A sales manager in a home service business runs the sales team: hiring and coaching reps, handing out appointments, setting targets and running the commission plan. The manager also watches lead flow, pricing and discounts, and checks that the work the team sells is work the crews can deliver on the dates promised.
Sales Manager · Any home service business · Word (.docx) · No email needed.
Sales Manager job description template
Free to copy. Replace the highlighted fields, delete anything you don’t offer, and set your pay range before you post.
[Company name] · [City, State]
Sales Manager
[Full-time / part-time] · [Base pay range and pay period] · Reports to [general manager, owner or CEO]
Position summary
As sales manager at [Company name], you'll lead our team of [number] sales representatives. You'll hire and coach reps, assign appointments, set targets, and run the commission plan with [owner or general manager]. You'll also watch lead quality and pricing, and make sure the work we sell fits what our crews can deliver.
What you’ll do
Hire, train and coach sales representatives, including ride-alongs on live appointments.
Assign leads and appointments by territory, skill and job type in [CRM].
Set monthly targets for each rep and the team, and review results every week.
Keep the commission plan in writing and walk every rep through it before they start.
Keep the price book current and approve discounts within [your discount limits].
Work with marketing on lead quality and with [production or operations] on capacity and start dates.
Report sales, close rates and the forecast to [owner or general manager].
A typical day
Check the day's appointments and fill open slots from new leads.
Ride along with a rep or go over an unsold proposal together.
Review yesterday's results and open proposals in [CRM].
Answer rep questions on pricing, scope and discounts.
Hold a short team meeting on [days] about targets and common objections.
What you need
[3+] years of sales experience in [in-home or on-site sales], including [1+] years leading or training reps.
Can show examples of reps who improved under their coaching.
Can build and explain a commission plan, a price book and a sales forecast.
Comfortable with [CRM] reports and spreadsheets.
Nice to have
Has managed salespeople in [your industry] or a related trade.
Has hired reps from outside the trade and trained them to sell.
Knows the [home improvement sales rules] in the states where you work.
Physical requirements
Office and computer work, plus time in customers' homes and at job sites on ride-alongs.
Driving to appointments across [your territory].
With or without reasonable accommodation.
Schedule and work environment
Based at [office location], with time in the field most weeks.
Regular hours of [days and times], with [evening or Saturday ride-alongs and meetings].
Longer weeks during [your busy season].
Pay and benefits
Base pay: [range and hourly or salary basis]. Additional pay: [overtime, bonus or incentive terms, or none].
Benefits: [health, dental, vision, retirement, paid time off, and when eligibility starts].
How to apply
Apply at [application link]. Our process is [phone interview, in-person interview, and next steps]. Contact [hiring contact] if you need an accommodation during the application process.
How the sales manager role changes by industry
Running a sales team looks the same on paper in every trade: hire, coach, set targets, report. The differences are in what the team sells, how long a sale takes, and who signs, whether that's a homeowner, a commercial customer, or an insurance carrier. The industry blueprints show where each one puts the weight.
Trains and oversees reps, prepares sales reports and forecasts for leadership, and checks that what the team sells matches what project managers can deliver.
Leads the electrical sales team, coaches each rep toward personal and company targets, and works with the field side so what gets sold can be built as promised.
Read team numbers next to each rep's, so one strong seller doesn't hide a struggling team. Set targets from your own sales history.
Team revenue sold against target: [your target].
Team close rate, all reps combined: [your target].
Reps who hit their monthly target: [your target].
New leads assigned to a rep within [time frame]: [your target].
Sold jobs canceled or reworked because of sales errors: [your target].
Time for a new rep to reach a full target: [your target].
Before you hire a sales manager
Ask for coaching proof, not personal numbers. A top rep doesn't always make a good manager. Ask candidates to walk you through a rep they turned around: what they saw on a ride-along, what they changed, and what happened next.
Decide whether the manager also sells. If you want the manager to run some appointments, say how many and how those are paid. Protect time for ride-alongs and the team meeting, or the coaching slips.
Have finalists mark up your pay plan. Share your commission plan with names removed and ask what they would change. Their answer shows how they think about margins, cancellations and what the plan rewards.
Know your state's rules for commission plans. California's Labor Code requires commission agreements to be in writing and to explain how commissions are figured and paid, with a signed copy given to each employee and a signed receipt kept. Check your own state's rules before a new plan goes out.
When applications come in, Iris interviews applicants by phone using your requirements. Your team reviews the answers and decides who to meet.
Sales Manager interview questions
Two of the 10 questions in our sales manager interview guide, and what a strong answer sounds like.
Situational · Coaching
On a ride-along, a rep skips the questions, goes straight to the price, and the homeowner signs anyway. What do you do?
A strong answer: Stays quiet in the home unless something is dishonest or unlawful. Afterward, credits the close, asks how the rep knew the job was right for this home, ties skipped discovery to cancellations, smaller jobs and wrong scope, and agrees on one change to watch next time.
Behavioral · Reading the numbers
Walk me through the last pipeline review you ran with a rep. What did you look at, and what came out of it?
A strong answer: Describes a recent review: each proposal's age, last contact and dated next step, deals to close out as lost, and two or three agreed actions. Knows how their forecasts compared with actual sales and what they changed.
In a home service business, the sales manager hires, trains and coaches the sales reps, assigns appointments, sets targets, and runs the commission plan. The manager also keeps pricing current, approves discounts, works with marketing on leads, and reports results and forecasts to the owner or general manager.
How much does a sales manager make?
U.S. median pay for sales managers was $148,270 a year, or $71.28 an hour, in 2025, according to BLS data shown on O*NET. That figure includes sales managers at companies of every size and in every industry, so check local home service postings before you set a range.
Is a salaried sales manager exempt from overtime?
Not because of the salary or the title. The Department of Labor says job titles don't decide exempt status. The executive exemption also has duties tests: the main job is managing a department, the person regularly directs at least two full-time employees or the equivalent, and the person can hire or fire, or their advice on hiring and firing carries particular weight. A manager who mostly sells may fit a different exemption, or none. Check your state's law as well.
What is the difference between a sales manager and a marketing manager?
The marketing manager brings in leads through ads, the website, reviews and the brand. The sales manager's team turns those leads into sold jobs. The two should agree on what counts as a good lead and look at lead quality together each month.
What should a sales manager job description include?
Team size, where leads come from, who approves pricing and discounts, and how the role is paid. Say whether the manager also runs appointments, who they report to, and what busy-season hours look like, along with the usual duties, qualifications and benefits.
Is the HireBus Role Blueprint free?
Yes, at no cost and with no email required. Copy the text above or download the Word file, either the general template or one of the industry versions.
HireBus Role Blueprints: 68 industry versions of the sales manager job description, reviewed for publication on October 20, 2026.
These pay and outlook figures include sales managers in every industry, not only home service companies. O*NET lists 650,100 sales managers employed in 2025 and projects faster than average growth (5% to 6%) from 2025 to 2035, with about 47,300 job openings a year, on average, over that period.
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