Housing Giants - October 24, 2008 - (Page 15) Photo by Digital Vision if today’s market is all about sales performance, we need to define what that means. Today, sales coaching is the industry’s most important job. With it, you provide yourself an excellent competitive advantage. And without it, you’re doomed. Incremental sales boils down to associate performance. With all things being equal, sales performance wins every time. You have to start by asking yourself a couple of quick questions. First of all, what does performance mean? What metrics do you use to evaluate it? What are the methods you use to improve it? And maybe most of all, are your methods proactive or reactive? How many times have you judged sales performance based on results? You know what I mean: number of sales, cancellations, return guests and those types of things. How did you judge success and failure? Performance needs to be judged on sales associates’ potential, not on their results. After all, why did you hire them in the first place? Was it because of what improving performance If today’s market is all about sales performance, we need to define what that means. In its most specific terms, performance is going beyond what is expected. The key to doing that is understanding how you want associates to perform. www.Housinggiants.com 10.24.08.Housing giants 15 http://www.housinggiants.com
Table of Contents Feed for the Digital Edition of Housing Giants - October 24, 2008 Housing Giants - October 24, 2008 Contents Viewpoint News & Moves Sell Private Equity Housing Giants - October 24, 2008 Housing Giants - October 24, 2008 - Housing Giants - October 24, 2008 (Page Cover1) Housing Giants - October 24, 2008 - Housing Giants - October 24, 2008 (Page Cover2) Housing Giants - October 24, 2008 - Housing Giants - October 24, 2008 (Page 3) Housing Giants - October 24, 2008 - Housing Giants - October 24, 2008 (Page 4) Housing Giants - October 24, 2008 - Contents (Page 5) Housing Giants - October 24, 2008 - Viewpoint (Page 6) Housing Giants - October 24, 2008 - Viewpoint (Page 7) Housing Giants - October 24, 2008 - News & Moves (Page 8) Housing Giants - October 24, 2008 - News & Moves (Page 9) Housing Giants - October 24, 2008 - News & Moves (Page 10) Housing Giants - October 24, 2008 - News & Moves (Page 11) Housing Giants - October 24, 2008 - News & Moves (Page 12) Housing Giants - October 24, 2008 - News & Moves (Page 13) Housing Giants - October 24, 2008 - Sell (Page 14) Housing Giants - October 24, 2008 - Sell (Page 15) Housing Giants - October 24, 2008 - Sell (Page 16) Housing Giants - October 24, 2008 - Sell (Page 17) Housing Giants - October 24, 2008 - Private Equity (Page 18) Housing Giants - October 24, 2008 - Private Equity (Page 19) Housing Giants - October 24, 2008 - Private Equity (Page 20) Housing Giants - October 24, 2008 - Private Equity (Page 21) Housing Giants - October 24, 2008 - Private Equity (Page 22) Housing Giants - October 24, 2008 - Private Equity (Page 23) Housing Giants - October 24, 2008 - Private Equity (Page 24)
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