Sales progression is not for the faint hearted!

May 6, 2016

Sales progression is definitely not for the shy and retiring types! You have to think on your feet, outside the box and be forever optimistic. There is no problem; only a hurdle to overcome, a challenge to be won! We love those challenges! That’s our job. It’s not easy, but it’s certainly not dull!
This past week alone we’ve seen a bankruptcy restriction on a property, a vendor who spends the majority of time working abroad, a lease amendment request needing to be actioned by a council, a declined mortgage, 2 survey issues and more……. but we’re still smiling and so are our estate agent clients! They haven’t had to spend their time dealing with the solicitors, the frustrated sellers, the anxious buyers.
We estimate that dealing with the average case from sale to exchange takes about 6hrs over its life. That’s dealing with it proactively and without issues arising. Add in any one of the above and you start to rack up more time. If you’ve got an in-house sales progressor dedicated to this then your sales are not being affected but if not, how many more sales could your team be agreeing or valuations won if they were not stuck in the office speaking to solicitors?
A good post-sale experience is critical to repeat business, recommendations and ultimately happy customers. A dedicated resource is the best way to achieve this so their focus is solely on sales progression. Did you know that the true cost of an employee is around 1.8 times their annual salary? If you’re looking to hire someone to deal with your sales progression and get back valuable time in your sales team resource then you may want to consider outsourcing, it could be cheaper.

Alex Evans

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