Sales Manager (B2B)

As a Sales Manager (B2B) at Crisp, you will lead a team of BDRs/SDRs, focusing on daily prospecting, lead qualification, and ensuring your team meets and exceeds their individual targets. Your responsibilities will also include developing training materials, measuring team performance through various metrics, and consistently optimizing sales enablement resources. You'll play a crucial role in coaching reps and helping them improve their performance while also working closely with the marketing team to enhance lead quality and messaging.

To be a successful candidate for the Sales Manager (B2B) position at Crisp, you should have over 5 years of sales experience as an individual contributor, with at least 3 years spent directly managing sales teams. A proven track record of coaching and enhancing individual performances in a sales setting is essential. You should be comfortable with CRM systems, preferably HubSpot, and have a strong understanding of consultative sales methodologies, alongside excellent communication skills to provide constructive feedback effectively.

Crisp is committed to supporting candidates who are relocating for the Sales Manager (B2B) position. We offer paid relocation for qualified applicants so that you can make the move to our Atlanta office without financial strain. We understand that a change in location can be challenging, and we strive to make the transition as seamless as possible for our new team members.

At Crisp, our company culture emphasizes growth, accountability, and collaboration. As a Sales Manager (B2B), you'll find an energetic environment where innovation is encouraged. We believe in providing our team members with opportunities to excel through structured training, performance incentives, and regular feedback. Our mission to impact the legal industry significantly creates a sense of purpose and camaraderie among the team, making Crisp not only a workplace but a community dedicated to shared success.

A position as a Sales Manager (B2B) at Crisp opens the door to tremendous growth opportunities. With our rapid expansion and commitment to developing our talent, you will have access to extensive resources to refine your leadership skills and sales strategies. Crisp is known for its focus on internal mobility and career development, so you'll be well-positioned to advance into senior leadership roles as you prove your capabilities and deliver results.

In training new BDRs or SDRs, I believe in implementing structured and repeatable programs that focus not only on the product knowledge but also on real-world scenarios they will face. I tailor the training to individual needs, emphasizing role-playing for objection-handling and utilizing sales playbooks to ensure they are well-equipped from day one.

My strategies for improving team performance include reliably collecting and analyzing performance data, holding one-on-one coaching sessions, and creating targeted performance improvement plans. I also emphasize regular team meetings to share wins and learn from challenges, fostering an environment of continuous improvement.

In a previous role, I encountered a team member struggling to meet their quotas. By scheduling private discussions, I identified they were overwhelmed with the initial complexity of our product. I tailored a coaching plan that revisited core sales techniques and simplified the approach. Over time, their performance improved significantly, leading to an increase in their confidence and monthly targets.

Effective CRM management is crucial as it ensures that our leads are always tracked and accounted for accurately. I make it a priority to regularly audit the CRM, guiding the team to maintain up-to-date information that informs our strategy. This consistency not only aids in our pipeline management but also enhances collaboration between sales and marketing.

During challenging sales periods, I focus on transparent communication and setting realistic yet challenging goals. Offering incentives, celebrating small victories, and maintaining a positive team culture where support is abundant can significantly boost morale. Additionally, I conduct regular check-ins to understand individual concerns and provide personalized motivation.

Coaching is fundamental to my management style. I see it as an ongoing process rather than a one-time event. By providing consistent, constructive feedback and focusing on each team member's strengths and weaknesses, I can help them develop into high-performing sales professionals, which is beneficial for both their growth and the company's success.

I assess the effectiveness of current sales strategies through systematic analysis and feedback. By understanding market trends, reviewing the effectiveness of past tactics, and staying attuned to customer needs, I can tweak and adapt strategies that resonate best with our target audience, aligning the team’s actions toward achieving our overall goals.

Developing sales playbooks is one of my favorite responsibilities, as it involves translating complex sales processes into actionable steps for my team. I ensure that playbooks incorporate best practices, common objections, and response patterns while allowing room for personalization based on individual styles. This ensures that every sales representative has a clear guide to navigate various customer interactions.

I measure the success of my sales team through a combination of objective metrics, such as quota attainment, lead conversion rates, and individual KPIs, alongside qualitative assessments, including team feedback and client satisfaction scores. This dual approach allows for a holistic view of performance, guiding targeted interventions and recognizing top performers.

I have designed and implemented various incentive plans that motivate team members to meet individual and team targets. Creating a balance between achievable challenges and rewarding success is key. I ensure that these plans reflect the goals of the business while catering to the diverse motivations of my team members, driving productivity and excitement surrounding their achievements.