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.

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

Dave Yoho Associates are the leaders in business consulting and sales training for the industry. We utilized their services to grow from a small business to averaging over $10 million annually.

Wendy Patterson, Co-Owner
Patterson Homes & Construction

We have been working a long time to reach a “million-dollar month”, and this September we finally accomplished our goal! The Dave Yoho Associates model and training tools are without a doubt the keys to our success.

Chuck Cometti, General Manager
RbA of Central New York

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

I learned an abundance from your canvassing training. Thank you so much for helping us revise our methodology!

Lynann Everett, Interactive Marketing Manager
RbA of Northeast PA

When it comes to consulting advice for the home improvement industry, Dave Yoho Associates has no equal. We have worked with them for over 15 years and we are ecstatic about the results!

Daniel Green, Sr. Vice President
Solarshield

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 was referred to by the customer as a slightly ‘better’ product.

Sara Zarndt-Brickey, Operations
Re-Bath of Illinois

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

One of the primary takeaways from your most recent visit to our company was that the words, promises, and tone of our call center reps need to speak directly to the prospect’s needs, followed by a professional, systematic sales presentation which builds immediate rapport and trust.

Dave Cerrone, President
Fitch Construction

Dave Yoho Associates produced amazing results for us! Every percentage point of improvement in our lead issue rate translated to an additional $500,000 in business.

Brian Leader, Founder
Improveit! Home Remodeling

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