SALES MANAGER JOB DESCRIPTION
The Wayne Johnson Team – Keller Williams Realty
Full-Time Leadership Position
POSITION OVERVIEW
The Sales Manager (SM) is a full-time leadership role responsible for driving production, coaching agents, supporting recruiting efforts, and ensuring consistent execution of The Wayne Johnson Team’s systems. This position requires strong leadership, communication, and operational discipline.
PRIMARY RESPONSIBILITIES
1. Leadership & Accountability
Lead and manage agents to meet daily, weekly, and monthly performance standards
Monitor agent pipelines and enforce consistent follow-up
Conduct weekly pipeline and accountability meetings
Track KPIs, conversions, and overall performance metrics
Ensure agents follow team systems, scripts, and operational procedures
2. Coaching & Agent Development
Conduct one (1) team training session per month
Produce one (1) agent training video per month
Coach agents on:
Scripts & dialogues
Lead conversion strategies
Buyer and seller presentations
Pricing, negotiation, and contract execution
Prospecting systems and time management
Support onboarding and the development of new agents
Conduct monthly 1-on-1 performance reviews
3. Recruiting & Talent Pipeline
Recruit at least one (1) new agent every 3 months
Assist in evaluating and screening quality candidates
4. Events, Seminars & Marketing Support
Quarterly Seminars (Sales Manager Support Role)
The Sales Manager supports agents in preparing and executing quarterly seminars by providing structure, guidance, and oversight.
Responsibilities:
Assist in planning seminar content and presentation flow
Guide agents on promotion, logistics, and follow-up
Ensure agents use approved branded materials, scripts, and systems
Provide support during events to ensure smooth and professional execution
Quarterly Requirements:
One (1) in-person seminar
One (1) virtual/online seminar
Agents host the seminars; the Sales Manager ensures they are prepared and successful.
5. Operations, Systems & CRM Execution
Ensure the team inputs 10,000+ new contacts per quarter into KW Command
Maintain CRM organization, accuracy, and tagging standards
Lead weekly virtual team meetings and one in-person meeting each month
Hold agents accountable to CRM usage, notes, and pipeline management
Ensure operational consistency across all systems and team processes
6. Standards, Culture & Compliance
Uphold DRE compliance standards
Create a fun culture of accountability, professionalism, and growth
Promote a positive, collaborative team environment
QUALIFICATIONS & SKILLS
2 years of proven sales and operations management experience required
Strong communication, organizational, and coaching ability
Familiarity with CRM systems (KW Command preferred)
Comfortable leading meetings, trainings
Must be familiar with using "AI" to drive efficiencies and profit
Proactive, disciplined, and systems-driven
Call Wayne Johnson for more details at 510.512.5847