Spotlights
District Sales Manager, National Sales Manager, Regional Sales Manager, Sales and Marketing Vice President (Sales and Marketing VP), Sales Director, Sales Manager, Sales Supervisor, Sales Vice President (Sales VP)
Most of us work for companies that sell products or services so they can make profits, stay in business – and pay their employees. But employees are also consumers; we buy products and services from companies with the money we earn from working. That’s basically how our economy is set up!
At the heart of this economic cycle is the concept of sales. Companies rely on professional sales teams to ensure products and services are effectively marketed to consumers. Leading the charge are Sales Managers, who train and guide sales teams, strategize sales plans, and help their company reach its revenue goals. Without their diligent efforts, companies would collapse, with rippling effects that hurt workers and the economy.
- Leading and mentoring effective sales teams
- Developing and implementing sales strategies
- Helping companies achieve sales targets and profits
- Contributing to the job market and economy
Working Schedule
- Sales Managers typically work full-time, but schedules vary. They may have to work late to travel and meet clients or attend events outside of regular business hours.
Typical Duties
- Conduct market research to stay informed about trends and competitors
- Identify market opportunities and continuously evaluate customer “wants and needs”
- Oversee the sales process from lead generation to closing deals
- Establish sales targets and projections. Develop and implement sales strategies to meet targets
- Lead, manage, train, and monitor sales teams. Assign quotes and territories to work within
- Create plans to gain new customers. Build and maintain strong client relationships
- Prepare and deliver sales presentations and proposals
- Develop pricing strategies and promotions
- Analyze sales data and performance. Adjust strategies, as needed
- Coordinate with other departments such as R&D, marketing, supply chain management, etc.
- Manage budgets and resources
- Offer advice to retailers about product placement and marketing ideas
Additional Responsibilities
- Respond to inquiries over the phone and via email or text
- Address customer complaints and resolve issues promptly
- Use customer relationship management tools
- Share information about new products with existing customers
- Maintain reports and records of sales activities and expenses
- Turn in travel reimbursements
- Monitor inventory levels and coordinate with production teams
- Create training materials
Soft Skills
- Communication skills
- Confidence
- Customer service
- Decisiveness
- Detail-oriented
- Emotional intelligence
- Enterprising
- Flexibility
- Initiative
- Interpersonal skills
- Leadership
- Motivation
- Persistence
- Persuasiveness
- Problem-solving skills
- Storytelling
- Teamwork
Technical Skills
- Understanding of sales processes and techniques
- Technical expertise in the products and services being sold
- Customer relationship management
- Familiarity with budgeting and financial planning
- Knowledge of software programs for accounting, business intelligence, calendaring, data mining, financial analysis, presentations, spreadsheets, transaction security, travel arrangements, and videoconferencing
- Financial services
- Healthcare organizations
- Hospitality industry
- Manufacturing companies
- Military suppliers
- Pharmaceutical companies
- Real estate firms
- Retail chains
- Technology firms
- Wholesale distributors
The role of a Sales Manager requires the ability to manage stress while multitasking. They work under pressure to train members, devise effective sales strategies, and meet sales targets by desired deadlines.
Travel may be necessary, with working hours stretching beyond the typical 9-5. This can impact one’s work-life balance and also require managers to adapt to diverse climates and situations.
Sales Managers must stay current on the latest sales technologies and trends, including digital marketing, CRM tools, and data analytics. AI is revolutionizing sales processes by providing predictive analytics and insights into customer behavior.
Another trend is social selling, which involves using social media platforms to find and engage with potential customers. This shift highlights the importance of building strong digital presences and networks. Indeed, e-commerce has transformed sales strategies with companies selling more to global customers. That international trade comes with its share of challenges that Sales Managers must navigate along with their other duties.
Lastly, there’s an increased focus on sustainability and ethical practices, prompting Sales Managers to meet the demand for eco-friendly, socially responsible products.
Salespersons in general often love to talk, share ideas, and collaborate with others to get things done. Sales Managers might have enjoyed playing sports or leading group activities when they were younger.
- ~65% of Sales Managers hold a bachelor's degree in business, marketing, or a related field
- Many start in entry-level sales positions and work their way up while taking college classes. Some companies send their best salespeople to formal training programs or offer in-house apprenticeships
- Representatives selling highly technical products might need a bachelor’s related to that particular field
- Common undergraduate courses include:
- Accounting
- Business communication
- Business law
- Economics
- Finance
- Leadership
- Marketing
- Sales management
- Statistics
- Optional certifications include:
- Association of International Product Marketing and Management - Certified Product Marketing Manager
- Hospitality Sales & Marketing Association International - Certified Hospitality Marketing Executive
- National Association of Sales Professionals - Certified Professional Sales Person
- National Retail Federation Foundation - Customer Service & Sales
- Sales and Marketing Institute International - Certified Sales Professional
- Sales Managers may have to drive frequently, and thus require a valid driver's license
- Look for accredited colleges offering majors in business, marketing, or accounting.
- If planning to sell technical products or services, you may need a degree in an applicable field
- Engineering college programs should be accredited by ABET
- Seek programs with internships or opportunities to get practical experience.
- Compare tuition and fees costs, noting in-state vs. out-of-state costs.
