Thursday, November 05, 2009

Managing Sales for Construction Projects

Over at construction management degrees Elizabeth Johnson has published a list of the Top 100 Blogs to Boost your Sales Skills . As this blog is included in this list (No. 60), I have invited her to write a guest article to give us some insights on what it takes to be successful as a Sales Managers for construction projects.

A sales manager has various responsibilities, not the least of which involves being responsible for managing an entire team of sales representatives and others. You have the usual job of making sure that the people working under you meet their targets and that they are doing their jobs to the best of their abilities. But when you’re responsible for managing sales in a construction project, you need to know more than just how to sell or how to motivate to sell.

Sales managers for construction projects are generally entrusted with dealing with customers who wish to customize their living or working space. This means they need to know a lot about the construction process and the industry as well, because they will be talking to and dealing with clients before the home or office is built. They have to coordinate various factors, starting with the design and including cost as well.

When you have to talk to clients about the way their home has to be designed, you need to know more than just the basics about architecture and interior design. You need to be able to tell customers if certain design ideas are feasible or not, which is why you need to know architecture even though you are basically a sales manager. And besides the possession of knowledge and experience in these subjects, you must be thoroughly dedicated and motivated.

Your main aim should be to provide the customer with a unique experience that is tailored to suit their needs. And in order to do this, you need to know how to work with a team of industry professionals so that your company is a success. Collaboration is a very important part of any business deal, and only when you can work in tandem with your colleagues can you impart to the customer a truly enriching and rewarding experience.

Your communication skills should be excellent – as someone connected to sales, you must have the gift of the gab and know how to read each customer individually and tailor your words and actions according to their temperament and needs. And even though you are a manager, you must spend enough time in the field, being actively involved in promoting your projects, dealing with clients, taking care of any problems that may arise, and knowing all that is going on in your department.

Even though the construction industry is presently just recovering from the crash of the recession, qualified and skilled construction sales managers are in still in demand.

Elizabeth Johnson writes regularly on the topic of construction management degrees . She welcomes your comments and questions at her email address:


  1. Managing sales of an construction project is not that easy as the other industry sales.But this is an fantastic article written for Managing Sales of an construction project.

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  2. Thanks for sharing such a wonderful article with us.


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