Ep 8: How to Train & Develop Rockstar Sales People

Welcome back to another insightful episode of the Properties to Profits podcast! In this episode, Michael dives into the complexities of managing salespeople, sharing candid reflections on his own challenges and the actionable strategies he's implementing to improve. From the initial interview process to onboarding, ongoing training, and knowing when to let go of even performing sales reps, Michael provides a comprehensive guide to building a strong sales team. Whether you're struggling with accountability, cultural fit, or maintaining performance standards, this episode is packed with valuable tips to help you navigate the tough decisions and keep your business thriving.

Timeline Summary

[00:38] - Michael introduces the topic of managing salespeople and acknowledges his own struggles.

[01:00] - The importance of a thorough interview process and red flags to watch for.

[02:42] - Michael shares a cautionary tale about a bad hire and the lessons learned.

[05:20] - The significance of in-office evaluations and culture fit.

[07:03] - The five-step hiring process and why it’s crucial.

[08:07] - Effective onboarding: setting the stage for success with clear expectations and regular check-ins.

[10:29] - Ongoing training and the necessity of continuous improvement.

[12:17] - Managing emotions in salespeople and maintaining performance through biweekly check-ins.

[14:18] - The critical need to uphold core values and when to let go of performing but culturally misaligned reps.

[16:17] - Innovative tips for engaging with sellers via text and voicemail.

[18:08] - Always having a backfill of potential hires to maintain business continuity.

Links & Resources

• Follow Michael on Instagram: RealEstateMike02

Closing Remark

Thank you for tuning in to the Properties to Profits podcast. If you found this episode valuable, please subscribe, share, and follow us on social media for more tips and updates. Until next time, keep turning properties into profits!