Sales Lead

La-Z-Boy Incorporated Sales Consultant

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.

Average Earning Potential: $55,000 $95,000 (inclusive of base, commissions, and bonus)

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 Saturday morning training at least once per month.
• Assist Sales Consultant team with their weekly training and give one-on-one assistance and coaching.
• Coach in the game with Sales Consultant and provide timely feedback about the sales process and product knowledge.

Administration:

• Understand and follow all company policies and procedures.
• Arrive at least 10 minutes early to prepare for work.
• Clock in upon arrival and clock out at end of shift. Clock in/out for any meal breaks.
• Attend and participate in all company training, store staff meetings, and companywide sales rally meetings.
• Complete all sales paperwork and customer service issues in an accurate and timely manner.
• Respond to questions regarding sales and return policy, La-Z-Boy warranty and service, and direct customers to the appropriate department as required.
• Understand and follow the Terms & Conditions policy on our sales receipt.
• Ensure open sales have proper deposits and documentation.
• Schedule pickups and deliveries in compliance with procedures.
• Accurately verify weekly ISTs and alert all applicable departments when something is incorrect/incomplete/missing on the IST.
• Utilize company systems to answer questions regarding sales balances and inventory availability.
• Always update customer accounts by inputting notes in RMS Sales/Delivery notes.
• Assure that all company assets, daily receipts, and cash are always secure.
• Follow all safety and security rules.

Minimum Requirements:

• Possess an approachable and friendly style towards internal & external customers.
• Excellent strategic thinking, problem solving, and analytical skills.
• Strong interpersonal, customer services, and people skills.
• Exceptional sales and design experience.
• Ability to promote enthusiasm within the sales team.
• Exhibit excellent closing techniques and ability.
• Functional knowledge of the products that La-Z-Boy sells.
• Exhibit a high degree of professional excellence characterized by sound independent judgment, initiative, and high standards of ethics.
• Able to deliver excellent customer service externally and internally.
• Able to work evenings, weekends and holidays as required in a successful retail environment.
• High School Diploma or equivalent preferred.
• A minimum of 1 year of relevant work experience is preferred.

Supervisory Responsibilities: None

Physical Demands/Work Environment:

Frequent computer use and desk work with the ability to sit or stand for extended periods and infrequent ability to bend, squat, and kneel. The ability to move around the office to collaborate with different departments, attend meetings, and address employee needs. Proficient manual dexterity and vision for tasks such as typing, handling paperwork, and operating office equipment.

Other Duties: Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the incumbent for this job. Duties, responsibilities and activities may change at any time with or without notice.

At La-Z-Boy, we prioritize clear communication and reward outstanding talent! We invite you to explore the exciting opportunities available. To help you make an informed decision, we're sharing key information about our pay practices.

What You Can Expect: