When building a successful team in the new homes industry, balancing experience levels and finding employees with the right skills and mindset is key.
Based on our recent poll responses, 60% of respondents reported the highest retention and success with experienced employees, 13% with less experienced employees, and 27% with a balanced mix.
These insights highlight the challenges of retaining less experienced employees while hinting at the potential value of hiring people with transferable skills outside the new home industry.
Let’s dive into strategies to address these areas and unlock the full potential of your sales and customer care teams.
Retaining less experienced employees: The hidden opportunity
While experienced employees bring proven skills and familiarity with the new homes market, focusing on less experienced team members can be a powerful way to build loyalty, foster innovation, and secure long-term success. The 13% who thrive with less experienced employees are likely leveraging these strategies:
Strategies for success
Robust training programmes
Equip new hires with comprehensive onboarding and continuous learning opportunities. Pair classroom learning with hands-on experiences, such as shadowing seasoned employees or participating in real-time sales calls.
Mentorship and coaching
Create a mentorship system where experienced team members guide less experienced ones. This helps newer employees feel supported while fostering a collaborative culture.
Clear growth paths
Define achievable milestones that show how less experienced employees can grow within the company. Highlight success stories of team members who started in similar positions and advanced.
Recognition and inclusion
Celebrate small wins to build confidence. Involve less experienced employees in decision-making to make them feel valued and invested in the team’s success.
Hiring salespeople with transferable skills
New home sales require a unique combination of relationship-building, industry knowledge, and resilience. While having direct experience in the new homes sector is valuable, talent pools shouldn’t be limited to those already in the industry. Hiring salespeople from other fields with transferable skills can infuse your team with fresh perspectives and untapped potential. Fields that can help you tap into high-quality candidates are industries such as luxury retail, luxury gym sales, care sales and luxury travel.
Key traits to look for in candidates
Sales acumen
A strong ability to sell is critical. Proven success in industries such as retail, automotive sales, or hospitality often translates well to new home sales. These candidates typically bring a customer-centric mindset and the ability to close deals in dynamic environments.
Resilience
New home sales can be unpredictable, requiring professionals who can handle setbacks, adapt to market fluctuations, and maintain enthusiasm through challenges. Resilient individuals thrive under pressure and keep pushing forward to achieve their goals.
Adaptable
The new homes market has its unique complexities, from understanding construction timelines to navigating financial processes. A candidate’s willingness to learn and adapt to these nuances is crucial for success. Those who embrace change and stay open to feedback often become top performers.
Driven and self-motivated
Selling homes requires determination and a proactive approach. Candidates with an innate drive to succeed will likely excel, as they are self-starters who go the extra mile to exceed targets and meet client needs.
Empathy
Building trust with clients begins with understanding their unique needs and concerns. Empathetic candidates can put themselves in the buyer’s shoes, ensuring a more personalized and positive customer experience—essential in both sales and long-term client relationships.
Personable
People buy from people. Candidates who are personable, approachable, and able to form genuine connections can significantly enhance the sales experience. A friendly demeanour and effective communication skills create a memorable and trustworthy impression on clients.
When hiring for new home sales, look beyond the resume. By focusing on these traits, you can uncover talent from diverse backgrounds who have the potential to drive exceptional results.
How to evaluate transferable skills
Behavioural interviews
Ask candidates to share specific examples of past experiences where they showcased key qualities such as persistence, conflict resolution, and a customer-first mindset. These insights can reveal how they approach challenges and build relationships outside the new homes industry.
Simulation exercises
Conduct role-playing scenarios tailored to common situations in the new homes sector. These exercises help you evaluate how candidates think on their feet, communicate, and solve problems in real time.
Assess cultural fit
Look for candidates who align with your company’s values and demonstrate genuine enthusiasm for learning the intricacies of the new homes market. A strong cultural fit ensures they’ll integrate seamlessly into your team and embrace the transition into a new industry.
Balancing your team: The case for mixed experience levels
The 27% of respondents who find success with a balanced mix of experienced and less experienced employees have discovered a sweet spot. By fostering collaboration between seasoned professionals and eager newcomers, teams can strike a balance that drives both stability and innovation.
Best practices for a balanced team
Cross-training opportunities
Encourage knowledge-sharing sessions where experienced team members can pass on tips while gaining fresh ideas from newer colleagues.
Team building activities
Create opportunities for collaboration and trust-building to bridge the gap between different experience levels.
Feedback loops
Set up regular feedback sessions to ensure all team members feel heard and valued, regardless of their experience.
Success in the new homes industry hinges on cultivating a team that combines expertise, fresh perspectives, and a shared commitment to excellence. Retaining less experienced employees requires a proactive approach to training and engagement while hiring salespeople with transferable skills opens doors to a broader talent pool.
By adopting these strategies, you can create a team dynamic that not only enhances retention and performance but also keeps your organization adaptable and future-ready.
Are you looking to hire? Get in touch today!
