How to Motivate Your Sales Team | Webinar Recap

How to Motivate Your Sales Team | Webinar Recap

Webinar Description


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

00:00:00 Intro
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

Important Links

Webinar Sponsors

Webinar Panelists

Erbs Mngmnt Group

Alex Erbs
Erbs Management Group

mini mall storage

Raheem Amer
Mini Mall Storage

Atomic Storage Group

Rick Beal
Atomic Storage Group

Sentry self storage management

Scott McLaughlin
Executive Vice President
Sentry Self Storage Management

Jessica Johnson
Vice President

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