Inside Sales Manager

Roles & Responsibilities

Team Leadership & Management

- Lead, mentor, and manage a team of Inside Sales Executives to consistently achieve monthly, quarterly, and annual revenue and conversion targets.

- Conduct structured training sessions on sales techniques, objection handling, client communication, and CRM best practices.

- Drive a high-performance culture by setting clear KPIs (lead-to-opportunity conversion %, average deal size, call-to-meeting ratios, pipeline velocity) and monitoring performance through dashboards and reports.

Sales Operations & Execution

- Develop, refine, and enforce standardized sales pitches, prospecting frameworks, and follow-up strategies across the team.

- Support conversions by directly engaging with high-value, strategic, or complex prospects when required.

- Ensure timely follow-up on inbound inquiries, lead nurturing, and proactive outbound calls to generate new opportunities.

Collaboration with Site Sales & Cross-Functional Teams

- Coordinate closely with Site Sales for client presentations, site visits, and deal closures, ensuring smooth handover and alignment between inside and field sales.

- Act as a bridge between Inside Sales, Marketing, and Product teams to align messaging and capture client feedback for continuous improvement.

- Partner with Operations to streamline customer journey touchpoints from lead generation to final conversion.

CRM Management & Reporting

- Oversee disciplined use of CRM systems for pipeline tracking, client profiling, and activity logging.

- Conduct regular audits of CRM data to ensure accuracy, completeness, and actionable insights for leadership.

- Provide weekly and monthly MIS reports on lead funnel health, win/loss analysis, and forecast accuracy.

Process Optimization & Strategic Contribution

- Continuously evaluate sales processes to identify inefficiencies and implement automation tools, lead scoring models, and advanced analytics.

- Develop playbooks and SOPs to standardize best practices across the team.

- Contribute to long-term sales strategy by analyzing market trends, customer insights, and competitor activity.

Culture & Client Experience

- Foster a client-first approach, ensuring high-quality, professional, and consultative interactions at every stage of the sales cycle.

- Recognize, reward, and retain top-performing sales talent while driving accountability for underperformance.

- Build a culture of collaboration, continuous learning, and data-driven decision-making within the team.

Qualifications

- Bachelors degree in Business Administration, Marketing, Sales, or a related field (MBA preferred).

- 6-10 years of progressive experience in Inside Sales, Telesales, or Business Development, with at least 3 years in a team leadership/managerial capacity.

- Proven track record of meeting and exceeding revenue targets in a B2C/B2B environment (real estate, SaaS, edtech, or services industry experience preferred).

- Strong understanding of sales processes, funnel management, and consultative selling approaches.

- Demonstrated ability to work in a hybrid model, collaborating across on-site and remote teams.

Skills & Competencies

Sales & Business Acumen

- Expertise in consultative and solution-oriented sales strategies.

- Strong negotiation, persuasion, and closing skills.

Technical & Tools Knowledge

- Proficiency in CRM platforms (Salesforce, HubSpot, Zoho, or equivalent).

- Familiarity with sales automation tools, lead management systems, and analytics dashboards.

- Competency in MS Excel, PowerPoint, and data visualization tools for reporting and forecasting.

Leadership & Interpersonal Skills

- Exceptional coaching and people management capabilities with experience in scaling sales teams.

- Excellent communication, presentation, and stakeholder management skills.

- Ability to manage pressure, prioritize tasks, and deliver results in a fast-paced environment.

Analytical & Strategic Thinking

- Strong data-driven mindset with ability to derive insights from sales metrics and customer behavior.

- Capable of creating strategies to improve lead quality, shorten sales cycles, and optimize conversion rates.