Kingbuilt, Gippsland, Victoria
Construction Sales Training
In late 2015 Salesmasters was approached by a Victorian regional based project home builder that was in dire commercial need of increased new home sales. Kingbuilt is a 2nd generational family owned business was not prepared for the new consumer demands and nuances expected by its market.
The business had not previously entertained any meaningful external sales training intervention due to a past negative perception of value delivered. The existing sales team had no formal sales process nor demonstrated any moderate – high level of selling competency in their field. It is accurate to say that most were sceptical that any intervention by Salesmasters would be successful, little lone sustainable.
An onsite sales audit was conducted to clearly determine and measure certain criteria across the sales process. This gives all parties a very clear ‘start point’ which defines not just specifically ‘what and when’ we going to immediately address/tackle issues …. but why. All staff was part of the process so as to maximise group buy – in.
Based on the sales audit findings and understanding the current team and business culture, Salesmasters created a customer centric sales process for the client. It was critical that all salespeople were comfortable with the new process and that is aligned to their own (and business) values. This process kept “the best of the old” but embraced the new. Utilising technology was a central part of the new process.
Some 2 years later – Nov 2017 – the business has increased sales by 128%, profits are higher than ever, the team are settled and confident and the business now attracts much higher quality personnel who want to work for it.