Episode
From Property Manager to Sales Leader: Ben Smith on Building Winning Sales Teams
- Podcast
- NARPM Radio
- Published
- Jan 7, 2026
- Duration seconds
- 2316
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Summary
Jan. 7, 2026 In this episode, host Pete Neubig sits down with Ben Smith, founder of BrightReach. Ben breaks down a practical, phased approach to building a high-performing sales department for property management companies. He explains the importance of starting with a clear strategy—defining growth goals, an ideal client profile and a strong value proposition — before implementing scalable systems and processes. Ben also covers hiring the right sales talent, setting clear expectations and KPIs, and continuously optimizing the sales process through data, accountability and refinement.