Sorry to tell you this but most modular home factory Sales
Managers can’t tell you what your duties are as the company’s sales rep. Most
of them came up through the sales ranks and unfortunately they were never
taught them either.
Beyond writing up the sales contract with the builder and answering
their questions, what else should you be doing to further the success of both
the factory and yourself? Here is a list of duties for the modular home sales
rep:
Calling on Existing Builders and Developers:
The sales reps’ most important duty is to call on existing
builders. Calling on your assigned builders means keeping in touch with them.
Email is fine for most of the dialog between you and your builder but a face to
face meeting should happen at least once every quarter. If you have 20 assigned
builders, you should be meeting with them at least 80 days a year. This can
include the days their home is being set or when you meet them to help resolve a
problem. Make the most of every personal
meeting. Shaking hands is an art that can never be replaced Facebook or email.
Adding New Builders and Developers:
You were assigned a specific territory. I’ve seen sales
areas covering several states given to sales reps and I’ve also seen partial
states given to others. It doesn’t matter what you were given, you have to
learn everything in it that effects your livelihood. While traveling through it,
set up meetings with new builders, especially ones that have never used modular
before. I was given the
that a certain builder had the whole area and I was not allowed to prospect for
new ones. That builder did 6 homes a year in an area encompassing over 600,000
people. If this happens to you, ask why you can’t prospect for more builders
but be prepared for that deer in the headlight stare from your Sales Manager.
Informing Your Builder
Your builder does not have eyes and ears at the factory. No,
wait a minute, they do! It’s you. You are the one that has the responsibility to
introduce new options, new procedures, new pricing and new homes to your
builders. Don’t assume that the stuff sent out by the Sales Manager is all that
is needed. If it were, why would the factory need you? You are the person that
needs to explain why and when the changes are being made. Doing this one on one
with your builders will build strong relationships.
Builder Counseling:
How can you expect your builders to improve their sales-to-prospect
ratio if you’ve never talked to them about their marketing and sales efforts.
Do you really understand what is needed by today’s new home buyer? Have you
shown any inclination to help your builders with Facebook, Pinterest or email
marketing? Your builders are hungry for
it and if they can’t find any help from you, they will probably be very
receptive to the first factory rep that shows up on their door with an offer of
help. If your factory doesn’t have any sales and marketing programs for the
builder, ask if you and the other reps can start one. That should wake up your
Sales Manager.
You are the Factory Feedback Specialist:
Sales people are the key people to collect detailed frank,
factual information of the builder’s needs, concerns and expectations. This
information is vital to the decisions made by your factory. If you don’t bring
back these concerns to your Sales Manager, then don’t expect any change. Meeting
your builders face to face will produce more honest feedback than a dozen
emails or phone calls.
Participate in Sales Meetings:
You are the bridge between your builders and the factory and
need to participate actively to represent them at the weekly or monthly sales
meetings. These meetings provide a forum for exchange of ideas, techniques, production
methods and other topics your builders need. Don’t sit in the corner saying
nothing and hoping you don’t get called on for your input. This isn’t grade school;
this is your professional duty. Don’t sit back and ridicule other reps for
asking questions during the meeting. We’ve all been in the sales meeting where
the Sales Manager just stood there and droned on and on, asking each rep how
many homes they were bringing in this week, month or quarter. That’s because the
Sales Manager didn’t have a plan for the sales meeting and the only thing they
know is how to do is ask for your numbers, something that could have been done
with a phone call, in person before the meeting or email.
If your Sales Manager is no asking you to do these things,
then you are fighting an uphill battle. Be prepared to do these things on your
own and your success will inspire others to ask how you are doing it. Then hand
them this list. You might want to leave
one on your Sales Manager’s desk.
