Sales Manager
Job Description
This team leader ensures sales representatives meet their quotas, improve their sales pitches, and operate as ideal company ambassadors. A sales manager also oversees strategic planning for broader, long-term sales goals.
Responsibilities
- Assist, train, motivate, and support sales representatives
- Manage sales team and oversee CRM
- Sales metrics - coordinate with business analyst
- Discount management
- Sales training
- Coordinate with product manager
- Write sales scripts and responses
- Review interactions to make sure scripts are followed
- Set & achieve department goals
- Relationships with other dealers to source inventory when necessary
- Re-visit declined offers
Accountabilities
- Sales for store and all departments
- KPI: Gross sales and profit
- Used guitars
- New guitars
- New amps
- Used amps
- New pedals
- Used pedals
- Pickups
- KPI: Gross sales and profit
- Conversion ratio
- KPI: Conversion ratio over reverb
- KPI: Conversion ratio over phones
- KPI: Conversion ratio over in store sales
- Items per transaction
- KPI: Upsell item sales
- Lifetime profit of customers
- KPI: Need data for this metric
Authority
- Approve discounts and trades
- Implement strategies and techniques for sales representatives
- Set hard rules regarding minimum pricing, profit, etc. for sales representatives
Schedule
- Daily
- Review sales and individual transactions
- Review customer interactions from previous day
- Review sales leads and delegate to appropriate salesmen
- Weekly
- Review all store and individual sales related KPI's
- Monthly
- Set store and individual sales goals and review previous months metrics and KPI's
- Review scripts, CRM, and closing ratios and make adjustments
- Quarterly
- Introduce larger changes such as sales scripts techniques or strategies to roll out
Goals
Increase sales month over month and year over year.
Track all sales metrics in depth and adjust accordingly.
Train staff on sales scripts, tactics, and negotiations.