Page 20 - The Nationals - 2017 Gold WInners

SALES MANAGER OF THE YEAR

My success in new home sales management is ultimately attributed to incredible sales management

mentors during my time on the sales floor. I had leaders that inspired me to work hard to obtain my

goal of a sales management role so that I could give back to this industry that has given me so much
through a team of my own.

The daily achievements of my sales team push me forward and give me the energy to conquer each
day. Keeping a big team engaged, motivated and knowledgeable in all areas of the new homes

industry is a challenge I love to find the opportunity within, daily. I choose to lead by example and

face obstacles alongside my team. I recognize that training moments exist for all of us – from selling
to a difficult buyer or in a tough sub market to solving a dispute to get to the closing table. My team

members must be prepared to speak to every facet of our process to expertly guide the customer. We

always work to preserve the customer experience and learn from one another.

Recruiting is a constant focus and is one of my favorite aspects of sales management. I love that my

role allows me to seek out industry talent that would be a great fit for our team or find potential talent

that could be a super star in the making. I look for great recruits everywhere – industry events, stellar
customer service providers in restaurants and retail, career fairs and through referrals from colleagues

and team members. I dedicate time each week to for everything from meeting candidates for coffee or

phone chats to more formal interviews to keep my pipeline filled.

Cristi Thompson
Everyone in my professional and personal circles knows that I love to offer guidance to those

CalAtlantic Homes
interested in new home sales or new opportunities. I believe that training opportunities exist
everywhere so when a new recruit comes aboard I am sure to expose them to all aspects of our
Raleigh, NC
industry. I believe coaching and encouraging will yield the greatest results from people. My team

knows they can reach me any time and bring me any challenge or question to work through together. If the sales representative loves what they do
and believes in our company and our homes then they are more than half way to closing the sale before they encounter their first customer. It is my

duty to make sure every sales team member feels this way about their role.

My most valuable quality is an ability to set my agents up to achieve success. I recognize the value in utilizing all of the tools available to us our CRM,

training programs supported by our company, industry education opportunities and workshops. We set goals together and monitor progress frequently

so that we can adjust them where needed, identify areas for improvement and celebrate the wins! We have multiple touch points throughout our

customers’ experience and each time they work with our representatives it is a reflection of our brand and who we are as professionals. The customer
is thoughtfully considered with each interaction.

Shawn Essex
Ultimate New Home Sales & Marketing, Inc.

Anaheim, CA

Angela Ferrara

The Marketing Directors - Adrienne Albert
New York, NY

Chris Hartley

Dunhill Homes
Dallas/Ft. Worth, TX

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