"Now we have the facts, to dare to let go and grow through the team - Notar Västerås"
Letting go of the role of the office's sharpest broker was a little uncomfortable. But the sales manager's hat remains first and foremost that the brokers' results are in focus, the goal is now for the brokers to become the new stars of the office. Our sales meetings are more crisp, the brokers have developed and are better than before. We passed the 16 million target already at the end of September. We have also increased our market share and Notar is clearly the first choice for most sellers and buyers in the region.
Karam Kaiser, CEO and Sales Manager, Notar Västerås
Background information
In early 2021, jvi started working with Adviser Partner with clear objectives:
Freeing up more time for my work as a sales manager focusing on strengthening broker performance.
Establish a more efficient and sales-driven process - with the ambition to be "first in mind" in our region.
Increase turnover from around SEK 12.5 million (2020) to SEK 16 million in 2021 - without expanding the team or resources.
We wanted to create real change, not through temporary interventions, but by developing our sales in a long-term and sustainable way.
Challenge
As the office's top salesperson, it was a big step to let go of some of the operational sales work and step fully into the role of sales manager. The focus needed to shift from personal performance to the collective performance of the team. At the same time, there was the challenge of increasing sales significantly - without adding staff or increasing costs.
Success required behavioral change, new leadership and clear training in the sales process. The question was: How do we get the most out of the team - with existing resources?
Solution
Together with Adviser Partner, we laid the foundation for a structured and targeted development program
Regular sales training for agents in the form of workshops and training every 4-6 weeks - with clear tools to use directly in everyday life.
Coaching between the training sessions, where I as a sales manager developed in my leadership, with a focus on releasing power in the team
Focus on follow-up, clear sales meetings and daring to do new things to achieve new results.
Outcome
"2021 was the year when I really took the step from top salesman to sales manager - with the support of Adviser Partner. I can warmly recommend other leaders inside or outside Notar to start the same journey. It has made all the difference."
The results were not long in coming. Already in September we passed our target of 16 MSEK. We increased our market share and Notar became the natural first choice for both sellers and buyers in the region.
To keep up the pace, we set a new target for the year: SEK 20 million. The pace has continued and we are entering 2022 with full momentum.