How To Know When Your Sales Team Needs Training

Most companies need a little training touch-up now and then. How do you know if your team needs more than just a light refresher on how to use your home builder CRM?

Here are some indicators.

Activities are stacking up

A key indicator that your sales team isn’t using your home builder CRM efficiently is when they have more than fifty incomplete activities. Ideally, a salesperson’s activities should be completed daily. When we see incomplete activities stacking up, it indicates that the salesperson is not leveraging the home builder CRM as a tool for regular follow-up.

Inaccurate or inconsistent data

If you come across frequent errors or inconsistencies in your home builder CRM dashboard data, it suggests that your sales team may need a little help to understand the “why” behind entering their prospects and tasks into the CRM. Accurate data is crucial for effective sales forecasting, marketing, and decision-making.

Your sales team is overwhelmed

Your salesperson is crying “uncle” at the amount of work to be done. They say they don’t have time to use the home builder CRM because they are too busy. That is an opportunity to train in the CRM, in order to help the salesperson understand how to leverage it as a time-saving mechanism.

Your salespeople don’t know their hot prospects

At any given time, your salesperson should be able to easily provide a list of their top five-10 prospects who are almost ready to sign a contract. If your salesperson is unable to give that information within seconds, it offers the opportunity to easily access that information in the home builder CRM.

Your salespeople and sales managers aren’t setting goals

Setting clear goals is the key to the growth of your company. If your salesperson and your sales manager are not setting personal and professional goals, the overarching goal of the company may not be met. The CRM can be leveraged to set professional metrics that align with your company’s targets.

Remember that home builder CRM training should be an ongoing process as your staffing evolves, there are new features within your CRM, and your sales goals adjust to the current market.