What Do Sales Managers Do?
A sales manager is responsible for ensuring a product or service gets to the customer via the correct planning, direction or coordination. He or she will oversee the work of sales representatives: establishing training programs, delineating sales territories, determining quotas, setting goals, and holding workers accountable for output. They often have a hand in planning and modifying product offerings in order to best serve the consumer. In addition, they monitor sales statistics generated by staff in order to determine customers’ preferences, identify sales potential and stay abreast of inventory needs.Growth is expected in this field of approximately 8% per year nationwide, which roughly translates to 10,690 job openings. The number of sales representatives that you manage and the geographic territory you cover will depend on the specifics of the position and the company that employs you.
Sales Managers Skills and Abilities
A sales manager is required to have strong sales skills, first and foremost, with proven knowledge of principles and techniques for demonstrating, advocating for and selling a company’s products and services. This includes strong communication capabilities and the talent to persuade a potential buyer. It will also be useful to have gifts in social perceptiveness and intuition, so that you can take stock of a situation and adequately respond to the person or people you’re doing business with.You will need to be adept at administration and management, with the associated expertise in strategic planning, resource allocation, leadership methods, and people coordination. Deductive and inductive reasoning proficiency are very helpful in this job.
Sales Managers Duties
Your duties as a sales manager will center on conducting the activities of sales representatives, or possibly regional and local sales managers and their direct reports. You will plan and coordinate staffing, training, and performance evaluations to create and manage sales and service initiatives. Operational records and reports will be analyzed in order to formulate sales projects and estimate product profitability.It will be your responsibility to stay informed on market conditions or trends and the growth and new advancements in your industry so that you can ensure your company and its services stay competitive. On the customer facing side, you may be called upon to identify potential buyers, arrange the receipt of goods or services, conduct presentations to customers (both current and prospective), explain information on technical products and services, and create contracts for sales or other purposes. You may visit prospective buyers in a variety of locations in order to distribute samples or catalogs and to give them information on product costs, availability and benefits.
Sales Managers Tools and Technology
As a sales manager you will work regularly with computers, whether desktop, notebook, or personal variations. Personal digital assistants (PDAs) or organizers may be helpful in coordinating your demanding schedule. In addition, familiarity or knowledge with software having the purpose of analytics or science, calendars or scheduling, customer relationship management (CRM), electronic mail, and database user interface and query is often helpful.
Education and Training for Sales Managers
Sales managers generally need a bachelor’s degree and up to 5 years of experience in a similar position. Courses in the following topics are often useful:
- General Business Administration and Management
- General Business/Commerce
- Consumer Merchandising/Retailing Management
- General Marketing/Marketing Management
Sales Managers Salary
Sales managers can expect to earn a competitive salary, with a median compensation of $110,700 annually. The bottom 10% will generally earn around $53,600, with the top 10% potentially making upwards of $187,200 per year.
Sales Managers Jobs by Geography
States and U.S. territories anticipating the greatest amount of growth in this field are Guam, Utah, and Colorado. If you are prioritizing salary potential first and foremost, head to New York, Delaware or New Jersey for the best income prospects.