DO YOU KNOW HOW TO MOTIVATE YOUR SALES TEAM?
Team motivation is one of the most important components of tenant retention over time. In this episode of Self Storage Unlocked, our expert panelists discuss:
- How to keep your team morale high.
- Training your team to face common sales objections.
- How to boost your team’s positivity and sales performance.
Date: September 1, 2022 Length: 01:00:08
Topics and Questions Discussed
00:00:15 What is the SBOA?
00:02:00 Housekeeping & Introductions
00:11:00 Do you trust your manager? – Red flags
00:12:50 Explaining CAP rates and NOI to your manager(s)
00:15:42 How often do you look at financials with your managers?
00:18:00 What’s important for a self-storage manager to understand?
00:18:55 How do you keep your managers motivated? – Contests and incentives
00:21:20 How to communicate sales-driven results to your team
00:25:11 What metrics do you use to base incentives on?
00:28:15 Are these strategies having the desired impact on your business?
00:32:20 Hiring and recruiting: finding the right person for the job
00:36:40 Lease-up property vs. Stabilized property: who to hire
00:39:30 Do certain hiring practices limit your candidate pool?
00:40:20 How to gauge a candidate’s knowledge of the self-storage business
00:41:47 Job shadowing pros and cons
00:44:32 Overcoming sales objections
00:49:57 How to motivate staff to drive retail product sales?
00:53:53 How do I sell merchandise with less foot traffic coming in the door?
00:56:00 Fire round: Best tips for KPIs to measure
Erbs Management Group
Mini Mall Storage
Atomic Storage Group
Executive Vice President
Sentry Self Storage Management