On the Couch with M&M | Maria and Manos

HOW TO PERFORMANCE MANAGE YOUR TEAM 

WHAT KPI’S YOU SHOULD USE TO MONITOR YOUR SALES AGENTS.

Today we tackle the frequently asked question: “How do we performance manage our team members to help them be the best they can be?”

In today’s episode, we discuss the benefits of tracking your team’s performance and what you can do as a principal or business owner to help your team members continuously reach and go above and beyond their targets.  However, as there is no ‘one size fits all’ Key Performance Indicators, we’ll provide you with the KPIs you should monitor for the three different types of sales agents that you often find in your team: the newcomer, the established and the veteran.

Watch today’s episode for tips on what type of tailored KPI’s you should monitor so that each individual within your team has the support needed to transcend average performance. 

We hope you enjoy this episode, and as always, please feel free to share the post or tag someone you may think will benefit.

We welcome your comments below.

Thank you, M&M

0:30 – The 3 different levels of sales performance in Real Estate

1:30 – Level 1 – Brand new to the real estate industry

1:50 – KPI #1 – Demonstrating Energy, Enthusiasm and resilience

2:35 – KPI #2 – Demonstrating an eagerness to learn

4:07 – KPI #3 – Demonstrating dedication to the tasks and the outcome of the tasks

4:49 – What gets measured, gets done

5:22 – Providing structure to a new team member in your business is key

5:38 – Level 2 – The agent who’s been in the industry 1-3 years

6:14 – KPI #1 – Understanding their appraisal to list ratio, their success ratio and their opportunity ratio.

6:43 – The data will show you what skills the agent needs to develop further.

7:30 – KPI #2 – Demonstrating Effective and proactive Vendor management techniques

7:52 – Level 3 – The veterans

9:04 – KPI # 1 – GCI

10:07 –Accountability buddies or coaches can help agents keep on track and achieve their targets

10:30 – Meeting KPI’s connects with training

10:53 – Tailor your training to your team members’ level of expertise