route - Don’t Manage Them! Lead Them! 

Talk Back

So, how are you leading in your building business? How would it benefit from a passionate leader?I’d love to hear of your comments.Post your comments below

Read more in the “How To Grow a Professional Sales Team” series:

• Builders: Here’s How You Can Grow a Professional Sales Team #1 – Create Saleable Products

• Builders: Here’s How You Can Grow a Professional Sales Team #2 – Make Your Production Scale-Able

• Builders: Here’s How You Can Grow a Professional Sales Team #3 – Relegate Retainers

• Builders: Here’s How You Can Grow a Professional Sales Team #4 – Expect Discomfort

• Builders: Here’s How You Can Grow a Professional Sales Team #5 – Step up to Lead

• Builders: Here’s How You Can Grow a Professional Sales Team #6 – Rewrite the Rule Book

Graeme

P.S. Whenever you’re ready….here are 4 ways I can help you grow your building business:

1. Grab a copy of my free book

It’s a road map of a successful 15 minute sales call that’s guaranteed to increase your conversion rate. http://thesuccessfulbuilder.com/book-15-min-sales-call/

2. Join Trade Mates and connect with builders who are scaling too.

It's our new Facebook community where smart builders learn to get more income, time and freedom. View our free business resources for builders. Ask questions of like minded business owners and business coaches. Give your knowledge and expertise to help others. - https://www.facebook.com/groups/TradeMates/

3. Join My New  Group

I’m starting a new group called “OnRamp” to kick start sales and marketing in your business. If this sounds like you, message me with the words, “OnRamp”, and I’ll get you all the information.

4.  Join Loft Members

If you’d like help to get off the tools, make more money and get your life back...just  message me at graeme@thesuccessfulbuilder.com and put “LOFT MEMBERS” in the subject...tell me a little about your business and I’ll get you all the details.