Short answer: To manage an apartment sales team, management needs to see three things in real time: each salesperson's target and result, the quality of conversations with buyers, and where each deal is stuck. In MemorCRM every salesperson has a monthly target, calls are recorded, all correspondence is kept on the buyer's card, and management gets reports on the phone through a Telegram bot.
A developer's sales team usually includes several salespeople, agents and a cashier's desk. Management often learns the result at the end of the month, from the money in the till. Who is doing well, who is losing buyers, which conversation failed to become a deal: during the month that is hard to see. This article looks at how MemorCRM helps manage the sales team.
Why do salespeople need a clear monthly target?
A monthly target is a numeric goal for each salesperson: calls made, deals closed and tasks completed.
A general "work harder" achieves little. Edwin Locke and colleagues, authors of the most studied theory of goal setting, concluded in 1981 that in 90% of laboratory and field studies, specific and challenging goals led to higher performance than easy goals, no goals or "do your best" (Goal setting, Locke et al. 1981).
In MemorCRM each salesperson has a monthly target, and progress is visible in real time. Management does not wait for month end: by the 10th they can see who is falling behind and step in.
How do call recordings help salespeople improve?
MemorCRM connects to OnlinePBX telephony: calls are recorded and attached to the buyer's card. That gives management and senior salespeople two options:
- Coaching. Play a good conversation to the whole team as an example, and review a weak one together with the salesperson.
- Resolving disputes. If a buyer says "I was quoted a different price", the recording can be checked.
In many companies sales coaching is ad hoc. In the CSO Insights 2017 study, almost 70% of companies had random or informal coaching, and only 11.3% combined a formal process with CRM capabilities (CSO Insights, DestinationCRM). Call recordings and CRM numbers make coaching systematic.
Why keep the whole buyer history on one card?
In MemorCRM calls (with recordings), SMS, Telegram and Instagram messages are kept on one buyer card. That helps when:
- a salesperson goes on leave or quits, so a colleague does not start from zero;
- a buyer writes on two channels, so they do not become two separate leads;
- management reviews a deal, so the whole conversation is in one place.
Roles: who sees what?
The MemorCRM site lists who the system is for: real estate and construction companies, developers, sales teams and managers, sales agents, cashiers and finance. Access is role-based. For example, it can be set up like this:
- Salespeople see their own leads, bookings and tasks.
- Agents work only with buyers assigned to them.
- Cashiers and finance see payments and debt.
- Management sees reports for the whole team.
That way the buyer base never becomes one salesperson's "private property", yet everyone sees only what they need.
A Telegram bot for management
Management is not always at a computer. MemorCRM has a Telegram bot for management that sends key notifications and reports to the phone, such as how many leads, bookings and contracts there were today. Telegram is the most widely used messenger in Uzbekistan, so no separate app is needed.
Which metrics should you track?
Key metrics for an apartment sales team:
- each salesperson's first response time to a new lead;
- conversion from lead to showroom visit;
- conversion from showroom to booking, and from booking to contract;
- each salesperson's monthly target completion;
- the number and value of overdue payments.
More: sales team KPIs and reports.
Self-check
- Can you state each salesperson's result for this month right now, in one minute?
- If a salesperson leaves, does their correspondence with buyers stay?
- How many conversations did you listen to and review with salespeople last month?
How does Deep Vision help?
MemorCRM is Deep Vision's own product. Deep Vision is an official Odoo Gold Partner in Tashkent with 89% customer retention (Odoo partner page). During rollout the team configures roles and permissions, targets and reports, connects telephony and the Telegram bot, and trains salespeople, cashiers and management. According to Deep Vision, MemorCRM is used in 6 Central Asian countries.
Frequently asked questions
Can a salesperson download and take the buyer base?
Access is role-based. Who can see and export what is configured during rollout.
Where are call recordings stored?
Calls are recorded through OnlinePBX and attached to the buyer's card.
Are targets only about the number of deals?
No. According to the MemorCRM site, targets cover calls, closed deals and tasks.
Sources
- Goal setting (Locke et al., 1981)
- DestinationCRM: CSO Insights, Dynamic Sales Coaching
- Deep Vision on odoo.com
- MemorCRM
See your sales team in MemorCRM: send a request or call +998 77 093 00 07.