Success Stories
East Homes (subsidiary of East Thames)
East Homes is the largest multi-tenure housing provider operating in east London and Essex. It is a social regeneration agency that provides 13,500 home to meet a wide range of needs. East Homes has around 1,500 new homes under development.
Project
Improving Performance - Sales and Lettings Department
Location
London
The brief
Freshwaters Consultancy was commissioned to help the sales and marketing teams to improve their overall performance so that they achieved their property sales targets, as well as raise their profile among internal stakeholders.
To achieve this we worked collaboratively with 15 staff members to identify the challenges and put a workable plan of action in place. Freshwaters Consultancy provided clarity and strategic direction, and also coached and encouraged the teams to build their confidence in a future that was an improvement on their present situation.
The driver for change was the realisation by the teams that they needed to take collective responsibility and lead the organisational transformation. To celebrate their achievements, we introduced the innovative idea of a ‘Lunch and Learn’ event to share experiences on their new approach to selling properties and achieving targets.
Outcomes and benefits
- A new platform for the sales and marketing teams to operate from.
- An improvement in the sales process and an increase in the number of properties sold compared to the same period in previous years.
- The Sales and Lettings Department was acknowledged and rewarded.
- The ‘Lunch and Learn’ was established as a model of good practice by the Learning and Development Department. It was also adopted and adapted to meet the needs of other subsidiaries of East Thames.
Testimonial
“The Sales and Marketing ‘Lunch and Learn’ was very successful. Thanks to Maureen, it is now recognised as a tool to share learning and knowledge with different teams across the organisation. It helped to develop a great sense of pride and everyone played a role. It represents a turning point for the image and profile of the team and, in turn, the department and my role in leading it .”
Kate Worley
Head of Sales and Letting, East Homes
Resources
Visit:
www.east-homes.co.uk
Read:
East Homes staff Newsletter - Eastern Edition July 2006
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