Sales Manager Inbound Enq's Team 150k+s+20kcar+100k

1 week ago

Melbourne, Australia Sales Staff Australia Full time

Inherit 20 - grow to 30-40-60 plus sales people
- Current Ad spend, 6 million Yr TV, Radio & all forms of online advertising
- Team is currently missing/wasting 30 unanswered hot leads a day.

**Position** - Sales Manager of the inbound telephone sales team.

1. We are looking for a solid sales manager.

2. Sales Management skills are valued by us over industry experience - You could be from our industry or you can move over to our industry, you might have a different style and or approach. No issues with that from our end.

3. What’s important to us are the following points.

A. You have past-experience managing one or more telephone sales team of either inbound or outbound salespeople and your input made a positive difference. Positive meaning the results/closed sales/dollar value went North and you can take us from 20-40-60 plus sales people.

B. Prior to getting into management, you were a successful telephone sales presenter/ objection handler & sales closer yourself.

**Why?**
Great question

So you can teach and develop your sales team with tried, tested and effective methods/skills/successful objection handling and closing techniques that produce results.

We don’t just want you to know the theory via reading a handful of 1990’s sales manuals and multiple visits to motivational sales seminars, that allowed you to step from your redundant financial controllers’ position(with no past sales exp) to the vacant sales manager’s gig. FYI - we don’t have an issue with ex fin controllers as long as you have the sales Prac and not just the theory.

**Why the Prac?**
Gee you ask Good questions, you are so sharp

If you have a worthwhile sales person, who is not doing as well as they could due to limited training, they missed something or they just didn’t get it the first time and its affecting their results, and you believe that once fixed they will quickly be a valuable asset to you, if need be, you can sit in the bullpen for couple of hours taking turns making calls until you identify the problem, unless of course you have the skills to identify the problem in the way that your 20 year Jeep Motor-Mechanic can pinpoint the reason your engine is misfiring when you drive your Jeep Cherokee SRT, 6.4 litre V8 into his Jeep specialist auto garage.

If they are shown, they improve and are now of value, that’s great, if they improve for a day then on Monday they fall into their old habits, that’s also great as you can quickly show them the door and you now have removed one of the 80 and made room for another head from the top 20, (80/20 rule) either way, that was 2 hours well spent.

**The position description and your team**
- You will inherit an INBOUND sales team of 20. Be ready to grow.
- Currently managed by two good team leaders.
- They are great but we want to grow from 20 - 30 - 40 to 60 plus.
- We are well established and have more than the required cashflow, plus the 6 million a year that we currently spend on TV, Radio and all forms of online advertising, so the leads are there, and we can double this when the time comes.

**“You”** - have complete autonomy. And it’s going to be very easy for you to show improvement, past managers of the group managed numerous departments and the focus was spread and not directed on the sales team members, the team has been run mostly by team leaders promoted from within the team and they know what they know, and they dont know what they dont know.

Assess the 20, see who really wants to be here and who doesn’t, following your assessment, although you started off with 20 you might decide there are 5 sales position vacancies.

**The Industry and our reputation** - We have a great reputation, and we are the biggest player in the market, very well-known and we currently spend 6 million dollars(that’s Aussie dollars not pesos) a year on TV, Radio and all forms of online advertising.

**The sales process** - It’s a one-step sales process that consists of the following:

- Prospect has a need, they are based in Melb, Syd, Qld, Tas, WA, SA. NT
- They find us via one of the following advertising mediums TV, Radio and all forms of online advertising and referrals(brothers ,sisters, cousins uncles, aunts, friends of past clients).
- We are selling the very solution they want, we have the number one recognisable brand In the market and 30% cheaper that the price of the nearest competitor due to sheer volume and buying power.

**It’s a one-step sales process** - I saw your ad, I’m interested, probing questions, presentation, handle objections, (highest of quality and 30% cheaper than the rest) close - you get the picture.

Even if some of your sales guys can’t sell value (and about 10 of your team cannot) they still have the potential to succeed due to the price.

Note: I dont have an issue with sales people who are not yet at the level required, there was a time when i was not, but I made up for it reaching my targets by getting in the earliest,

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