Internet Sales Specialist

Brief DescriptionThe Role:The IST Specialist is the first point of contact for prospective True Homes buyers. This role is responsible for converting inbound and outbound opportunities into qualified appointments that drive traffic, sales, and revenue across all True Homes markets (Charlotte, Triad, Raleigh, Coastal, Charleston). The IST Specialist delivers exceptional client experience, executes defined follow-up processes with urgency and consistency, and partners with the on-site sales team to achieve division sales goals. The IST Specialist is expected to operate with urgency, discipline, and a results-driven mindset. This is not a passive lead response role — it is a proactive, high-volume sales position focused on conversion.ResponsibilitiesPrimary ObjectivesDriving qualified appointments from internet and phone inquiriesIncreasing division traffic through disciplined outbound follow-upConverting leads into sales at or above company benchmarksProtecting and enhancing the True Homes client experienceContributing directly to annual sales and revenue goalsLead Management & Client EngagementRespond to all inbound internet leads, registrations, calls, texts, and emails with urgency and professionalismSet and confirm qualified appointments for on-site sales teamsEstablish proper expectations and guide clients through next stepsSales Conversation & PerformanceConvert inquiries into appointments and appointments into sales through consistent follow-upMeet or exceed established appointment conversation and sales conversion benchmarksContribute to division traffic and revenue goalsSystem & Process ExecutionAccurately document all client interactions in CRMProcess Sale Central notifications within defined response time standardsEnsure all appointments are entered and confirmed within required timeframesFollow established IST scripts, processes, and communication standardsMaintain strong working knowledge of Trinity, TH Traffic, CRM, and related systemsTeam CollaborationCommunicate proactively with IST teammates, manager, and on-site sales teamsAttend and actively participate in weekly IST meetings and trainingsSupport coverage needs across all markets as requiredAct as a client advocate while protecting company standards and processesResults / AccountabilityDaily outbound activity standards (calls, texts, emails)95%+ same-day lead response and completion100% same-day CRM documentation of inbound callsAppointment conversation target of 17% (or current company standard)Sales conversion target of 3% (or current company standard)Contribution toward annual sales and traffic goalsQualificationsHigh school diploma or GED requiredOne to three years of experience in sales, call center, real estate, or customer engagement preferredProficiency in Microsoft Outlook, Word, Excel, and CRM systemsStrong phone presence and objection-handling abilityAbility to manage a high-volume, fast-paced workflowValid driver’s license, current automobile insurance, and reliable personal transportation (minimal travel as required)Must be able to work onsite in Monroe, NC per company expectationsGeneral RequirementsStrong written and verbal communicationHigh attention to detail and organizational skillsSelf-motivated with strong time managementComfortable handling objections and guiding client decisionsAdaptable to changing schedules and prioritiesComply with all company policies and proceduresDemonstrate the qualities and character traits as defined in the True DifferencePhysical RequirementsMust be able to remain in a stationary position 80% of the timeAssociate needs to occasionally move about the office to access file cabinets, office equipment, etc.Constantly operates a computer and other office equipment