When should a home services company hire a sales manager?

Practitioner advice in roofing puts it at 5-10 reps. Below that, a selling sales manager who still runs leads usually makes more sense than a full-time manager.

What does a home services sales manager earn?

BLS puts the median for sales supervisors at specialty trade contractors at $89,430. BLS covers W-2 staff only, and overrides vary widely, so give a realistic range in the ad.

Should my sales manager still run leads?

While the team is small, often yes. It keeps them credible with the reps and keeps good leads from going unrun. Say how many a week in the job description.

Job description template

Home services sales manager job description

For the seat between the owner and the reps. A sales manager job description that's clear about how much they sell themselves, how they earn on the team's numbers, and what they answer for.

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Template · plain text when copied

[Brackets] are yours to fill in or delete.

Sales Manager

[Company name] · [City, ST] · Full time

Other titles that work:Selling Sales ManagerDirector of SalesIn-Home Sales ManagerResidential Sales Manager

About the role

[Company name] is a [trade] company in [service area] with [X] in-home sales reps. We're hiring a sales manager to recruit, train and run the team, and to [run leads yourself X days a week / step in on key appointments]. You report to [the owner / the GM] and own the sales number.

What you'll do

Recruit, hire and onboard reps, with a bench ready before the busy season
Run the weekly sales meeting and daily lead assignment
Ride along with every rep [X] times a month and coach from what you see
Track close rate by lead source, average ticket, cancels and net sales per lead for every rep
[Run X leads a week yourself] and step in on rehash and second-look appointments
Work with marketing on lead volume and quality, and with install on handoffs
Own pricing discipline: discounts, margin and the price floor

What success looks like

Team net sales of [$X] a month
Team close rate of [X]% on issued leads, by lead source
Average ticket of [$X] and gross margin of [X]%
Rep retention: [X] of [Y] reps still selling at 90 days
Cancel rate under [X]%

What you bring

[3+] years selling in the home, with a track record you can show
[1+] years leading reps: hiring, training, riding along
Commission statements or W-2s that back up your own sales history
You manage from the board, not from feel: close rate, ticket, cancels, net sales per lead
Experience with [your CRM / field software]

Nice to have

Experience in [trade]
Built a team from [2] to [10] reps
Experience running a recruiting and onboarding program

Pay

[Base of $X]
Override of [X]% on team net sales [or: $X per team sale]
[X]% commission on your own sales
Bonus on [team retention / margin / monthly targets]
[Vehicle / benefits]
Realistic first-year earnings: [$X-$Y]

Schedule and territory

[Days], with ride-alongs on evening appointments
Covers [locations / territory]

How to apply

Apply at [link]. Include your own sales history and the numbers for the last team you ran: close rate, net sales and how many reps stayed.

Writing the ad

Make it pull closers, not just applicants.

Proven sellers read a job ad the way they read a lead sheet. These are the lines they look for.

01
Say how much they sell themselves
A selling sales manager and a manager who never runs a lead are different jobs. Put the number of leads a week in the ad.
02
Show the team size, now and next year
Practitioner advice in roofing is to add a manager at 5-10 reps. Say how many reps they'd run today and the plan for the next 12 months.
03
Explain the override
How the manager earns on the team's sales, and on what: gross, net or collected. Strong managers price the whole job on this line.
04
Put retention in the job
Managers turn over too: one vendor benchmark puts it at 28% a year, in B2B sales. Say what support they get, and judge them on reps still selling, not on hires made.
05
Ask for their last team's numbers
Close rate, net sales and rep retention for the team they ran. Managers who coach from the numbers will have them ready.

Before you make an offer, ask for commission statements or W-2s, and run your own ride-along or role-play. Those are your checks, as the employer. When Level fills a seat, we verify close-rate history and pay history and check references before you meet anyone.

Licensing and compliance

Rules worth knowing before you post.

Only rules we could check at the source are listed. This isn't legal advice; check the rules where you sell.

If the manager runs home improvement leads themselves, the same state rules apply to them as to your reps. Maryland's salesperson exam: 35 questions, 70% to pass. Connecticut: Registration required.

FAQ

Hiring a home services sales manager: common questions.

When should a home services company hire a sales manager?
Practitioner advice in roofing puts it at 5-10 reps. Below that, a selling sales manager who still runs leads usually makes more sense than a full-time manager.
What does a home services sales manager earn?
BLS puts the median for sales supervisors at specialty trade contractors at $89,430. BLS covers W-2 staff only, and overrides vary widely, so give a realistic range in the ad.
Should my sales manager still run leads?
While the team is small, often yes. It keeps them credible with the reps and keeps good leads from going unrun. Say how many a week in the job description.

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