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Assessing Personnel Needs
Advanced-Beyond Job Descriptions: Job Matching for Real Estate Sales
Recruitment Planning
Advanced: What Top Performers Want from You
Recruiting Salespeople
Advanced: Tips for Recruiting the Seasoned Professional
Recruiting Support Personnel
Advanced: The Family and Medical Leave Act
The Interviewing Process
Advanced: Behavioral Interviewing
Tips for Selecting a Psychological Test
Structuring Compensation
Advanced: Compensation Tips for Management Personnel | |
- Target the friends of your successful salespeople, usually the top producers know each other.
- Look for companies that have recently been acquired or changed management; some good salespeople may be disgruntled.
- Target the top salesperson in a small office or one with less market share and then promote what more your company has to offer.
- Don't overlook salespeople in a slump; sometimes a good performer may just be having a bad spell and need a change of scene to rebound.
TIP: Watch out for the burned out salesperson whose just ready to leave the business.
- Consider less experienced salespeople who have had increasing, but not spectacular, success for several years; they may be ready to move to an office where they can be the star.
Adapted from "Recruiting the Seasoned Professional, Real Estate Broker's Insider, January, 1, 1998
Recruiting Managers
The management function can be described as the ability to plan, organize, activate, and control. Look for these qualities when recruiting a manager.
- Leadership skills. The ability to inspire and motivate the team.
- Decision-making abilities
- Humor and tact
- Honesty
- Empathy
- Patience
- Strong work ethic
- Good work habits. Punctuality, time management skills.
- Organizational and follow-through skills.
- Understanding and buy-in to company goals and vision.
- Recruiting and training skills.
- High energy and the willingness to accept new challenges
Portions adapted from Management Issues & Trends, "15 Tips for Recruiting Top Managers," Alan L. Bigelow, CRB, GRI
5 Places to Look for Your Next Sales Manager
1. Your administrative staff. Relocation and training departments may be particularly fertile areas.
2. Managers in other sales related fields, such as insurance, mortgage finance, or homebuilding.
3. Salespeople who have demonstrated management skills by mentoring other associates.
4. Relocating sales managers from other areas.
5. A manager or sales assistant sales manager from a competitor.
—Where to Find the Right Manager for Your Company, Ed Willer,CRB, Management Issues and Trends.
TIP: Exercise care when interviewing internal candidates for management positions. You may lose good salespeople if they think they're a top candidate and then don't get selected.
Advanced: Do Good Salespeople Make Good Managers?> | |
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