Your Best Asset for Lead Conversion: Your People

Unquantifiable and unmeasurable variables in your sales funnel are the biggest risks to your lead conversion. As management guru Peter Drucker noted, “You can’t manage what you can’t measure.” You also can’t improve what you can’t manage.

So how can you eliminate inconsistencies and track results? You manage the people component of your funnel: When everyone on your sales team is accountable for executing their piece of the pipeline, you can identify, track and eliminate inconsistencies to improve your business all around.

Here’s how to get your sales team on same page with your goals to increase your new construction conversion rate.

1. Align how you speak (sales), how you execute (operations) and how you measure (accountability).

2. Standardize the sales conversation so every sales rep schedules a home tour.

3. Identify your differentiators and ensure your sales reps can knowledgeably discuss them.

4. Provide your sales reps with simple, consistent questions so they can establish rapport with home shoppers.

5. Help your sales reps qualify buyers by asking for preferences around location, price, mortgage, real estate agent, motivation and appointment (LPMAMA).

6. Create and enable consistent and efficient sales operations.

7. Use a customer relationship management (CRM) system to save time and money.

8. Practice lead segmentation so you always know where your efforts will generate the biggest ROI.

9. Encourage daily time management to help your sales reps increase their conversion rate.

10. Identify and track key performance indicators.

11. Establish pipeline development and effort benchmarks to pinpoint your best performers.

12. Conduct regular reviews to get an accurate measure of your team’s efforts.

Download the full presentation on how to align your people and increase their conversion rate, plus check out how Promoted Communities can drive more traffic to your sales team.