Jen Barkan is joined this episode by special guest Rodrigo Segnini, Vice President of Sales and Marketing with Stylecraft Builders in Texas. Jen and Rodrigo discuss their unique journeys to the homebuilding industry, how Stylecraft has transformed its online sales team to now be on pace for a 70%+ contribution rate, and advice for sales leaders when it comes to expanding online sales.
Jen and Rodrigo Discuss:
- Rodrigo's sales background, and incredible growth within Stylecraft
- Advocating for online sales teams and the impact of data and reporting
- Stylecraft's superstar online sales team and its growth over the years
- The benefits of having an Online Sales Manager and why this position was created at Stylecraft
- The introduction of long-term follow-up processes and the incredible sales influence this had -- resulting in an additional 60 sales in one year
- Rodrigo's advice for leaders getting pushback from sales on managing online leads
- Effectively shifting company culture when setting up a brand-new online sales team
- Advice for online sales specialists on always thinking outside of the box and looking for ways to get out of your comfort zone
- Key takeaways for online sales leaders
Skills Check! (39:20)
- Jen recommends taking the time to go deeper with data this month, and pull a full audit
- Make sure that your messaging is accurately reflecting what the lead source is
- Reviewing email templates and follow-up processes
- Have you done everything you could do with follow-up leads?
