Sales Advisory & Development

Sales Division Review & Restructuring Services

Many companies operate with a sales team structure that was built in a different time with different market factors.  Times change quickly, as we all know, and the obstacles faced today by high tech sales teams are very different from what they were even five years ago.  We have proven success in restructuring sales organizations to do two things, (1) reduce your sales costs, and (2) increase your sales!   Our analysis uses through a multi-tier review process that can be customized for your organization and can include:

• Personnel assessment
• Organizational review
• Territory review
• Distribution strategy review
• Sales management tools and processes
• Presentation skills assessment
• Comp Plan Review
• Sales strategy review and assessment

Comp Plan Development

Even if you have a well structured sales division with good people you won't be really successful if your comp plan isn't aligned with your key corporate objectives.  We can help you re-tune an existing comp plan or build one from scratch that is totally aligned with your company and product line.  A good comp plan makes the company and the sales team happy!

Sales Training & Development

Sales success in the real estate technology sector is not easy.  In addition to the obvious requirements such as product knowledge and understanding the decision process used by MLSs and real estate firms sales professionals need to have executive level communication skills and must have the ability to manage complex and lengthy sales cycles.  Our sales training and development is custom designed for your company and can include the following focus areas:

• Individual and team sales skill training
• Creating and effective messaging in your sales team and company
• Building effective sales presentations
• Giving effective sales presentations
• Developing and executing technology sales strategies
• Using technology to effectively manage the sales process
  • from the manager's perspective
  • from the sales person's perspective

Leave a comment » New Ways to Leverage MLS Data It is an exciting time for Multiple Listing Services.  The announcement of REALTOR® Property Resource by NAR has spawned many debates and several new programs allowing MLSs to leverage local property information in many new ways.  The programs are exciting, but are evolving quickly and thus can be a bit confusing and even overwhelming at times. In an effort to help every MLS understand the unique values of each of the programs now available, the Council of Multiple Listing Services (CMLS), commissioned WAV Group to complete the attached evaluation.  Ideally, the paper will assist each MLS and their governing boards in understanding the key facets of each program so that they can make an informed choice based on their unique local circumstances.  Download the paper This paper does not recommend one program over another but is intended to: Read more » New Ways to Leverage MLS Data Posted on April 30, 2010 05:37:44 by Mike.Audet Posted in Main category, MLS Insights, Our Company, Sales Advisory, Reports

Leave a comment » RPR - To Join or Not to Join is Not the Only Question! Since the announcement made by NAR on the formation of RPR and their public rollout at the NAR conference in San Diego, RPR and their proposed business model has been a major topic of conversation in MLSs across the U.S.  Some MLSs seem to think this is an idea long overdue while others have expressed “no interest” while most seem to be somewhere in between with a “wait and see” attitude. c planning session we facilitated for a major MLS the topic of RPR participation was, of course, discussed.  Our approach to the discussion, as with any business issue, is to try to take the hype and emotion out of the discussion to look at it for what it is, a business decision.  To that end, we believe there are several points each MLS might consider as they decide whether RPR makes sense for them or not.  This is not intended to serve as a full review of the RPR opportunity but we hope it at least presents some questions to stimulate your MLS discussions. Click on the following link to download the paper. Download RPR - Paper RPR - To Join or Not to Join is Not the Only Question! Posted on February 01, 2010 12:29:37 by Mike.Audet Posted in Main category, MLS Insights, Broker-Agent Information, Technology Evaluation, Product Management, Suveys and Research, Sales Advisory, Reports, Broker Technology Research