Most of real estate companies in our country Egypt “especially in Great Cairo City” when they began their real estate work they began without sales department, even without sales man. They believe that they don’t need to hire anybody in sales & marketing jobs. The Owner likes to be the sales & Marketing manager to their projects. By time, if they success in selling their first, second, third, and fourth project, he believes in his sales & marketing skills, when that happen….he stuck in the market and he doesn’t know why his company stuck and begins to blame on any circumstances.
Actually he stuck because he was depending on his relation network and he finished it. Once he needs to talk to stranger he stuck because strangers don’t know him and strangers give their trust through a process he doesn’t know it.
In this stage, he begins to establish a sales department. Now he is confused … which one he must hire first sales man or sales manager?, how many salesmen I need ?, can I hire fresh graduate with low salary or I must hire experienced salesman with high salary and high sales impact? …etc.
7 Steps to get over this confusion.
1st Step: Size Assessment
Project assessment is pretending to be the most important factor in determining which one you hiring first salesman or sales manager. There is different kind of this assessment you must know how you assess your real estate project. This assessment will get you in good position toward if you should establish a sales department or you find there is no need to establish sales department.
2nd Step: have your goal
Everything in sales department connected with annual target. Targets determine on specific calculation “you must learn it “. Be careful Targets are not your goals. Goals are written parts of a long-term vision detailing what results your company aims to accomplish and by what deadline. Targets are similar but can be considered smaller steps aligned with the details and deadlines of larger goals.
3rd Step: describe the job
Once you have assessed the project, write company goals and determine sales targets, you can now dedicate the jobs you are looking for to hire. Now write the job description and responsibilities in details to find out which criteria & qualifications you need to be in your employee and which role he/she will play.
4th Step: Finish office setup
Don’t lose your time and your money by hiring people without finishing your office setup. Employee feels uncomfortable in the interview with the companies that haven’t finished office set-up. If they accepted in the interview, they will not be in working time and will waste the time you pay for it.
5th Step: Make effective interview
Making an effective interview include writing interview questions, determining every question goal and how will evaluating candidate answer, preparing interview office place, determine which method you’ll use to recruit, make an interview appointments, set employee offer, and make the selection.
6th Step: Discuss Sales department Plan
Work without planning is just a wishing. After you set the sales targets you need to share the annual sales plan with sales department to achieve these targets. Employees must discuss the sales plan on front of company top management to make one Point of view for sales department.
7th Step: Separate between sales activities and marketing activities
To increase sales revenues, don’t let sales people responsible of marketing activities; let sales people do their sales jobs that you are hiring them to do it. There are many ways to do Marketing activities…like contracting with Marketing agency or even hiring marketing specialist. When Sales people do the marketing activities, they only caring by ads. This will hurt your company branding, most of them doesn’t understand what the importance of branding.