Looking for new insights and fresh ideas?

January 01, 2010 Setting and Monitoring Sales Benchmarks Helps Home Builders Succeed Professional Builder Magazine

As it relates to capturing added new-home sales, success can often be traced back to those willing to measure and manage the many subtleties of the home-buying process, while failure is often the result of oversimplifying the entire process into a single measurement — say traffic-to-sales conversion. For many builders, solving today's sales problems can be overwhelming. Some refer to it as the “too” phenomenon: too few customers, too few qualified buyers, too little urgency, too many competitor discounts, too little followup and even too few outstanding new-home sales professionals.

November 01, 2009 Measure Sales Success The Right Way professional Builder Magazine

Do you have a process to measure the success of your sales team? If your answer is actual sales versus budget, that’s certainly an important starting point. But in an environment where budgets are often obsolete before the ink is dry, measuring sales performance may be better served by a more sophisticated approach.