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Company: Kimball Hill Homes, Houston, TX
Company Description: Kimball Hill started buidling homes in 1939 to help his fellow veterans find affordable and qualiy homes. Today, KHH continues the tradition. As the Nation's 22nd largest homebuilder, we have over 800 Associates who help create the American dream for over 4000 families per year. Together we show that caring excellence can be achieved.
Nomination Category: Best Organization Achievements
Nomination Sub Category: Sales Process of the Year
Nomination Title: The Showtime Sales Program
How many people are in your organization's entire sales department?
168
What is your organization's annual sales volume? If this information is confidential, simply enter "Confidential" in this space:
confidential
Provide a brief biography of the leader(s) of your sales organization (up to 100 words):
Lilli Barnett brings 25 year of experience in the real estate industry.She has
worked in many disciplines with the private and public builders across
America. She combines real hands on experience with a strong educational
background in the sciences and psychology and business fields, completing her
MBA in 2005.
She is the company's designer of the National Training Program, known
as "Showtime" that encompassing a team directed customer experience process.
This program has participation from all fields and disciplines in the company.
Describe for the judges your achievement in this category (up to 100 words):
KHH owner, Dave Hill extoled the virtues of using the "Showtime" sales
process, created and directed by Lilli Barnett in this statement, "The
Showtime process difference is illustrated by these figures (actually quite
positive in this challenged housing market) KHH sales this FY showed only an
8% decline in sales, compared to other builders who reported double digit
declines of 21%-33%+ in this same selling period. In this housing
environment, this is a remarkable achievement and shows the power of our
sales process. These results don't just happen, they are born out of
commitment, sacrifice, and passion...all virtues embodied by Lilli and her
caring excellence attitude towards the team approach to our sales process."
Briefly describe the 3 keys to the success of your sale process (up to 100 words):
1. Material was realistic, engaging to the team as well as the guests, fun and
yes, usable in the real world field setting; was cutting edge appropriate to
the new hosuing market situation (challenging!);
2. All participants gained an understanding of the whys (science) behind the
art of the process;achieving "buy in" to the new process from managers and
associates;
3. Offered a blended learning method so that e-learning, combined with
classroom, field observations, and management process assessments were
utilized, as well as consistent reinforcement of the process.
List the 3 most important lessons your organization learned during this process (up to 100 word):
1. The housing market may be down in general, but we Can differentiate
ourselves by following a strong, results oriented guest/customer proecess that
garners quality sales and closingg numbers;emphasing the development of the
relationship with the guests, rather than throwing a lot of incentives at them;
2.It is not about the experience, rather the "Total Experience"; thus the goal
of the process was to train all member of the team who touched the
guest/customer to utilize this results oriented process;
3.In order to make a real difference, the message throughout the company must
be consistent, creating an "earn their trust" atmosphere for both the internal
and the external customer..this can and does happen with the Showtime process.
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