Best practice
Ben Fuller

Activity based selling - Pipedrive's superpower when used for real estate

Modern real estate agency owners and managers are realising that activity based selling is the new cutting edge sales tool for real estate. Not only does it make it easy to manage your team effectively. But it allows your sales team to focus on leading indicators rather than lagging metrics.

It is far more effective to focus in on future activities rather than on past barometers like close rates, quota and deal size. They are lagging indicators that don't allow you to get ahead of the game. Modern sales managers are insisting on real-time feedback on what their team is doing and what they are succeeding with. You need to be alerted to issues ahead of time via you pipeline and completed activities. Don't get caught out!

Using activities to drive sales is simple with Pipedrive. Simply set real estate specific activity types in Pipedrive and get your staff using them.

With Pipedrive the world's leading and easiest to use activities based CRM, it is the natural choice for real estate agents worldwide. And you don't have to be a pure real estate agency. Project sales, assisted living sales, property developers and others in the industry can get an immediate lift from switching from a traditional real estate CRM to a modern pipeline style, activities based selling tool like Pipedrive. And when you add in Motii's automated vendor reports for residential and project sales.

But what is activity based selling?

Activities help sales people not get caught up in their day-to-day. They can focus in on small, easy to complete and highly visible tasks that move the needle a bit at a time. Rather than looking at the macro waiting for the big deals to drop but not doing anything to make that happen.

Sales people often don't know what to concentrate on and they end up not knowing what truly matters.

How do I start with activity-based selling?

With Pipedrive for real estate it is simple to get started. Simply create you six or seven key Activities and spend 10-minutes teaching your sales team how to use them. If they make a phone call, record it as a call with the click of a button. And simply schedule a follow-up activity - again with a click of a button. How do I track my sales people?

Pipedrive's native reports can track day-to-day activities for sales people and sales departments. Simply bookmark the URL of your reports and you can check progress hour-by-hour if you wish.

How do I know what is a positive and what is a negative?

Once you have a few months worth of data, you'll begin to see patterns in the data. See what your top performers are doing and see how that tracks in the analytics. Assess your data and make sure that the activities that are seemingly meaningful are actually meaningful. Correlation is not causation so make sure that you assess the data as a whole.  

How to I make changes?

Using an activities based CRM makes it easy to make changes. You are able to see in almost real-time how much work each sales person is doing. Because they are a leading and not a lagging indicator you can then make changes that affect the future. You are not trying to change the past :-)  

What is the biggest advantage to activities based selling with Pipedrive?

To often in real estate the focus is on what is closing this month or this week. The issue with that approach is that it doesn't have any effect on what actually closes. Deals that are closing in the next weeks have already had the hard work done. It is those deals which are in the early stages of the sales cycle that has the biggest impact.

With activity-based selling you are provided with sales data that is free from human bias and allows you to provide sales management that makes a difference. Instead of your salespeople getting bogged down at a certain point in their process, activities-based selling shows you as sales managers exactly where that pain point is and how to solve it.

"With Motii's help we were able to dramatically decrease the complexity of our Pipedrive setup by merging many pipelines and looking at things from another angle. They strive to find the easy way to do things by removing complexity and thinking a few steps ahead."
Shanti Bedard
Marketing Director
Exit Advisory
Sydney, Australia

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