- Review scholarship and financial aid options.
- Check out graduation and job placement statistics.
- In high school, take courses in business, economics, math, and technology.
- To hone your logistics skills, take English, writing, and communication courses.
- If planning to focus on technical aspects, sign up for science, engineering, and technology courses.
- Apply for part-time jobs or internships related to logistics or supply chain management.
- Apply for part-time sales-related jobs
- Polish your phone etiquette and powers of persuasion
- Volunteer to serve on school committees. Help with extracurricular activities, with a focus on roles that offer leadership and management experiences
- Take online courses via edX or Udemy to polish up your sales and marketing skills
- Call a few manufacturers to ask if you could shadow a salesperson for a day
- Read articles and watch videos related to sales techniques and team leadership
- Familiarize yourself with current sales developments
- Participate in relevant online forums and discussion groups
- Keep track of all your work and academic accomplishments for your resume and/or college applications
- Join professional sales, business, or marketing organizations to network, learn, and have fun!
- To work as a Sales Manager, you may have to start in an entry-level job and get experience first
- Make a profile on LinkedIn and other networking platforms to advertise your availability
- Scan job portals like Indeed.com, Glassdoor, ZipRecruiter, USAJOBS, and other sites
- Review job ads and look for keywords to list on your resume, such as:
- Client Acquisition
- Customer Relationship Management
- Market Analysis
- Performance Metrics
- Revenue Growth
- Sales Forecasting
- Sales Operations
- Sales Strategy
- Strategic Planning
- Team Leadership
- Review Sales Manager resume templates
- Cite quantifiable results (such as total dollar amounts of products sold), when possible
- Read sample interview questions and practice your replies via mock interviews. Sample questions might include:
- “How do you develop and implement effective sales strategies to meet or exceed company targets?”
- “Can you describe a time when you successfully led a sales team to achieve a challenging goal?”
- “How do you handle underperforming sales representatives? What strategies do you use to improve their performance?”
- Know the logistics lingo and best practices for managing warehouses, inventory, and transportation.
- Stay connected to your professional network. Ask for leads on upcoming job openings
- Keep up with developments related to the product or service type you want to sell
- Do your research on potential employers. Learn what kind of products and services they sell and who their target buyers are
- Dress appropriately for job interviews!
- Ask former professors and supervisors to write recommendation letters or request their consent to list them as references
- The best way to move up is to make sales and meet deadlines! When you’re making money for your employer, they notice!
- Consistently find great leads, negotiate great deals — and try to exceed your quotas
- Keep in mind that many sales jobs pay a salary plus commission, i.e. “money a salesperson earns based on the number of sales they have made.” So climbing the ladder doesn’t have to mean getting a promotion. It could mean bringing in bigger commissions and getting a chance to sell to larger clients
- Let your supervisor know you are interested in advancement. Offer to take the lead on tough projects or trips that maybe other sales reps don’t want to go on
- Knock out additional education and training to improve your ability to make sales
- For example, you can get a National Association of Sales Professionals - Certified Professional Sales Person certification…or a master’s degree in business!
- If there is a manufacturer-specific certification for the items you sell, get it!
- Watch or listen to sales demos to keep your skills sharp
- Treat everyone with respect, be on time and well-prepared for presentations, offer solutions, and stay focused on maintaining long-term customer relationships
- Keep growing your professional network and making connections with major buyers
- Stay active in professional organizations like the National Sales Network
- Stay current on regulatory changes to ensure your organization is always compliant
Websites
- Association of Sales and Marketing Companies
- Gift Sales Manager Association
- Institute of Hazardous Materials Management
- International Trade Administration
- International Trade Certification
- Manufacturers’ Representatives Educational Research Foundation
- Market Access Program
- National Association of Sales Professionals
- National Association of Women Sales Professionals
- National Sales Network
- North American Association of Sales Engineers
- Professional Sales Association
- Sales and Marketing Executives International
- Sales Management Association
- Small Business Development Centers
- SMEI
- State Trade Export Program
- Strategic Account Management Association
- US Commercial Service
- US Small Business Administration
- US Trade and Development Agency
Books
- Sell Without Selling Out: A Guide to Success on Your Own Terms, by Andy Paul
- The Sales Skills Book: A Concise Introduction to the Art of Selling, by Gerald Zankl
- The Ultimate Guide to Breaking Into Tech Sales: Land Your Dream Job, Make Six Figures, & Work From Anywhere Hardcover, by Brandon Bornancin
Being a Sales Manager can be a rewarding career, with a potentially lucrative income! But the job comes with plenty of pressure to perform, and the travel schedule isn’t always suitable for everyone. If you’re interested in exploring some related occupations, check out the suggestions below!
- Advertising Sales Agent
- Customer Service Representative
- General and Operations Manager
- Import/Export Specialist
- Insurance Sales Agent
- Marketing Manager
- Market Research Analyst
- Public Relations Specialist
- Purchasing Manager
- Real Estate Broker
- Retail Sales Worker
- Sales Representative
- Securities, Commodities, and Financial Services Sales Agent
- Wholesale and Manufacturing Sales Representative
- Wholesale and Retail Buyer
Newsfeed
Featured Jobs
Online Courses and Tools