In partnership with the Market Sales Manager, this position is responsible for the daily management of the Sales Team, including recruiting, hiring, onboarding, motivating, recognizing, rewarding, coaching, counseling, training, and problem-solving to achieve sales goals and develop the team.
Essential Duties and Responsibilities: (performs other duties as assigned)
- Accountable for the onboarding, training, individual skill mastery, and assessments of assigned New Home Advisors, to ensure understanding of company practices, policies, procedures, and customer experience standards.
- Conduct weekly lead conversion coaching calls with all assigned New Home Advisors to strategize on converting more leads and to identify coaching opportunities.
- Conduct individual weekly coaching and role-playing sessions on sales techniques.
- Hold weekly one-on-one meetings with each New Home Advisor to evaluate their morale and coach on skills that will enhance overall performance.
- Maintain an analysis/evaluation of each New Home Advisor’s sales presentation by use of mystery shop reviews and by observing them with live customers. Identify areas of performance in need of improvement.
- Review New Home Advisor’s use of the CRM software and hold them accountable for the use of the system to its fullest capability for follow-up, meeting completion, data quality, communication, notes, and activity logging.
- Pursue continuous improvement within the scope of the position to work towards top sales performance, training, and accountability.
- Coordinate with the Sales Manager in preparation for sales meetings and conduct team training at each meeting.
- Review AVID survey scores and actively participate in goal setting to achieve company AVID goals.
- Ensure all models and sales centers are well-merchandised, staffed, and properly maintained.
- In coordination with the production team leaders, regularly attend community sales and production meetings to ensure meeting effectiveness.
- Periodically walk market homes with New Home Advisors to ensure we are meeting the Mungo Homes Quality Standards.
- Review each community Competitive Market Analysis regularly to compare products, study trends, and make appropriate product suggestions. Be aware of pending competitive projects and their potential impacts on Mungo sales and market share.
- Together with the New Home Advisor, visit competition quarterly to identify competitive strengths or weaknesses.
- Work with the New Home Advisors in the preparation of their Business Plan Presentations.
- Lead and direct Sales Team efforts to resolve customer issues/problems and ensure sales goals, releases, closings, and customer satisfaction levels are achieved.
- Coordinate with the Sales Manager on the internal processes and procedures including, but not limited to model homes, new community setup, model decorating, lot matrices, land development, market home sign-off, etc.
- Support a high-quality work environment through the embodiment of the Mungo Homes Mission Statement and Core Values.
- Participate in all assigned company training. Incorporate new training material into future personal training curricula.
- Occasionally participate in activities outside of work scope to represent and promote the company.
Education and/or Experience: Bachelor’s degree (B.A.) from a four-year college or university, and 3-5 years of previous sales experience within the residential real estate market, with at least 3 of that experience in new home sales.; or equivalent combination of education and experience.
Computer Skills:
- Microsoft Office Suite (Excel, Word, Outlook)
- Ability to learn programs (ERP and CRM software)
Certificates, Licenses, Registrations:
- NC Real Estate License in good standing
- NC driver’s license in good standing
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