Internal Sales Representative

Position Summary

We are seeking a highly motivated In-House Sales Representative to serve as a primary point of contact for prospective homebuyers. This role combines customer service with a strong emphasis on sales conversion and revenue generation.

The ideal candidate is a confident communicator who enjoys talking with customers, understands how to identify buying signals, and is comfortable asking for the sale. This person will handle inbound calls and inquiries, qualify prospects, educate customers about our homes and communities, and guide them through the early stages of the home-buying process.

This is not simply a customer service or appointment-setting position. We are looking for someone with a genuine sales mentality who can turn conversations into opportunities and opportunities into sales.

Key Responsibilities

Inbound Sales

• Serve as a primary point of contact for prospective homebuyers through inbound phone calls, online inquiries, and other lead channels.
• Respond quickly and professionally to new leads and customer inquiries.
• Engage prospects in meaningful conversations to understand their needs, preferences, timing, and purchasing goals.
• Educate prospective buyers about available homes, communities, features, pricing, incentives, and the overall home-buying process.
• Identify qualified prospects and buying signals.
• Confidently transition conversations toward the next step in the sales process.
• Ask for the appointment, application, reservation, or sale when appropriate.
• Follow up consistently with prospects who are not yet ready to purchase.
• Maintain ownership of assigned leads until they are appropriately transitioned to the field sales team or other internal partner.

Sales Conversion

• Develop rapport and establish trust with prospective homebuyers.
• Use consultative selling techniques to understand customer needs and match them with appropriate products and communities.
• Identify objections, concerns, and barriers to purchase and respond effectively.
• Communicate value rather than simply providing information.
• Create urgency appropriately without compromising the customer experience.
• Move prospects through the sales funnel from initial inquiry to appointment, application, contract, or other defined sales milestone.
• Recognize when a prospect is ready to buy and confidently ask for the business.
• Meet or exceed established sales and conversion goals.

Lead Management

• Manage leads and follow-up activities through the company's CRM and sales technology.
• Maintain accurate customer records and document interactions.
• Follow established lead-response and follow-up standards.
• Prioritize leads based on customer engagement, buying intent, and sales opportunity.
• Coordinate effectively with field sales representatives to ensure a seamless handoff.
• Ensure no qualified opportunity is lost due to lack of follow-up or communication.

Customer Experience

• Provide a professional, knowledgeable, and highly responsive experience for prospective buyers.
• Build confidence in the company, its homes, communities, and technology-enabled buying experience.
• Clearly communicate next steps and set appropriate customer expectations.
• Work collaboratively with sales, operations, financing, and other internal teams to address customer needs.
• Represent the company professionally in every customer interaction.

Technology & Fintech

• Utilize CRM, communication, lead-management, and sales technology throughout the customer journey.
• Become proficient in the company's fintech platform and explain relevant features and incentives to prospective customers.
• Help customers navigate digital tools and financing-related processes as appropriate to the role.
• Provide feedback regarding customer questions, objections, and technology experiences to help improve the overall sales process.

Key Performance Indicators

Success in this position may be measured by:

• Lead response time
• Number of qualified prospects engaged
• Contact rate
• Appointment-setting rate
• Appointment show rate
• Lead-to-sale conversion
• Revenue generated
• Sales opportunities advanced
• Follow-up completion
• CRM accuracy and utilization
• Customer satisfaction
• Individual sales performance against established goals