HUMAN FOUNDATIONS™
WHITE PAPER FOR BUILDER SALES LEADERS
For VPs of Sales, sales managers, GMs and owners at homebuilders and residential developers.
Your sales team has the skills. Here's why they don't hold.
The Skills Gap We Call a Character Flaw. Why builder sales teams with every hard skill still struggle to perform, and the development system the industry never built. A free white paper from Jennifer Dechaine.
Free. Then practical notes from Jennifer for builder sales leaders. Unsubscribe whenever you like.
WHAT'S INSIDE
Five arguments, and seven questions for your next leadership meeting.
01
The edge has moved to the person
When the product converges, the advisor is the differentiator.
02
Hard skills were never the problem
Your team already has them. What decides results is whether they hold under pressure.
03
Performance-based pay is an incomplete system
It solved for the upside. It never solved for the downside, and research now measures what that downside does to judgment.
04
Attrition is a cost decision, not weather
Builders pay for it directly. The paper shows how to calculate what it costs you.
05
What the industry called character is developable
Confidence, resilience, regulation and coachability can be built on purpose, inside a system.
It ends with seven questions worth putting to your own leadership team, starting with: What does one early junior departure actually cost us?
About Jennifer Dechaine
I spent 25 years inside the grid.
Jennifer has spent almost 25 years in new home sales and new construction, 10 of them leading builder sales teams as VP of Sales and General Manager at a mid-sized integrated home builder. She was a teacher before she was a salesperson, and she built Human Foundations from what burning out twice and rebuilding taught her about the human side of performance-based work.
Human Foundations works with homebuilders and residential developers to develop their New Home Sales Professionals. Not with another closing seminar, but with the human skills that make hard sales skills actually land.
HUMAN FOUNDATIONS™
Built by Jennifer Dechaine for homebuilder sales teams