Cresa Atlanta Grows Revenue
By Over 20%

Cresa is the world’s leading global commercial real estate advisory firm that exclusively represents occupiers and specialises in the delivery of fully integrated real estate solutions.

Cresa’s Revenue in the Atlanta Office Is Going To Be Up 20% To 25% in 2024

More Collaboration and Teamwork Came Out the Training Than Ever Before

The Industrial Group Is Now Seeing Great Success in Portfolio Business

Chris Scott leads Cresa’s Atlanta office as Market Leader and Managing Principal where he oversees the development and execution of Cresa’s market plan and growth strategy.

Before working with Growth Genie Chris stated, ‘’I’d never had any formal sales training in my 30 year career. And I felt like it was something I was missing, especially in this new day and age.’’

‘’For an old guy like me being in the business for so long, when I started, I think cell phones were brand new. So going from selling in that environment till today, it’s light years different.’’

Cresa had a number of junior reps and a few more senior reps involved in the training. The junior reps could benefit from developing a great solid foundation, and the more senior reps could analyse their existing processes and techniques to identify areas to improve.

Get in touch for more information on Growth Genie’s B2B sales training programs, B2B sales cadence development, and B2B sales playbooks.

Growth Genie began their work by both analysing all Cresa’s existing sales documentation, and conducting a number of interviews with management, their sales reps, and other key stakeholders to understand the company’s existing processes, ideal customers, their pains and the broader industry.

With this information – along with their internal processes and expertise – Growth Genie created a custom sales playbook, sales cadences, and a sales training program to help effectively position Cresa in both their office and industrial markets, with the goal of helping them to book more sales meetings, broker more deals and grow revenue.

Talking about the process, Chris states, ‘’what I loved about it, we ended up going through with 10 to 12 brokers. We had a couple of seasoned guys that just sat in with their team, but I’d say we had two different groups of five or six. I broke them up into two teams because we’re office and industrial, so we had five or six office guys, and five or six industrial guys, that met once a week with Great Genie.’’

‘’And really what I loved about what you guys did specifically is I think it would be easy for a sales company to come in and just give a platform of what they use with every single company they work with.’’

‘’You guys came in and really dug in way more than I anticipated into what we did, our platform, how we sold the different tools within our platform, to really understand how we sold and what would work, and what wouldn’t work, in the real estate tenant rep world.’’

There was also a large difference in the seniority of the reps in the program from very junior to very senior. Chris explains to begin with, ‘’I was a little bit anxious when I had folks that were really six months in the business and I had some folks that were 30, 35 years in the business, and how could they really learn and implement the same sales tools?’’

‘’But what I saw from the senior level folks, it really energised them.’’

‘’I think some guys had fallen into a pattern of just servicing their clients, people mainly calling them with new business versus them reaching out and kind of chasing relationships. So I really saw that over the last three or four or five months plus, actually now with my senior level guys, that we actually started a business development group.’’

Talking about specific results, Chris states ‘’just holistically our revenue for this office is going to be up 20 to 25% in 2024. And I know a lot of that and a big piece of that is because of Growth Genie and kind of energising the senior level folks, but giving our younger guys some good nuggets and tools to use in their sales process.’’

Chris also discusses how ‘’their industrial group is now seeing great success in portfolio business,’’ something that was a key goal at the start of the year.

In terms of wider successes, ‘’there’s more collaboration and teamwork that came out of the training. Just spending 12 or 13 weeks once a week gets a group talking about business development and sales. It was very, very healthy.’’

‘’For me, looking back at the foundation that Growth Genie provided Cresa, it will really give us a long term look at how we do sales. The only thing I probably would have done is to try to do it sooner.’’

‘’It’s been a great process. We still talk about it… Sometimes on a daily basis, on different things that we learned and how to do business development the right way.’’