Thinking Outside the Box: The Role of Today’s Sales Manager

One of the most vital positions within the home improvement company is also ironically titled, because the role of the Sales Manager should be to manage people (not sales).

An effective Sales Manager should conduct interviews, evaluate personnel, hire and train fledgling salespeople, all while managing to upgrade the skills of those in the job for a longer period. They should also be able to handle the veteran and sometimes “prima donna” salespeople.  The use of behavioral profiles and sales aptitude tests will assist them in greatly in all of these tasks.

A few of the critical methods for grading each salesperson’s performance in the various categories of the sales role include the “sit/presentation and close rate” against leads issued, the job (estimating and pricing) efficiency, the net retention rate, and even the number of referrals generated by the individual salesperson.  Within these categories are subsets, all of which can be graded on a scale of 1 to 5, enabling management to determine the aid and assistance level which has to be provided.  An efficient Sales Manager does “ride alongs” with salespeople, measuring the proficiency of the presentation in each step of the sales methodology. Not doing so seriously impairs sales management.

In small to mid-sized companies, the sales manager may also take on the responsibility for “rehash” leads. Frequently, they are compensated in the form of a bonus or increased commission rate at the expense of the salesperson.  The latter also acts as a motivator for salespeople to close the deal before the lead is turned in for rehash.

An effective Sales Manager also has to have a job description which clearly defines their various responsibilities within the management role.  Weekly, monthly and annual goals for performance have to be established and they should participate in the creation of these.

Finally, they should be inspirational and act as the team leader while striving to become a great teacher and mentor to those whom they manage.  In today’s competitive and changing market place, the selection and growth development of the sales manager is a crucial ingredient.

To learn more about our newest tool for all in home sales managers, visit www.SuperSalesTraining.com and download your free 30 minute training video.

We’ve used the consulting services of Dave Yoho Associates for several years now. Much of our success can be attributed to following their systematic teachings and practices.

Michael Hoy, President
Great Day Improvements

It was an honor for us to have Dave Yoho Associates hold a sales meeting for our team. Everyone was enthralled by the powerful content that we are already implementing 

Rick Otto, VP of Sales
Coach House Garages

We are grateful to have Dave Yoho Associates work with our entire team. I firmly believe the improved performance of our event marketing team is directly tied to your coaching 

Scott Barr, Steward
Southwest Exteriors

We found Dave Yoho Associates extremely professional and knowledgeable in evaluating our current business model and recommending specific solutions that will improve our efficiency and profit.

Wasyl Bodnar, President
Ventana Design, Sales, and Manufacturing

Dave Yoho Associates provided guidance, advice, best practices, and support to our entire staff. Our company has improved across every level after working with them.

Cris Keeter, Owner
All-States Exteriors

The advice we received from Dave Yoho Associates enabled us to increase our volume with 19% less leads in the first year alone!

Joe Francis, President
Shiner Roofing, Siding and Windows

Immediately after your training, I ran my first solo appointment and got the order for $16,088! I beat out a reputable local remodeling company whose bid was $4000 less and 

Sara Zarndt-Brickey, Operations
Re-Bath of Illinois

Dave Yoho Associates’ consultants are the sharpest in the industry, and are incredible communicators, very engaging, and always inspiring. Their industry insight is unmatched, as is their creativity.

Todd Miller, President
Isaiah Industries

Our remodeling business had annual sales of under $9 million when we became contract clients of Dave Yoho Associates. Due to their training and systems, our revenue soared – – 

Vince Nardo, President
Reborn Cabinets

Recently, Dave Yoho Associates performed ‘role-play’ scenarios for three hours with our salespeople. The eye-rolling is gone and their confidence has grown substantially. Can’t wait for your visit next month!

Jason Phillips, CEO
Phillips Home Improvements

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