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

RPR - To Join or Not to Join is Not the Only Question!

RPR Questions 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.

Downlo ad RPR - Paper

RPR - To Join or Not to Join is Not the Only Question!