International Builders' Show
February 9-11, 2021
Orlando, FL
FEB 9-11, 2021

The 6 Key Metrics for Managing Sales as Efficiently as Production

Wednesday, January 22 | 12:00 - 1:00 PM

Location: LVCC - South 227

Registration Type: IBS Full Registration or 1-Day Education Registration

Format: Building Knowledge SessionMore Info

Level of Content: AdvancedMore Info

Who Should Attend: 55+ Housing Builders & Developers, Sales & Marketing Professionals, Single Family - All

Track: Sales & Marketing

Speaker Handouts and Other Documents

What It's About:

In construction, the estimating and managing of a job are incredibly complex, yet these are processes that have become quite predictable because they are measured with estimates, costs, time and profitability. So why does the process to sell a job have no measurable metrics outside of “was the sale made?” This advanced session will reveal how sales managers have the ability to measure, and more importantly, fine-tune their sales process the same way a production manager runs a job. Come away with the six key metrics to make continuous process improvements throughout the life cycle of the sale and move your sales process from good to great.

What You'll Learn:

  • Learn industry-standard metrics for generating leads including costs and conversion ratios.
  • Discover the average number of days to convert leads into prospects, and examine the key milestones a lead completes before becoming a prospect.
  • Know how to project future sales by developing, tracking and measuring your own detailed sales process.

How to Attend:

Participants must be registered for a full registration package or a 1-day education with expo pass package valid for the day of the session they wish to attend. Seating for Building Knowledge sessions will be on a first-come, first-served basis.


Continuing Education:

NAHB - 1.00 CE hour(s), NKBA - 0.1 CEU(s)

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    Washington, DC 20005

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