A real estate sales manager helps a brokerage manage agents, recruit new agents, hire and train staff, and coach existing agents. The roles of a sales manager can vary significantly from brokerage-to-brokerage. A sales manager should not be confused with a managing broker or broker of record. A sales manager does not oversee overall brokerage operations.
Brokerages hire sales managers to recruit agents and help agents increase their sales. Sales managers also help with staff training and administrative work. But they benefit the brokerage the most financially if they help grow brokerage commissions. Many top agents will join a brokerage if they respect the sales manager they will be working with. Sales managers often act as coaches and advisors for agents. They will help resolve disputes and challenges that can come up during transactions. They will also help set goals and sales strategies.
Real estate sales managers are usually full-time salaried employees. That said, sometimes they are independent contractors. This is more common if they are also practicing real estate agents. Many sales managers receive performance bonuses based on agent recruiting and performance goals.