Job Description

Staff Management

• Set targets, performance plans, and rigorous, objective standards for sales representatives.
• Meet with reps one-on-one weekly to review performance, progress, and targets. [Weekly]
• Deliver deep performance reviews for each individual rep once or twice per year. [Semiannually or annually]
• Coach individual sales representatives one-on-one through phone work and prospecting help sessions to help them improve sales performance. [Weekly]
• Participate in spontaneous sales call rides and planned field days. [Semi-monthly or monthly]
• Counsel, support, discipline underperforming sales representatives.
• Develop a scalable sales process and ensure representatives adhere to it correctly.
• Ensure that reps use sales technologies, such as a CRM, correctly.
• Plan and implement training programs. Hold regular skills training sessions with internal or external sales trainers. [Monthly]
• Plan and preside over weekly sales team meetings. [Weekly]
• Hold team building events onsite or offsite. [Monthly]
• Recruit, select, onboard, and train new sales reps.
• In some cases, oversee regional and local sales managers.
• Motivateand engage the sales team with monetary and non-monetary (intrinsic) motivational tactics, such as sales contests, lucrative incentive packages, prizes, and public recognition.
• Unite the team: Ensure reps work as a positive unit and share their best practices.
• Set a good example for the team. Work according to company culture and values, prioritize ruthlessly, use good communication, and deliver results effectively.

Managing Customer Needs

• Maintain a deep understanding of customer needs and monitor their preferences.
• Resolve escalated customer issues and customer complaints regarding sales and service.
• Provide expertise when setting and adjusting pricing plans and discount rates.
• Provide advanced negotiation expertise.
• Connect company headquarters with customers and salespeople in the field.

Managing the Business

• Determine and assign sales quotas, targets, and/or goals. Project and forecast annual and quarterly revenue and for one or more sales territories.
• Develop sales strategies to acquire new customers or clients.
• Track sales team metrics and share them with company leadership.
• Analyse sales data on sales results and develop plans to address performance gaps.
• Collaborate with marketing executives to develop lead generation plans.
• Prepare budgets and approve expenditures.
• Monitor competition, economic indicators, and industry trends.
• Advance one's own professional and technical knowledge by attending workshops and other educational trainings, participating in professional societies and industry networks, and reading professional and industry publications.