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Job outlook for business to business sales managers in the United States
Business to business sales manager job growth summary. After extensive research, interviews, and analysis, Zippia's data science team found that:
The projected business to business sales manager job growth rate is 5% from 2018-2028.
About 23,800 new jobs for business to business sales managers are projected over the next decade.
Business to business sales manager salaries have increased 12% for business to business sales managers in the last 5 years.
There are over 172,021 business to business sales managers currently employed in the United States.
There are 168,304 active business to business sales manager job openings in the US.
The average business to business sales manager salary is $75,242.
Are business to business sales manager jobs in demand?
Business to business sales manager job and salary trends over time
Business to business sales manager jobs over time
Business to business sales manager job growth rate over time
| Year | # of jobs | % of population |
|---|---|---|
| 2021 | 172,021 | 0.05% |
| 2020 | 150,387 | 0.04% |
| 2019 | 153,948 | 0.05% |
| 2018 | 144,308 | 0.04% |
| 2017 | 140,048 | 0.04% |
Average business to business sales manager salary over time
Business to business sales manager salary by year
| Year | Avg. salary | Hourly rate | % Change |
|---|---|---|---|
| 2026 | $75,242 | $36.17 | +4.5% |
| 2025 | $72,028 | $34.63 | +1.9% |
| 2024 | $70,652 | $33.97 | +2.6% |
| 2023 | $68,854 | $33.10 | +2.6% |
| 2022 | $67,091 | $32.26 | +3.6% |
Business to business sales manager jobs by state
Most common states for business to business sales managers
| Rank | State | Population | # of jobs | Employment/ 1000ppl |
|---|---|---|---|---|
| 1 | District of Columbia | 693,972 | 468 | 67% |
| 2 | Utah | 3,101,833 | 990 | 32% |
| 3 | New Hampshire | 1,342,795 | 428 | 32% |
| 4 | Massachusetts | 6,859,819 | 1,886 | 27% |
| 5 | Kansas | 2,913,123 | 734 | 25% |
| 6 | Maine | 1,335,907 | 332 | 25% |
| 7 | Montana | 1,050,493 | 265 | 25% |
| 8 | Alaska | 739,795 | 184 | 25% |
| 9 | Iowa | 3,145,711 | 747 | 24% |
| 10 | Nebraska | 1,920,076 | 459 | 24% |
| 11 | South Dakota | 869,666 | 211 | 24% |
| 12 | Arkansas | 3,004,279 | 681 | 23% |
| 13 | Indiana | 6,666,818 | 1,479 | 22% |
| 14 | Wisconsin | 5,795,483 | 1,289 | 22% |
| 15 | Delaware | 961,939 | 209 | 22% |
| 16 | Missouri | 6,113,532 | 1,280 | 21% |
| 17 | Illinois | 12,802,023 | 2,624 | 20% |
| 18 | Pennsylvania | 12,805,537 | 2,623 | 20% |
| 19 | Oregon | 4,142,776 | 844 | 20% |
| 20 | Vermont | 623,657 | 125 | 20% |
Most common cities for business to business sales managers
| Rank | City | # of jobs | Employment/ 1000ppl | Avg. salary |
|---|---|---|---|---|
| 1 | Culver City | 1 | 3% | $94,701 |
| 2 | Lawrenceville | 1 | 3% | $60,913 |
| 3 | Coral Gables | 1 | 2% | $76,295 |
| 4 | Grand Junction | 1 | 2% | $63,828 |
| 5 | La Crosse | 1 | 2% | $70,081 |
| 6 | Atlanta | 4 | 1% | $60,746 |
| 7 | Washington | 4 | 1% | $93,725 |
| 8 | New Orleans | 2 | 1% | $82,393 |
| 9 | Cambridge | 1 | 1% | $96,053 |
| 10 | Green Bay | 1 | 1% | $71,997 |
| 11 | Chicago | 3 | 0% | $88,308 |
| 12 | Boston | 2 | 0% | $96,089 |
| 13 | Baltimore | 1 | 0% | $94,697 |
| 14 | Des Moines | 1 | 0% | $68,140 |
| 15 | Fayetteville | 1 | 0% | $78,236 |
| 16 | Irvine | 1 | 0% | $93,872 |
| 17 | Jacksonville | 1 | 0% | $79,026 |
| 18 | Lincoln | 1 | 0% | $75,085 |
| 19 | Miami | 1 | 0% | $76,353 |
Business To Business Sales Manager job outlook: Expert opinions
Our panel of business to business sales manager experts
University of Alaska Fairbanks
Texas Christian University
Texas Christian University
University of Maryland
Catawba College
Pennsylvania State University - Greater Allegheny
Landmark College
University of Saint Mary
Northwestern Michigan College
University of West Georgia
San Francisco State University
Tiffin University
The Pennsylvania State University
Brandeis University
Baylor University
Clarion University of Pennsylvania
University of Vermont
Manhattan College
The University of West Florida
What Business To Business Sales Manager skills would you recommend for someone trying to advance their career?
