When is the right time to hire a dedicated sales manager?
#1 - Size matters!3-4 Agents you can handle that on your own, once you start getting to around 10 agents you’re going to need some help!
Once you get to 30-40 agents the best model recommended is having a sales manager at the top of the hierarchy and then a sales trainer under them.
There are 3 different types of sales managers you may want to consider here based on your needs. You want to find the one that’s the best fit for you …
1st - Sales Trainer, helping you keep the agents accountable and on point, these are the lest expensive to bring in. Around 30k-40k USD on average.
2nd - Sales Manager, helps keep the agents following the correct systems and processes that have been put in place. National averages for this position are around 50-60k
3rd - Sales Leader, know how to build the right systems and install the right processes to keep everyone accountable and do recruiting to help grow the team. Sales leaders start around 100k and go up from there.
https://www.payscale.com/ is a great resource if you’re not sure how much you should be paying for a sales manager or sales trainer.
How do you measure success for a sales manager position?
They should be getting you to 3 X ROI you’re paying them So if you’re paying a sales manager 100k you should be increasing the overall business GCI by 300k annually or it’s not worth it.
Understanding the J-Curve
You need to invest time, money, and resources into this new hire for at least the first 6 months so patience and putting in the hard work in the beginning is the key to success with making sure your new sales manager position is set up for success and done the right way.
Once you cut the check and hire for this position it doesn’t solve all your problems, now the real work needs to start and you need to dig in and work alongside and develop them.
