Sales Lead

Comfort starts with our 10,000+ team members across the globe, who are transforming the power of comfort every day. Our employees have the power to change lives, in our homes, work and communities. We foster an inclusive environment while honoring a legacy built on family, where everyone can be themselves.
 
If you are ready to join an industry leading organization where our people are the most important asset, and innovation propels us into the future, you’re ready to take your seat at La-Z-Boy Incorporated. 
 
WE BELIEVE IN THE TRANSFORMATIONAL POWER OF COMFORT

Job Summary:

Create customers for life, one exceptional experience at a time by executing the selling process every time, embracing all sales training and coaching to become a high performer on a team that meets or exceeds all company goals. This position requires a dynamic and customer-focused individual with a passion for furniture and interior design. Responsibilities include assisting customers in selecting furniture pieces, providing product information, and guiding them through the sales process. The position will leverage your product knowledge to make recommendations, build relationships with customers, and contribute to the overall success of the sales team.

Job Description:

KEY RESPONSIBILITIES (other duties as assigned):

Goal is King:

• Meet or exceed daily and monthly store GOAL by team selling.
• Execute the Comfort Compass process with every customer.
• Maintain and surpass the store’s minimum average ticket.
• Maintain and surpass the store’s minimum DPC, IH, and TLA percentage.

Team Selling:

• Consistently assist consumers every day by team selling.
• Execute drive-bys, crash the party, and third-party endorsements with your fellow sales team.
• Execute, assist, and encourage sketching with your fellow sales team.
• Execute and assist with fabric and/or leather and TLA selections with consumers.
• Encourage in-home design consultations.
• Help overcome objections that lead to the consumer making a buying decision.
• Accept appropriate intervention when needed from Sales Manager, Sales Lead, District Sales Manager, Director of Design, and/or President of Sales to execute our team selling culture.

Accountability:

• Review daily goal analysis daily and be familiar with the current sales stats.
• Weekly training action plan.
• Ensure comfort guides are filled out including a sketch of the consumer’s room.
• Enter all prospect information daily into the CRM (Door Counts / Trackwell).
• Attend monthly meetings with the Sales Manager, District Sales Manager, and/or Design Lead to identify performance gaps and coaching opportunities.

Minimum Standards of Performance MSOP:

• All Sales Leads are expected to strive to reach the store’s sales goal each month.
• All Sales Leads are expected to achieve a minimum of 2 in-home design projects per month.
• All Sales Leads are expected to achieve protection goals.
• All Sales Leads are responsible for maintaining the appearance of the store, stockroom, and break room.
• All Sales Leads are to complete the New Hire training, sales training, Comfort Compass training, Product Knowledge (PK) training, LMS modules, LZB training sessions, and MEGA training sessions.

Customer Relationship Management:

• Maintain accurate notes in the CRM (Door Counts / Trackwell), Use action item tool and update notes with each contact follow-up.
• Approach every customer with a Comfort Guide to be completed during the selling process.
• Complete Comfort Guides for a minimum of 60% of clients with at least 5 unique items about the room they are shopping for.
• Follow up with non-purchasing customers within 2 days of their visit.
• Call and promptly make notes for every client after the delivery and record that call on your Comfort Guide and in the CRM (Door Counts / Trackwell).
• Send a handwritten thank you card to all non-buying customers within 2 days of their visit.

Product Knowledge:

• Be an expert in every upholstery category.
• Be an expert in every TLA and case good category.
• Be an expert in fabric and leather.
• Be an expert on all product options.
• Be an expert in furniture romance terms.

Process Execution:

• Be an expert in the sales process.
• Be an expert in IHD process steps.
• Be an expert in price list information.
• Be an expert in all LZB Upholstery product catalogs.
• Be an expert in all bedroom and dining room catalogs.

Training:

• Lead Sa