Sales Manager, Durban

Staff Management

Set targets, performance plans, and rigorous, objective standards for sales representatives.

Meet with reps one-on-one weekly to review performance, progress, and targets. [Weekly]

Deliver deep performance reviews for each individual rep once or twice per year. [Semiannually or annually]

Coach individual sales representatives one-on-one through phone work and prospecting help sessions to help them improve sales performance. [Weekly]

Participate in spontaneous sales call rides and planned field days. [Semi-monthly or monthly]

Counsel, support, discipline underperforming sales representatives.

Develop a scalable sales process and ensure representatives adhere to it correctly.

Ensure that reps use sales technologies, such as a CRM, correctly.

Plan and implement training programs. Hold regular skills training sessions with internal or external sales trainers. [Monthly]

Plan and preside over weekly sales team meetings. [Weekly]

Hold team building events onsite or offsite. [Monthly]

Recruit, select, onboard, and train new sales reps.

In some cases, oversee regional and local sales managers.

Motivate and engage the sales team with monetary and non-monetary (intrinsic) motivational tactics, such as sales contests, lucrative incentive packages, prizes, and public recognition.

Unite the team: Ensure reps work as a positive unit and share their best practices.

Set a good example for the team. Work according to company culture and values, prioritize ruthlessly, use good communication, and deliver results effectively.

Managing Customer Needs

Maintain a deep understanding of customer needs and monitor their preferences.

Resolve escalated customer issues and customer complaints regarding sales and service.

Provide expertise when setting and adjusting pricing plans and discount rates.

Provide advanced negotiation expertise.

Connect company headquarters with customers and salespeople in the field.

Managing the Business

Determine and assign sales quotas, targets, and/or goals. Project and forecast annual and quarterly revenue and for one or more sales territories.

Develop sales strategies to acquire new customers or clients.

Track sales team metrics and share them with company leadership.

Analyse sales data on sales results and develop plans to address performance gaps.

Collaborate with marketing executives to develop lead generation plans.

Prepare budgets and approve expenditures.

Monitor competition, economic indicators, and industry trends.

Advance one’s own professional and technical knowledge by attending workshops and other educational trainings, participating in professional societies and industry networks, and reading professional and industry publications.

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