Careers in Sales Management

Sales managers lead their team or company in establishing sales goals and coordinating training and supervision for sales representatives.

Sales managers keep track of sales statistics, customer satisfaction, and develop and carry out sales strategies.

Job Responsibilities

Sales managers generally report to an Executive V.P. and oversee the sales strategy for their company. Managers are responsible for developing and carrying out all sales activities and establish plans and strategies to increase customers in marketing area. They hire and direct a team of sales representatives and lead them toward reaching the set goals and develop training and education for clients and staff. They prepare action plans for individuals and teams for sales leads and prospects and initiate breaking into new markets. They may assist in marketing development, and they must maintain records and reports, make proposals and give presentations, and manage expenses and budgets. Working with different types of people is a crucial part of the job as sales managers advise their staff on improving performance and maintain contact with distributors and dealers. Managers also monitor information and analyze sales statistics to determine inventory requirements, customer preference and sales potential.

The information managed by the sales manager is important to a company’s product development and profit maximization. Sales managers usually work closely with top managers and may face pressure to reach deadlines and goals. They may travel often to national, regional and local offices to meet with dealers and distributors or clients. Transferring between headquarters and regional offices are common.

During tough economic times, sales managers must boost morale and look for new ways to expand business. And it's good to stay involved in the sales process to remain sharp and in touch. Plus, sales manageers serve as support for their teams.

Pay Information

Top 25% earns $127,820 annually (median yearly wage $87,580) (Careernet.org)

Paths to this Job

Sales managers often start off on the floor as a sales representative and gain experience within their company, moving up to higher positions.

Many companies also run management training programs and management certification programs, or individuals can complete programs and earn certification from a professional association. Participating in seminars and conferences held by professional societies is helpful in showing motivation and making contacts in the industry. Many employers prefer an MBA with a marketing emphasis for sales management positions, and in companies with a focus on technology, engineering or science degrees combined with MBAs are important.

Internships completed during MBA programs are important for getting in the door of a company, and once in a firm, performance and continued training and education is key. Showing the ability to communicate with managers, staff, and the public, maintain personal relationships with staff and client firms, and show motivation and decisiveness are all good qualities of a sales manager. Sales managers who succeed are in a good position to move up to executive V.P. roles, and some go on to open their own business. Gaining experience and training within a company, networking with contacts in the industry, and working with recruitment agencies can all be paths to landing a great sales management job.


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