Sales Enablement At A Large Real Estate CompanyReal Estate & Property Management

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challenge

Managing Sales Teams can be very challenging in a buyer's market like Real Estate. It is becomes more difficult when the team has to work with a Sales solution that does not help them.

Sales staff were finding it difficult to use the Sales system. It was not being properly updated resulting in lack of proper data for reports. The difficult market situations meant that ROI for paying huge license costs was not there.

solution

Agility 360 team stepped in to help the client to manage the crisis. We analyzed and found serious issues in the existing data quality. There were also many process gaps which meant the staff had to do some tasks offline. This was also one of the reason the Sales staff were not using the system effectively.

The system was also not flexible and the client had to build a process around the Sales system. The reports created manually only captured the tasks completed and did not help in planning the Sales strategy.

Agility 360 worked on three focus areas,

1) Better UI experience so its easy for staff to use

2) Proper integration of all Sales processes

3) Data cleansing and upload; Steps to avoid such issues in future

We worked with the client in understanding complex API integrations. The new Sales system enabled the Sales heads to be able to plan strategies analyzing actual and reliable data.

At the core of the engagement was to help the client provide an excellent customer experience.

results

Sales Teams are now more empowered; Management also has the benefit of generating reports instantaneously whenever needed. They can now make decisions on the fly based on the latest real time data.

The effort vastly improved the company’s planning and execution functions, created and implemented a new Sales policy that accounted for specific offers and key metrics, streamlined the Sales process and reduced Sales Cycle times.

By the numbers, the change from baseline since moving to Sales new system:

  • Reduced Sales Cycle by 30%
  • Staff usage of system up by 50%
  • Productivity up by 25%
  • Leads and Deals worked on up by 30%
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