Sales teams have quotas and goals to meet. To help motivate, train, and assist Sales Representatives in achieving those goals, companies employ Sales Managers. A Sales Manager is usually in charge of hiring and training salespeople on their team, evaluating and coaching team members, and instituting procedures and techniques to help them meet its goals. Sales Managers are also sometimes charged with assigning each salesperson a geographic territory or set of sales leads. Travel is often a vital element of a Sales Manager’s job.
In addition to sales skills, a Sales Manager must also be adept at training and coaching. Motivation, team-building, and knowledge of multiple sales strategies also are essential skills for a Sales Manager to possess.
Typical Duties and Responsibilities
- Hire and train sales team members
- Set sales goals and evaluate performance based on those goals
- Assess sales processes and procedures and implement appropriate changes
- Develop individual sales quotas and assign sales territories
- Compile and submit sales forecasts
- Coach and provide feedback to sales team members
Education and Background
This position requires a bachelor’s degree in business, marketing, communications, or a related field, as well as a few years of experience in sales.
Skills and Competencies
- Written and verbal communication skills
- Proven leadership skills, especially relating to coaching and motivating
- Experience forecasting sales and setting sales goals
- Proficiency in Microsoft Office Suite or similar software, including spreadsheets and databases
- Strong sense of organization and time management
According to Payscale the median annual salary of a Sales Manager with
1 Year of Experience:
- Orlando, Florida: $54,000
- Tampa, Florida: $55,000
- Jacksonville, Florida: $50,000
- Miami, Florida: $50,000
- Atlanta, Georgia: $64,000
- Chicago, Illinois: $50,000
- Houston, Texas: $55,000
- Los Angeles, California: $63,000
- New York City, New York: $74,000
- Seattle, Washington: $59,000
- Overall: $56,000
5 Years of Experience:
- Orlando, Florida: $60,000
- Tampa, Florida: $60,000
- Jacksonville, Florida: $60,000
- Miami, Florida: $70,000
- Atlanta, Georgia: $70,000
- Chicago, Illinois: $75,000
- Houston, Texas: $70,000
- Los Angeles, California: $78,000
- New York City, New York: $83,000
- Seattle, Washington: $80,000
- Overall: $75,000
Similar Job Titles
- Relationship Manager
- Account Manager
- Area Sales Manager
- Field Sales Manager
- Business Development Manager
This position requires a bachelor’s degree in business, marketing, communications, or a related field. Generally, Sales Managers need a proven track record in sales. Coursework in sales, business, marketing, accounting, communications, leadership, and related subjects can be attractive to potential employers. Successful Sales Managers can often move up to supervising larger sales teams or leading sales for an entire geographic area. From there, Sales Managers can then become Sales Directors, eventually moving into executive roles.
According to the lead routing software company VanillaSoft, one trend Sales Managers should be aware of in the coming years is the increased use of social media for selling. Many companies are using social media platforms as an added touchpoint between Sales Representatives and their clients. Another trend some analysts see affecting sales is customers’ desire for authenticity. More customers are looking for genuine, personal exchange and relationships with salespeople who actively listen to the customers’ needs and offer solutions. This mindset is in stark contrast to the standard one-size-fits-all, transactional sales model of the past.
According to the U.S. Bureau of Labor Statistics, the need for Sales Managers is expected to grow by five percent between 2018 and 2028. That’s as fast as average.
The typical work hours for a Sales Manager are from 9 a.m. to 5 p.m. They sometimes have to work additional hours or on weekends.
Where You Can Find Jobs
- 4 Corner Resources
- Career Builder
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