Housing Giants - July 24, 2008 - (Page 23) Are your sales executives reading their numbers? We delve into the sales data your sales team need to know. SAleSpeople muSt rely less on hype and more on delivering affordable products that today’s homeowners are seeking. Sales managers and industry consultants say that the key to a successful and effective sales force often lies in the data and reports that a home builder generates. From external information such as MLS listings and local employment numbers to internal data such as traffic reports and conversion rates, home building sales executives can use data and reports to improve their sales efficiencies. observe not just their market and median incomes but indirect actions and events that can affect home buyers. A change in interest rates, a downturn in a local industry or a glut of foreclosures coming on the market can all affect the future of a home builder’s inventory. At Dewey Homes in Pennsylvania, senior vice president of process excellence Glenn Gleason tracks not just national indicators but MLS inventory and job data for the local area. The local economy is gauged not just on its strength but by its consolidation or diversity of industries. While a city with diverse industries may have a solid economic base, towns that have high concentrations of one particular industry — such as military or oil towns — can be severely impacted by economic downturns. Gleason says that home builders need to look at comprehensive external factors and track them accordingly to look for trends. WhAt externAl DAtA DoeS for you From the latest interest rate cut at the Federal Reserve and information on consumer confidence to local hosing data or the relocation of a major local employer, external factors and indicators can have a major impact on sales for home builders. Sales managers must WWW.houSinggiAntS.com 7.24.08.houSing giAntS 23 http://www.housingzone.com/giants/articleXml/LN759303240.html?q=foreclosures http://www.housinggiants.com
Table of Contents Feed for the Digital Edition of Housing Giants - July 24, 2008 Housing Giants - July 24, 2008 Contents Viewpoint News & Moves Process Critical Management Series: Part II Housing Giants - July 24, 2008 Housing Giants - July 24, 2008 - Housing Giants - July 24, 2008 (Page 1) Housing Giants - July 24, 2008 - Housing Giants - July 24, 2008 (Page 2) Housing Giants - July 24, 2008 - Housing Giants - July 24, 2008 (Page 3) Housing Giants - July 24, 2008 - Housing Giants - July 24, 2008 (Page 4) Housing Giants - July 24, 2008 - Contents (Page 5) Housing Giants - July 24, 2008 - Contents (Page 6) Housing Giants - July 24, 2008 - Viewpoint (Page 7) Housing Giants - July 24, 2008 - Viewpoint (Page 8) Housing Giants - July 24, 2008 - Viewpoint (Page 9) Housing Giants - July 24, 2008 - News & Moves (Page 10) Housing Giants - July 24, 2008 - News & Moves (Page 11) Housing Giants - July 24, 2008 - News & Moves (Page 12) Housing Giants - July 24, 2008 - News & Moves (Page 13) Housing Giants - July 24, 2008 - News & Moves (Page 14) Housing Giants - July 24, 2008 - News & Moves (Page 15) Housing Giants - July 24, 2008 - Process (Page 16) Housing Giants - July 24, 2008 - Process (Page 17) Housing Giants - July 24, 2008 - Process (Page 18) Housing Giants - July 24, 2008 - Process (Page 19) Housing Giants - July 24, 2008 - Process (Page 20) Housing Giants - July 24, 2008 - Process (Page 21) Housing Giants - July 24, 2008 - Critical Management Series: Part II (Page 22) Housing Giants - July 24, 2008 - Critical Management Series: Part II (Page 23) Housing Giants - July 24, 2008 - Critical Management Series: Part II (Page 24) Housing Giants - July 24, 2008 - Critical Management Series: Part II (Page 25) Housing Giants - July 24, 2008 - Critical Management Series: Part II (Page 26) Housing Giants - July 24, 2008 - Critical Management Series: Part II (Page 27) Housing Giants - July 24, 2008 - Critical Management Series: Part II (Page 28) Housing Giants - July 24, 2008 - Critical Management Series: Part II (Page 29) Housing Giants - July 24, 2008 - Critical Management Series: Part II (Page 30)
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