Manage Your Sales Factory

Let’s go for a paradigm shift here. Let’s go with the premise that you do not work for a homebuilding company and you do not sell homes. Instead, you are the production manager at a plant. Your task is to take the raw product, efficiently walk it through the well-defined process, and produce a finished good.

What is the raw product? A prospective purchaser. What is the finished good? A homebuyer. And your very job is to manage the well-defined process of converting these leads into buyers.

So how would a plant manager see the situation?

1) Don’t waste the raw material. Plant managers are very careful to maximize the raw product so that they have the best chance of success. They know they can’t work with all the raw material that comes through the door, but they maximize all they can.

2) Define the process. Plant managers are obsessed with processes, and with flawless execution of those processes. They will not abide for anyone to make up the process as they go. There is right way to do this in order to ensure an excellent quality finished product.

3) Finish the job. Plant managers know that a job completed only 90% of the way is a 100% failure. So they take great pains to ensure that every process comes to a logical and well-executed completion.

What does your plant look like? And in which of the three areas do you need to focus? Change your paradigm, and you change people’s world.