“These are people who know the property management game well,” says Jayson Yoss, founder, president, and designated broker of GoldenWest Management in San Diego.
For sales and business development managers (BDMs), there are never enough hours in the day. For sales and business development managers trying to nurture and grow an entire team of salespeople, there are never enough days to begin with.
Jayson Yoss of GoldenWest Management, in a recent interview with Strategic PM, tends to agree. “Most managers just don’t have enough bandwidth for effective sales management,” he says.
RentScale’s fractional sales managers enter the picture to ease the burden of that cumbersome workload. To Jayson, it’s a clear benefit to “hire out a fractional sales manager who not only has the same ideas and cultural thought processes on how to close but is specific to our market.”
“These are people who know the property management game well,” he says. “That makes the trust and handover factor much easier.” RentScale has been helping hire, train, and manage top-performing business development managers for over seven years.
But sales support—as far as property management is concerned—shouldn’t come from just anyone. Integral to Jayson’s problem-solving was the experienced and knowledgeable support he received from those who understood, from many angles, what he was going through.
“It’s a force multiplier for our BDMs and sales management team,” he says. “When you understand what BDMs go through, it makes it easier to train and facilitate a BDM.”
Fractional Sales Support vs. Full-Time Sales Manager
But why not just take the time to hire a full-time industry expert? To Jayson, full-time roles demand full-time responsibilities, and the more cost-effective solution was bringing on support whose sole responsibility was to train, nurture, and develop. Nothing else.
Strategic PM Staff
