1. Sales Target & Revenue Achievement – 30%
- Achieve monthly, quarterly and annual sales targets assigned by Management.
- Achieve agreed booking/revenue targets for all assigned projects.
- Maintain a healthy sales pipeline to ensure consistent future bookings.
- Monitor project-wise sales performance against targets.
- Develop strategies to achieve targets during slow/low-conversion periods.
- Ensure achievement of sales value as well as number of units/bookings.
Key KPIs:
- Monthly Sales Target Achievement: 100%+
- Annual Target Achievement: 100%+
- Booking Value vs. Target
- Number of Units/Deals Closed
- Revenue Generated
2. Lead Management & Conversion – 20%
- Ensure effective allocation and monitoring of leads among the sales team.
- Ensure all leads are contacted promptly and systematically followed up.
- Monitor lead quality, source-wise performance and conversion.
- Improve Lead → Qualified Lead → Site Visit → Booking conversion.
- Ensure proper CRM updation and lead-stage management.
- Identify non-performing lead sources and recommend corrective action.
Key KPIs:
- Lead Response Time: Preferably within 10–15 minutes
- Lead Follow-up Compliance: 90%+
- Lead-to-Site Visit Conversion
- Site Visit-to-Booking Conversion
- Overall Lead-to-Booking Conversion
- Lost Lead Analysis
Real-estate sales benchmarks commonly emphasize response time, follow-up, site visits and stage-wise conversion rather than bookings alone.
3. Team Management & Productivity – 15%
- Lead, supervise and motivate the complete sales team.
- Set individual targets for Sales Managers/Executives.
- Conduct daily/weekly sales reviews.
- Monitor individual team performance and productivity.
- Coach team members on pitching, objection handling and closing.
- Identify underperformers and implement Performance Improvement Plans where required.
- Support recruitment and onboarding of suitable sales professionals.
- Develop second-line leadership within the sales team.
Key KPIs:
- Team Target Achievement
- Individual Target Achievement
- Sales Productivity per Employee
- Team Attrition
- Employee Performance Improvement
- Number of Active Productive Salespersons
4. Site Visits, Negotiations & Closures – 15%
- Increase the number and quality of site visits.
- Ensure systematic follow-up after every site visit.
- Personally participate in high-value negotiations and critical closures.
- Handle pricing, payment-plan and commercial objections within approved authority.
- Coordinate with Management for special pricing/approvals.
- Ensure timely conversion of hot and warm prospects.
- Monitor pending negotiations and ageing of sales opportunities.
Key KPIs:
- Site Visits vs. Target
- Site Visit Show-up %
- Visit-to-Negotiation %
- Negotiation-to-Booking %
- Booking Conversion %
- Average Deal Value
- Sales Cycle
5. Collections & Booking Quality – 10%
- Ensure timely collection of booking amounts and subsequent instalments.
- Coordinate with CRM/Accounts for payment follow-ups.
- Monitor outstanding customer payments.
- Minimize cancellations and booking reversals.
- Ensure proper documentation before confirming bookings.
- Maintain coordination between Sales, CRM, Accounts and Legal teams.
Key KPIs:
- Collection Achievement
- Outstanding Amount
- Collection Efficiency
- Cancellation %
- Booking-to-Collection Ratio
- Pending Documentation
6. Market Development & Business Growth – 5%
- Identify new sales opportunities and potential customer segments.
- Develop relationships with channel partners, brokers and referral networks.
- Monitor competitor projects, pricing, offers and market trends.
- Recommend changes in sales strategy based on market feedback.
- Explore new business channels and institutional/corporate clients.
- Generate repeat and referral business.
Key KPIs:
- New Channel Partners
- Referral Leads
- New Business Opportunities
- Competitor Analysis Reports
- Revenue from New Channels
7. CRM, Reporting & Compliance – 5%
- Ensure 100% accuracy of sales data in CRM.
- Maintain updated lead, follow-up, site-visit and booking records.
- Submit daily/weekly/monthly sales reports to Management.
- Ensure adherence to approved pricing, discount and sales policies.
- Ensure sales communication and commitments are aligned with company-approved project information.
- Coordinate with CRM, Accounts, Legal, Projects and Marketing departments.
Key KPIs:
- CRM Data Accuracy: 95%+
- Reporting Compliance: 100%
- Follow-up Data Compliance
- Discount/Approval Compliance
- Documentation Compliance
Monthly AGM Sales Performance DashboardKRAWeightagePrimary KPISales Target & Revenue30%Target Achievement %Lead Management & Conversion20%Lead-to-Visit / Booking ConversionTeam Management15%Team Productivity & Target AchievementSite Visits & Closures15%Visit-to-Booking ConversionCollections & Booking Quality10%Collection AchievementMarket Development5%New Channels / Referral BusinessCRM & Compliance5%Reporting & CRM AccuracyTotal100%Overall KRA ScoreRecommended AGM Sales Review
Daily: Leads, calls, follow-ups, site visits, hot prospects and closures.
Weekly: Team target vs. achievement, project-wise pipeline, negotiations, site visits and expected bookings.
Monthly: Sales/revenue achievement, collections, conversion ratios, team performance, cancellations and next-month pipeline.
Quarterly: Overall target achievement, market strategy, team capability, channel performance and business growth.
Core Success Measure
The AGM – Sales should ultimately be evaluated on:
Revenue + Bookings + Conversion + Collections + Team Productivity + Customer/Channel Development.
The role should not be evaluated only on the number of leads or calls; stage-wise funnel performance gives management a better view of where sales are being won or lost.
Pay: ₹60,000.00 - ₹100,000.00 per month
Benefits:
Work Location: Hybrid remote in Mohali, Punjab
