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Sales Manager
Job summary
A regional sales company in Cape Town is looking for a Sales Manager to lead the sales team, set performance targets, and ensure adherence to sales processes. The ideal candidate will manage customer needs, resolve issues, and develop strategies for customer acquisition. This role involves coaching and training sales representatives, conducting performance reviews, and motivating the team with incentives.
Responsibilities
- Set targets, performance plans, and objective standards for sales representatives.
- Meet with reps weekly to review performance.
- Conduct performance reviews for sales reps semiannually or annually.
- Coach individual sales reps through phone work and prospecting sessions weekly.
- Participate in spontaneous sales call rides and field days.
- Counsel, support, and discipline underperforming sales reps.
- Develop and adhere to a scalable sales process.
- Ensure proper use of sales technologies like CRM.
- Organize monthly team-building events onsite or offsite.
- Recruit, onboard, and train new sales reps.
- Motivate and engage the team with incentives.
Staff Management
- Set targets, performance plans, and objective standards for sales representatives.
- Meet with reps weekly to review performance, progress, and targets.
- Conduct performance reviews for each rep semiannually or annually.
- Coach individual sales reps through phone work and prospecting sessions weekly.
- Participate in spontaneous sales call rides and planned field days monthly or semi-monthly.
- Counsel, support, and discipline underperforming sales reps.
- Develop and ensure adherence to a scalable sales process.
- Ensure proper use of sales technologies like CRM.
- Plan and conduct monthly skills training sessions with internal or external trainers.
- Hold weekly sales team meetings.
- Organize monthly team-building events onsite or offsite.
- Recruit, onboard, and train new sales reps.
- Oversee regional and local sales managers when applicable.
- Motivate and engage the team with monetary and non-monetary incentives, such as contests, prizes, and recognition.
- Foster team unity and sharing of best practices.
- Lead by example, uphold company culture and values, prioritize effectively, communicate well, and deliver results.
Managing Customer Needs
- Understand and monitor customer needs and preferences.
- Resolve escalated customer issues and complaints.
- Assist in setting and adjusting pricing and discount strategies.
- Apply advanced negotiation skills.
- Bridge communication between headquarters and field sales teams.
Managing the Business
- Set sales quotas, targets, and goals; project and forecast revenue for territories.
- Develop strategies to acquire new customers.
- Track and report sales metrics to leadership.
- Analyze sales data and develop plans to improve performance.
- Collaborate with marketing on lead generation strategies.
- Prepare budgets and approve expenses.
- Monitor competitors, economic trends, and industry developments.
- Enhance professional and technical skills through workshops, industry networks, and reading.
* The salary benchmark is based on the target salaries of market leaders in their relevant sectors. It is intended to serve as a guide to help Premium Members assess open positions and to help in salary negotiations. The salary benchmark is not provided directly by the company, which could be significantly higher or lower.