You will be able to refer back to the numbers and expectations you set within your job description. Having these specific benchmarks in your real estate sales manager job description will save you pain down the road. Numbers like these help to quantify the performance of your sales manager. An example of an ABI would be conducting a certain number of recruiting appointments each week. An example of an RBI would be the agent count you want to have at the end of each month, or the end of the year. RBI stands for Result Based Indicator, and ABI stands for Activity Based Indicator. Two important things that should be in your real estate sales manager job description are RBIs and ABIs. And if this is the case, you’ll be able to point back to the job description and hold them accountable. This is essential! Because when the going gets tough, your sales manager may not want to take as many recruiting appointments as they should. Right from the start, it is important to have benchmarks in place. Put performance benchmarks in place within your real estate sales manager job description Or they will say they can’t train or coach because they are too busy “deal doctoring.” You must beware of this because this is only one piece of a good sales manager’s job! This is something that is important to do, but it is not a priority. You’ll find that they may shy away from the recruiting duties they have because they say they are busy helping agents with transactions.
A lot of people in the real estate sales manager role will want to do this part of their job description the most because it is the most comfortable. This requires experience in the industry. Your sales manager needs to help agents with issues that come up during transactions. The real estate sales manager job description must also include this important duty. Nine times out of ten, an agent is less likely to leave your office if they are experiencing a high level of production. Good training and coaching will also help with agent retention. When your new recruit gets to your team or brokerage, you need to help them grow. Recruiting is so important because it is essential to the growth of your business (and your income.) In fact, recruiting is the most important part of the real estate sales manager job description. It’s a good way to ensure that the hire is a good fit for the team/brokerage. Your sales manager will be finding agents who will be likely working under them on a daily basis. It makes sense to have your sales manager do the recruiting.
The duties and tasks of a sales manager should be broken down into these three key areas. What is in the real estate sales manager job description and why? Because everyone’s situation is different, you can simply delete the parts of the real estate sales manager job description that don’t apply to you. Why reinvent the wheel? This is why we provide our clients with written job descriptions that they can use as they recruit to their team/brokerage. These are very thorough and easy to edit - because it’s easier to delete pieces that don’t apply than try to think up parts to add. If you’re an Icenhower Coaching and Consulting client, you have access to all of our downloadable job descriptions. We have a detailed job description for the sales manager of a real estate team/brokerage.
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