Dr. Kim Roberts: Business professionals lead organizations by focused efforts that revolve around products/services, processes, and people. Business professionals work to ensure the firm's products and/or services meet customer expectations, with an eye toward an ever-changing market. They manage processes that produce or support the firm's products. This requires the ability to analyze data to make informed decisions, to drive continuous improvement, and to solve problems through critical thinking. Successful business professionals must also create climates that promote teamwork and foster collaboration.
What Business To Business Sales Manager skills would you recommend for someone trying to advance their career?
Jaunelle Celaire: Never stop learning! This may consist of going back to school, earning new certifications in your field of study, attending conferences and seminars, and making sure that your time management is always at its finest level of excellence.
Ken Corbit Ph.D.
Assistant Professor of Professional Practice in MarketingTexas Christian University
Specialized Sales, Merchandising And Marketing Operations
What general advice would you give to a Business To Business Sales Manager?
Ken Corbit Ph.D.: Strategic
Company Selection:
Focus on joining companies with robust sales training programs, emphasizing consultative selling. Look for organizations that invest in your development, providing live calling experiences, quota-driven sales processes, and exposure to tools like Salesforce.
Tech
Proficiency and Sales Tools Mastery:
Familiarize yourself with cutting-edge sales technologies, including CRM tools like Salesforce. Your proficiency in these tools will not only streamline your sales processes but also position you as a tech-savvy professional in the competitive sales landscape.
Hands-On
Experience:
Actively engage in live calling, take ownership of sales funnels, and work with senior hiring authorities during your training. This hands-on experience will not only build your confidence but also prepare you for the challenges of consultative selling.
Research
and Decision-Making Skills:
Develop strong research skills to evaluate companies based on fit, growth opportunities, compensation structures, and overall potential. This informed decision-making approach will set you apart and empower you to navigate the sales landscape strategically.
Mentorship
and Networking:
Seek mentorship both within and outside your organization. Building relationships with mentors who invest in your sales skills and knowledge will provide valuable insights. Additionally, actively participate in online forums to connect with practical sales
knowledge and best practices.
What Business To Business Sales Manager skills would you recommend for someone trying to advance their career?
Ken Corbit Ph.D.: AI-Integrated Consultative Selling: Recognize the evolving role of AI in sales. Embrace AI tools that enhance your pre-call preparation, role-playing, agenda setting, and call talk track development. Stay ahead by incorporating AI into your sales strategies to deliver personalized and efficient client engagements.
What will help Business To Business Sales Managers increase their earning potential?
Ken Corbit Ph.D.: Holistic
Knowledge Mastery:
Become an expert in your industry, staying abreast of market trends, and thoroughly understanding the products/services you sell. This comprehensive knowledge will empower you to provide exceptional value, resulting in higher sales success and increased client
retention.
Strategic
Question-Based Selling:
Master the art of question-based selling. Use insightful questions to uncover client needs, address pain points, and tailor your approach. This strategic skill will not only boost initial sales but also contribute to secondary sales and long-term client satisfaction.
Compensation
Structure Expertise:
Understand your organization's compensation structure thoroughly. This includes baseline compensation, commission and bonus plans, and additional benefits. This knowledge allows you to set realistic targets, maximize your earnings, and take full advantage
of uncapped commission structures.
Consistent
Target Achievement:
Consistently meet or exceed targets and quotas to demonstrate your value. This not only enhances your immediate success but also positions you for continuous earning potential, especially in roles with uncapped commissions.
Negotiation
and Value Recognition:
Develop negotiation skills to ensure you are compensated appropriately. Recognize your worth and, when appropriate, discuss compensation adjustments or additional benefits with your employer. A proactive approach to recognizing and articulating your value
contributes to your overall salary potential.
In a rapidly evolving sales landscape, continuous learning, tech adaptability, and proactive career management are fundamental for achieving sustained success in consultative sales.
Dr. Brandon Chicotsky
Assistant Professor of Professional Practice in Marketing at the TCU Neeley School of BusinessTexas Christian University
Specialized Sales, Merchandising And Marketing Operations
What skills stand out on Business To Business Sales Manager resumes?
Dr. Brandon Chicotsky: Substantiated numbers such as sales pipeline efficiency, callbacks, meetings, and repeat purchasing are more important than listing responsibilities. Also, management-level personnel should have team growth numbers and coaching methodologies listed with substantiated returns from such efforts.
What hard/technical skills are most important for Business To Business Sales Managers?
Dr. Brandon Chicotsky: Sales enablement software, customer relationship management systems; customer analytics and social listening tools; and video playbooks are becoming increasingly important.
What skills will help Business To Business Sales Managers earn the most?
Dr. Brandon Chicotsky: Research about the client and strategic questions (with active listening) to understand a client's needs and opportunities will help a sales professional determine if there is value alignment, which leads to more efficient and remunerative outcomes.
Roland Rust Ph.D.
Distinguished University Professor, David Bruce Smith Chair in Marketing, Executive Director, Center for Excellence in Service, Ph.D., Business Administration, University of North Carolina at Chapel Hill MarketingUniversity of Maryland
Robert H. Smith School of Business
What skills stand out on Business To Business Sales Manager resumes?
