NARPM Radio Close Like a Killer: How to Train a Sales Team That Actually Sells
Oct 8, 2025
Jennifer Merritt, COO and Integrator at RentScale, shares her rich experience in sales and real estate. She discusses the key differences between big-ticket corporate and property management sales, emphasizing the importance of emotional selling. Jennifer argues that sales skills can be trained, highlighting the need for the right mindset. She offers insights on evaluating business development managers quickly and recommends effective compensation structures. Additionally, she provides strategies for easing tensions between sales and operations and effective selling to different personality types.
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From Metals Sales To PM Sales Coach
- Jennifer Merritt recounted moving from selling metals to coaching BDMs after building training programs for a $4B company.
- She leveraged adult learning techniques and property experience to transition into property management sales coaching.
Prefer Local BDMs For Market Credibility
- Hire BDMs who are boots on the ground in their market whenever possible to boost credibility and local prospecting.
- Use remote BDMs only when you have enough inbound leads and the role is more inside-sales focused.
Design Simple, Scalable Comp Plans
- Keep comp simple: pay a competitive base and use escalating commissions to reward volume and behavior.
- Work comp backwards from your RPU and P&L to ensure the hire is affordable and sustainable.