Short-term Solutions   |  Executives  |  Managers  |  Sales Representatives

Focused Training Solutions for Executives

Every leader in homebuilding has a team of advisors guiding him or her through the ups and downs of the market. This team consists of lawyers, accountants, architectural firms, ad agencies and market research firms. Only a handful of leaders have a sales strategist on their team.

In markets like 2004, sales strategists were not necessary. But, in markets like 2008, having a sales strategist is as crucial as having an attorney.

ShoreSelect works specifically with C-Level Executives to help them align their sales strategies to meet the demands of tough markets. We offer services and expertise in areas such as:

• Executive-level coaching.
• Consulting on competitive compensation.
• Sales management selection and hiring.
• Coaching the sales coaches.
• Key benchmarks for measuring sales success.
• Sales process realignment.
• Cultural realignment to match the market.

Following are the current training programs that we offer specifically for homebuilder Executives.

Selecting and Developing Sales Management

Top NFL Teams understand the importance of selecting the right coach. They know that regardless of the team’s budget, the players' talent, or the fans' support, everything is affected by the right coach.

Just as in the NFL, in homebuilding, having the right coach is crucial to a team's record.

This 1-Day seminar is directed towards C-level Executives and Division Presidents who want to learn how to select and develop the right coaches for their teams.

In this seminar you will learn:

• Attributes of a good sales coach.
• The difference between a Sales Coach and a Sales Executive.
• How to create a winning sales culture.
• Competitive Compensation for Management.
• How to support your coaches and hold them accountable.

Becoming a Customer-Mission Focused Culture

Fact: Five-in-ten new home salespeople are product-focused in their sales approach.

Fact: Four-in-ten new home salespeople are price-focused in their sales approach.

Fact: One-in-ten new home salespeople are customer-mission focused in their sales approach.

Have you been approached by a salesperson who is trying to convince you that their price is the best price around, or that their product or service is above all the rest? Why is it that the more they pressure you to buy based on those tactics, the more resistant you are to buy from them? The reason is because we are skeptical when someone seems to be trying too hard to convince us that they have the best price or product.

So what do we do? How do we sell to customers when the harder we try to convince them, the further we get from making the sale happen?

In this seminar you will learn…

• Daily strategies you need to incorporate to ensure your organization is customer-mission focused.
• How to hold your department accountable to becoming customer-mission focused.
• Five threats to becoming customer-mission focused.