We all see it. Customer confidence is waning and simply taking orders is quickly becoming a thing of the past. The time has come once again to drive sales. Our sales professionals will have to dust off those topline revenue generation skills or risk being left in the proverbial dust themselves.
Here at Shore Consulting, we’re already seeing an influx of inquiries from home builders across the country looking for help in getting their teams back to the basics regarding new home sales. In fact, John McManus over at The Builders Daily published an article last week that speaks directly to this concept. Here are a few highlights but I highly recommend reading the piece in its entirety.
The time to take proactive action is right now.
“While outsiders fret, trade on fear, and panic about what’s happening on Wall Street and the broader economy, home builders don’t need to hesitate before they start into the work of reigniting the next economic rebound of the mid-2020s.”
Here’s the issue.
“New homes – despite their value, despite demographically well-timed development, despite their location appeal, despite trends that have people spending more time at home than ever, despite they’re being safer and healthier places – don’t sell themselves.”
Owners, Partners, Division Presidents, and Sales Leaders will learn three crucial action items to take right now.
“I’m seeing sales leaders who are doing their very best to protect the bottom line, but not doing very much to enhance the Top Line. We simply haven’t had the need to focus intensely on Revenue growth.”
Head on over to The Builders Daily for the full article. I’m excited to be collaborating with John and the team over there on a Sales & Marketing Masterclass series in the coming weeks.