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Published:December 14th, 2005 14:47 EST
Ten 'Magic Bullets' for Successful New Home Sales Managers

Ten 'Magic Bullets' for Successful New Home Sales Managers

By John Palumbo (Mentor/Columnist)

One of the first things one becomes aware of, as a new homes sales manager, is the many roles that you are expected to fill. Throughout a typical day on the job, you are a talent scout, a customer service specialist, a trainer, a psychiatrist, a report generator, a meeting planner, a time management supervisor, a disciplinarian, a coach, a sales person, and contest creator. All these roles together, when executed, make for a great new home sales manager "a manager whose main purpose is to get the best out of his/her sales staff. Building a strong, confident, and productive team is, after all, the bottom-line goal of every new home sales manager. It is not always an easy job and there are many factors that can block our success.

After years of coaching/managing top producing sales people around the country, the Magic Bullets " below are the result of direct feedback from sales people and managers who have moved through the ranks. By utilizing traits of effective leadership, combined with field knowledge and experience, any manager can use the following ideas to boost their effectiveness and the ability to lead in new home sales.

The following 10 Magic Bullets " or traits will distinguish the best from the rest:

  1. A proficient manager doesn`t blame others for their own mistakes.
    When something goes wrong, a good manager is the first one to admit or point out they were at fault and exactly what it will take to remedy the problem. Successful managers understand that there is room for error with their salespeople and sometimes even themselves, but they are not defeated by it. They expect it as part of life, realize that there is a lesson to be learned, and in every mistake made, pass this philosophy on to their sales agents.
  2. The best managers develop a genuinely positive attitude.
    A positive attitude is more than thinking good thoughts. Successful managers believe that a person`s attitude can make all the difference. They believe in possibilities; that most problems can be solved. They know that how they act and react to various situations is a model for the teams` actions and reactions. They are enthusiastic about their jobs and about their lives. Since enthusiasm is catching, a manager who is positive usually leads a team with a positive attitude. Always remember that the pace of the leader will be the pace of the pack!
  3. Successful managers exhibit self-confidence without arrogance.
    The successful new home sales manager exhibits an attitude and willingness to help at all times. Your efforts as a sales manager are only rewarded if you are fully engaged and totally immersed in your craft. Think of yourself as a consultant, as a consummate professional. Until you feel pride in your profession and in yourself, you will not possess the positive attitude that leads to sales management stardom "this attitude that radiates with self-confidence.
  4. The best managers can reach a decision.
    Successful managers are constantly moving in the direction of their goals. Sales people respect a manager who can make a decision and get on with the day-to-day events. Even when it is an unpopular decision, the fact is, sales people come to respect the forward momentum which decision-making creates.
  5. Successful managers surround themselves with other positive people.
    Successful managers believe in the saying you become what you think about " They know the importance of a positive environment and keep reminders of their success and their team`s success visible. By helping those performers of the team understand that the mind moves in the direction of it`s current dominate thoughts, successful new home sales managers seek out mentors whose wisdom and experience can help them achieve their goals and they encourage their new home sales agents to do the same.
  6. A good manager will simplify the goal setting process.
    Understanding that barely 5%of all managers set and effectively execute the goal setting process, the successful new homes sales manager focuses on what they want to achieve, establishes priorities and know what they have to do in order to keep moving forward. They spend time with their agents developing goals that are in the best interest of the company, the team, and each individual sales agent. They are able to set achievable and realistic goals for themselves and their team and to keep those goals visible so that everyone knows the targets they are expected to reach.
  7. The best manager will not hog credit for accomplishments.
    The successful manager doesn`t need the ego stroking for every small victory obtained by their team and doesn`t try to make every sale become his own no matter how much or little they had to do with it. They make sure their sales agents receive all the credit for each success no matter how small, and constantly look for ways to reward their staff.
    If you are a manager and you haven`t thanked one of your people for doing a good job today, you either have a seriously ill organization on your hands "or you are cheating those people, ripping off assets they have worked hard to acquire " Adopted from Frank Pacetta`s Don`t Fire Them, Fire Them Up.
  8. Successful managers are passionate about what they do.
    If you love your work, it is not hard labor. For the new home sales manager who loves their career, there is a much higher chance that their sales agents will also love their communities and assignments. Passion fires you up; it produces energy and gives you a sense of unlimited potential and possibilities and like enthusiasm and happiness, it`s contagious.
  9. Successful managers are const antly looking to improve.
    They don`t assume that since they have reached a certain level of success that they can stop learning. A good manager expects his/her team to continually build upon and improve their skills. The more they grow and learn the more they can pass on to those on their team. If managers aren`t learning and growing, they are not just standing still, they are going backwards.

    In time of drastic change, it is the learners who inherit the future. Those who have finished learning find themselves equipped to live in a world that no longer exists. "-Eric Hoffer

  10. The best managers build a strong, cohesive team.
    The successful new home sales manager who can recruit qualified people, and can motivate, train, and coach his/her team will have no trouble reaching the above nine goals. There are however, five levels to building a good team and a good new home sales manager takes equal care and concern with each level:
    • Selection-selecting and recruiting the best people is essential.
    • Development-developing excellent training methods so that sales agents are provided with extensive knowledge of their product, the sales critical path, and know and understand the customers and the competition will yield benefits beyond comparison.
    • Motivation-motivating the sales staff and monitor their progress is should be a top priority of a successful sales manager. If you are going to expect something, then you must inspect what you expect.
    • Rewarding-Rewarding staff should consist of both monetary and emotional rewards. Positive reinforcement for a job well done goes a long way and is much more likely to reproduce the correct behavior than scolding or criticism will deplete any negative behavior.
    • Promoting- Promoting staff members with title elevations and/or increasing their compensation is yet another effective way to reinforce a job well done.

The aforementioned ideas are ones that every sales manager can use. By applying the principles that you have been set forth, you are likely to never fall into the category of being the manager that no one likes to work for. These principles will give you insight into some of the most important skills managers should possess "the ability to train, counsel, coach, hire and consistently motivate staff members.

These are not skills that should be used once and then discarded. They should be part of the new home sales manager`s everyday repertoire. Motivation, training, hiring, counseling, and coaching are on-going processes. So, hopefully, this report will be used as a reference guide to be utilized often in your growth process as a sales manager.

The most successful sales managers will spend time with their people and tweak and tune their evaluation skills both on the job site and in the field. They will have implemented systems for monitoring their sales agent`s activity levels and will communicate clearly to their staff what is expected of them.

Some of the most invaluable knowledge a sales manager will glean will be from spending time with their sales agents. An exceptional sales manager will then use this knowledge to create a motivating environment, to design sales meetings that are interesting and informative, and to be the sales manager that everyone loves to work for!

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John A. Palumbo & Theater of The Mind Productions
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