Inside Sales Mortgage Manager
FocusOne Mortgage is seeking an experienced Inside Sales Mortgage Manager to lead and drive performance within our inside sales mortgage call center. This role is responsible for managing Loan Officers, executing daily sales operations, improving conversion rates, and achieving funded loan production goals while maintaining compliance and quality standards.
This is a hands-on leadership role for a results-driven mortgage professional with strong call center experience and a proven ability to coach, develop, and hold teams accountable to KPIs. Key Responsibilities
Sales Performance & Production
- Lead daily execution of call center mortgage sales activity
- Achieve monthly and quarterly funded loan production goals
- Enforce minimum production standards and KPI benchmarks
- Improve lead-to-application conversion, pull-through rates, and speed-to-lead
- Monitor real-time call activity, availability, and pipeline performance
- Conduct daily sales huddles reviewing leads, pipeline, and results
- Rapidly onboard and train new call-center Loan Officers
- Provide daily coaching on scripting, objection handling, and closing techniques
- Conduct call monitoring, call reviews, and one-on-one coaching sessions
- Implement Performance Improvement Plans (PIPs) when necessary
- Build and maintain a high-accountability, performance-driven sales culture
- Enforce accurate Loan Origination System (LOS) data entry and pipeline hygiene
- Partner with Processing, Underwriting, and Compliance teams to resolve issues
- Monitor file quality, documentation standards, and cycle times
- Escalate compliance, quality, or performance concerns as needed
- Manage schedules, attendance, and performance documentation
- Lead weekly sales meetings focused on KPIs and best practices
- Support employee engagement, retention, and recognition efforts
- Loans funded per Loan Officer per month
- Lead-to-application conversion rate
- Pull-through rate
- Revenue per funded loan
- Time-to-first loan for new hires
- Month-over-month production growth
- Active NMLS license or ability to obtain within 30 days
- Minimum 5 years of mortgage sales experience
- Minimum 2 years of inside sales or mortgage call center leadership
- Proven success managing KPI-driven mortgage sales teams
- Strong knowledge of mortgage products, pricing, and agency guidelines
- Experience with inbound lead management and speed-to-lead best practices
- Proficiency with Loan Origination Systems (Encompass preferred) and CRM tools
- Understanding of mortgage compliance and required disclosures
- Strong coaching, communication, and performance management skills
- Ability to analyze call data, pipeline metrics, and conversion trends
- Ability to thrive in a fast-paced, high-volume sales environment
FocusOne Mortgage combines modern mortgage technology with a disciplined, performance-driven sales culture. Our leaders are empowered to coach, develop, and drive results while working closely with executive leadership to scale production and quality.
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