We have tested over 400 receptionists through all the businesses we have worked with and the profiles of the ones the business owners tell us are very good, are identical to the sales people.
Yes, equal to the BETTER sales people, especially in specialist sales organisations like Real Estate offices. You’re surprised that this role is so important to your business achieving new sales? I’m not.
One of the characteristics with new business or ‘hunter’ style sales people is they are not focused on details as they are often working too quickly. The upside of that is they are willing to handle a million balls at once, which is the first reason you need a hunter at reception. That is, they don’t handle a lot of detail as a normal part of their work, but in a busy office they need to be good with volume and not get flustered.
The second reason is the reception deals with the most important people, your public, often in times of crisis and confusion and if they cannot calm, or stall, an unhappy caller before they are dealt with more fully, the caller will turn their distress at your business and most often never call back. You get one chance at the really important issues to make a difference and the front desk is the first person the public will deal with so they can make a huge difference in supporting your prospects and clients before they are heard by the ultimate representative.
The third reason is that reception is the best way to give someone too young to sell or unable to work full-time a chance to learn the whole business while you wait for them to be ready to sell. Given how hard it is to find quality sales staff at any level why waste this role on someone who does not aspire to a career path inside your business.
If you are interested in a simpler more accurate way of finding sales staff who can sell, whether for reception, a listing agent or a BDM for new managements contact me at firstname.lastname@example.org or call now on 0407 005 290
Wanting to grow your sales team? Have you considered growing your talent within?
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