The sales manager is responsible for leading sales teams to reach sales targets. Sales managers are primarily tasked with utilizing Renewal by Andersen processes that drive sales, setting quotas, evaluating, and adjusting performance, and hiring and training team members.

A fundamental role of a Sales Manager is to stay in front of Marketing’s appointment generation efforts by having more Design Specialist availability than appointments issued. This is done through ongoing capacity planning and management. Sales Capacity = Total Issued Appointments / Design Specialist Availability. Generally, we strive to operate at ~75% capacity. Most retailers have seasonal appointment flow which means sales capacity could be higher during busy peaks and lower during slow times of the year, but no matter what time of year it is, the goal is to never be the bottleneck to Marketing.

Must be completed by 8:00 am each day. Assigning Appointments is one of the most critical activities done by sales leadership. It includes effective calendar management and appointment assignment based on recent Design Specialist success.

Regularly scheduled sales meetings at least weekly. Highly effective sales managers plan, develop and lead focused and engaging sales meetings to motivate the team, recognize and reward performance, and enhance Design Specialist skills.

Facts speak for themselves and remove personal judgment from the picture. When goals are established upfront such as sales growth, close rate, and financed project rate, performance against those metrics becomes black-and-white. Either they are achieved, or they are not. Remedial training can then be provided in areas where the Design Specialist needs extra insight and support. Remedial Training Plans (RTP) are more effective when completed with the sales consultant and is an effective way to get the buy in from the sales consultant.

Coaching becomes sterile and ineffective if only done in the office and by the numbers. Traveling with Design Specialists to see how they use the In-Home Sales Experience provides insight to help improve a certain area that may be weak. The sales manager must maintain at least 24 ride-alongs per month.

Not only do sales coaches encourage teams to perform their best with rewards and recognition, but they also develop strategies for sales team engagement and motivation as appointments and capacity fluctuate.

Helping, supporting, and sometimes confronting sales reps to identify and evaluate their personal development needs, challenges, goals, and actions. Taking decisive steps when performance problems are not corrected.

Top sales managers do not wait for turnover to occur before starting the recruiting process. They constantly network through multiple avenues to target candidates who match the profile of a talented retail design specialist who’s a good fit for their team.

Achieve a Fully Staffed Pipeline, successful sales managers develop and implement an assimilation and on-boarding program that minimizes time-to-performance.

The competitive advantage of Renewal by Andersen is an unparalleled Homeowner Experience. All Design Specialists should understand this and be kept regularly informed of the expectations and team’s progress toward creating brand advocates as well as driving repeat and referral business.