Australasia’s leading property group has promoted one of its top lieutenants to a new national role as Head of Performance Management.
Adam Downes, currently Ray White’s head of agency operations in Queensland and a gun auctioneer, will start his new role on July 1 after designing a benchmarking program called Pulse for all of the group’s business owners to measure themselves against.
With more than 1000 business owners in the Ray White family, the group has been very vocal about developing and attracting only the best leaders in the property industry and not growing just for the sake of it.
Ray White Group director Dan White said he was delighted with the gusto that Mr Downes’ had embraced this new opportunity.
“This new specialist role has been created to improve the way we measure, recognise and assist the performance of all our business owners and the businesses they lead,” Mr White said.
“Adam’s primary responsibility will be to introduce a new level of sophistication in this key area, which will in turn create more motivated leaders, improve our efficiency of focusing internal resources to improve office performance and measure the improvement we make as a whole.”
Mr Downes’ new role was born from his curiosity to understand how some of Ray White’s most successful business tick by measuring their key lead indicators and applying this to all its businesses.
“At school everything is measured on a report card and you know where you sit among your cohort. So why don’t we do that in business?
“We have some of the best and most successful businesses in the industry inside the Ray White network, so we want to help everything we do aspire to the same high level of recognition.
“At the heart of everything we do is the quality of the customer journey which is the heart of every transactions and success.
“This is designed to ultimately increase the performance of our network by focusing on the leadership of our business owners but the real value for our owners is to be able to identify parts of their business which are good, and the areas that we can support them to improve on.
“We are already double the size of our nearest competitor across Australasia and are not intent on getting bigger for the sake of it. We are entirely driven by leadership performance and the highest customer service.”
Mr Downes developed the cutting-edge new Pulse dashboard in collaboration with Harvard Professor Boris Groysberg to determine the lead indicators which drive results, plus the lag indicators which show where support was needed.
“At Ray White are lucky to work with one of the best minds in organisational behaviour in the world in Prof Groysberg. So we have translated our sales agent recognition level now to the business as a whole, with Chairman’s Elite, Elite, Premier, Qualified and Unqualified businesses,” he said.
“The benchmarking tool also enables business owners to compare their business to others inside our group which is a powerful motivator.”
Mr Downes’ focus will be on establishing this business performance recognition system, named Pulse, across Australia and New Zealand and roll it out across all markets.
“It doesn’t matter which market you are in from Remuera in Auckland to Rockhampton in Central Queensland as every office has the potential to be a Chairman’s Elite office in every core market,” he said.
The new role officially kicks off on 1 July, 2018.
