Here are the tasks I would expect a sales manager to help with or in some cases, be fully responsible for---
· Personal production. Over 90.0% of the sales managers in the industry also have a personal “book” of business.
· Recruiting. The most important rule of management—hire the right people.
· Assessment of candidates. If you hire the wrong ones, you are going to fail, believe me. Therefore, you must take the time to do an assessment.
· Setting up training programs—from classroom to field training/mentoring.
· Individual coaching, including setting up marketing and educational plans.
· Holding effective sales meetings on a regular basis. Did I say effective?
· Monitoring of results, such as P&Ls, production goals, etc.
· Some sales managers also manage operations personnel such as processors.
Sound like a lot? Yes, this is four or five full-time jobs. That is why Mike Baker and I are giving our 3rd National Mortgage Management Conference in Vegas in October of 2006(www.mortgagemanagementconference.com). Because there is so little direction for managers and owners in this industry—direction that will help them become proficient in these tasks. Otherwise it can be (and usually is) a catastrophe.
Let me give you one example. You must define the responsibilities of a manager, loan officer, processor and even a receptionist. I will give you a free preview if you would like—for the specific responsibilities of a branch/sales manager---email me at dave@hershmangroup.com. Dave Hershman
Dave Hershman
dave@hershmangroup.com
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