What does a sales director do?
A sales director plans and directs the entire sales operation to hit revenue targets. This leader sets territorial quotas, defines pricing strategies, and manages the performance of the sales team. They analyze operational data to forecast profitability and adjust tactics based on market conditions. The role bridges high-level business goals with daily execution by coaching representatives and resolving complex customer issues.
- Coordinate sales territories and assign individual quotas to representatives to ensure full market coverage. Monitor pipeline activity through CRM systems to track progress against these specific goals. Adjust assignments based on performance data to maximize revenue potential across all regions.
- Analyze sales statistics and operational records to project future sales volume and inventory needs. Use forecasting dashboards to assess profitability and identify trends in customer buying behavior. Compile these insights into reports that guide strategic decisions on staffing and resource allocation.
- Set price schedules and discount rates while preparing and approving detailed sales budgets. Review expenditure requests to maintain financial discipline within the department. Document these pricing policies clearly so the team applies them consistently during negotiations with clients.
- Establish training programs and conduct performance evaluations for sales staff. Coach representatives on effective tactics and help them refine their approach to closing deals. Investigate customer complaints regarding service or product issues to resolve conflicts and improve retention.
How to hire a sales director on Upwork
Step 1: Post a job
Define the revenue targets and territory scope your sales director must own. Use the Job Post Generator powered by Umaโข, Upwork's Mindful AI to draft a precise description from a few sentences about your needs. You can write a new post, update a saved draft, or reuse an existing post.
- Specify experience with outbound sales strategies and quota management for your specific industry vertical.
- List required proficiency with CRM systems like HubSpot for pipeline tracking and sales forecasting.
- Clarify if the role involves setting price schedules, approving budgets, or coaching junior staff.
Step 2: Evaluate candidates
Look for proven ability to analyze sales statistics and project profitability in past roles. Uma can run instant video interviews and build shortlists with side-by-side comparisons to speed up this review.
- Review portfolios for documented sales performance analyses and territorial quota plans they executed.
- Check work history for evidence of designing training programs and evaluating sales team performance.
- Verify experience in resolving complex customer complaints and adjusting sales tactics accordingly.
Step 3: Interview your top choices
Discuss how they set price schedules and manage discount rates to protect margins. Schedule these conversations within Upwork Messages to receive an immediate transcript and summary after each session.
- Ask how they use operational records to forecast inventory needs and sales potential accurately.
- Request examples of how they coached representatives to improve conversion rates in previous roles.
- Evaluate their approach to coordinating with peers and supervisors to align sales goals with company strategy.
Step 4: Agree on scope and begin work
Set clear milestones for delivering sales budgets and projection outputs. Use Upwork Messages and the contract workroom for communication and project management, plus identity verification, payment protection, hourly tracking, and project funds for security.
- Define deliverables such as weekly pipeline reports and monthly revenue forecasts using agreed-upon tools.
- Establish a schedule for reviewing sales statistics and adjusting territorial goals based on performance data.
- Confirm access to necessary CRM dashboards and budget approval documentation before work begins.
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