Four Non-Negotiables for Sales Success

4th February 2024 | 2 minute read

Written by Adam Horth

In the dynamic world of real estate sales, when it comes to high performing salespeople, two indispensable traits stand out – great behaviours and great leadership. It's an intrinsic relationship where the latter often nurtures the former. To unlock the full potential of your sales team, it's imperative to guide them towards daily actions that lead to success.

As a leader steering your business, you have the ability to instil a roadmap for behaviours that yield results. But first, you must possess this blueprint yourself.

While numerous behaviours contribute to success, let's focus on four non-negotiables that can propel your sales team to new heights:

1. Commit to Daily Learning Daily

Dedicate 30 minutes each day to learning. Whether it's reading a book, listening to a podcast or watching a training video, great salespeople continuously acquire and apply new knowledge to refine their skills. Every top-performing salesperson commenced their career as a rookie, fuelled by a desire to learn and grow.

2. Daily Goals Reflection

Reviewing goals daily is paramount, but it starts with setting those goals. Challenge your sales team to define their goals for the sales quarter or the calendar year. When was the last time you sat down with your team and sold them on their vision of success? Inspire them to elevate their performance by clearly shining a spotlight on their path to success.

Salespeople armed with clear goals are more focused, ensuring they avoid having their results dictated to them by market forces. When they understand the 'why' behind their actions, they’ll immediately begin to do and achieve more.

3. Embrace Prospecting

Cultivate a culture of prospecting within your agency. Encourage your salespeople to engage with 200 property owners every week. Prospecting isn't limited to cold-calling; it encompasses following up with prospects, recent appraisals, buyers, and existing clients. By making prospecting a daily behaviour of every member of your salesteam, you set in motion an unstoppable momentum of listings for your agency.

While the number 200 might seem high to some, envision the payoff: 6-8 listings per salesperson each month. The effort becomes a worthy investment for the results it creates.

4. Continuous Monitoring of Targets

Discuss your salespeople’s progress towards targets daily. Waiting until the end of the month or quarter for adjustments can be costly. Daily monitoring means earlier course corrections, which are often smaller and create immediate results. Constantly discussing their results and upcoming appointments, fostering a culture of daily and weekly planning.

By defining the right behaviours and guiding your team to implement them, you'll witness a definite improvement in both results and culture. Culture, one of the Five Essential Elements of The Smartre Management System, is thoroughly explored in our four-day management seminar, with day one dedicated to helping you define the right culture for your agency.

Join us at the next Smartre Management Seminar in Sydney from March 17th to 20th. For more details on attending this event, please feel welcome to reach out anytime. Your journey to a more successful sales team begins here.

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