Roland Rust Ph.D.: One might think that a stellar sales record would be most important, but that would be most relevant only if the individual has prior sales manager experience. If promoting a salesperson to sales manager, the thing that may be missing is administrative and managerial skills. In addition, we are in a technological revolution, driven by AI, which means that prior knowledge and experience with AI-related analysis would also definitely stand out (although probably hard to find).
What soft skills should all Business To Business Sales Managers possess?
Roland Rust Ph.D.: We consider empathy the most important soft skill (see our 2021 book, "The Feeling Economy: How Artificial Intelligence Is Creating the Era of Empathy," authored with Ming-Hui Huang). This is central for both sales managers and salespeople. The sales manager can best manage a salesperson by being able to understand their emotions. Different salespeople require different approaches. Likewise, salespeople need to relate to the customer's feelings. In addition, because so much of business is now digital, and we're in a pandemic of unknown duration, skills on media such as Zoom are more important than ever, as is the capability of texting and other modes of electronic communication.
Dr. Elizabeth Homan Ph.D.
Professors, Department ChairCatawba College
Theatre Arts
What soft skills should all Business To Business Sales Managers possess?
Dr. Elizabeth Homan Ph.D.: Networking, networking, networking. And being a nice, friendly, honest human being. Flexibility and a level head in the face of persistent change. Resilience and an ability to work with the conditions in which you find yourself. Working with what you have, not what you wish you had.
What hard/technical skills are most important for Business To Business Sales Managers?
Dr. Elizabeth Homan Ph.D.: Organization, written and oral communication, adeptness at social media. Ability to use and manipulate data.
Bernie Cerasaro
Assistant Teaching ProfessorPennsylvania State University - Greater Allegheny
Business Department
What skills stand out on Business To Business Sales Manager resumes?
Bernie Cerasaro: Skills employers would be looking for would be functional skills and interpersonal skills. Functional skills should stand out on a resume and be aligned to the business job in question. For example, if focused on marketing positions, marketing skills such as data analytics, market research, consumer behavior, global marketing, and professional selling skills would be areas for which employers would be looking. If the job market is looking for someone in accounting, then functional skills that would stand out would be intermediate financial accounting skills and courses on taxation and auditing. For those seeking positions in project management or supply chain management, skills that would stand out would encompass subject matter such as project management, portfolio management, operations planning and control, purchasing and materials management, and knowledge of ERP type systems and other business processes.
Skill sets can be enhanced via various types of certification. For example, those interested in accounting might pursue a CPA (Certified Public Accountant) license, which requires 150 credits. As most universities require 120 credits for a bachelor's degree in business, a CPA would require just an additional 30 credits, which students can start accumulating while still at college. Project management certification is also an opportunity to enhance the aforementioned skills and would certainly stand out on an applicant's resume. The Project Management Institute (PMI) promotes PMP certification, which validates that you are highly skilled in soft skills to lead project teams and have the required technical aspects of managing projects. Some universities are working with the PMI to have PMI-approved courses. Approved courses are used toward the PMP training hours required to sit for the exam. For example, Penn State University has received approval for two such courses, Portfolio Management and Organizations and Project Planning and Resource Management.
Due to the high rate of interaction with the global marketplace and the complexity of international business, managers are looking more closely at applicants who have some familiarity with global markets and international culture, such as applicants who may have study abroad experience, traveled internationally, speak a foreign language or have lived or worked in another country.
What skills will help Business To Business Sales Managers earn the most?
Bernie Cerasaro: Some of the same skills as indicated above are important as the person works their way up the ranks and increases their salary. Prominent skills include strong leadership, superior performance, handling conflict, and creating a trusting and productive work environment.
The choice of a functional area can also impact one's earnings depending upon the market's needs. Areas such as corporate accounting and finance, project management, supply chain management, and entrepreneurship can command higher earnings due to a higher demand for such individuals in the marketplace. However, the higher salaries for some of these positions might require a master's degree.
As a concluding note, even though we are amid a pandemic, which has resulted in certain industries/companies being unable to find sufficient employees, this does not imply that this will be the situation for all industries or that the graduate can relax as to developing a strong skill-oriented resume. Graduates still need to focus on functional, technical, and soft skills in order to design impactful resumes that clearly indicate their strongest skills and experience.
What skills stand out on Business To Business Sales Manager resumes?
Dr. Jeanette Landin: Skills that stand out on contemporary business manager resumes are soft skills. Business managers indeed need insight and knowledge about the business and hard skills, including financial and other technical skills. What stands out on contemporary, successful business manager resumes are their soft skills. Interpersonal skills are atop the list because business is all about people working with other people to achieve a common goal: The business's mission. The people skills of communication, collaboration, and delegation are a vital part of the manager's ability to influence colleagues, delegate work, and achieve the company's mission.
Dr. Mark Harvey Ph.D.
Associate Professor, Director of Graduate and Undergraduate Programs, Coordinator of All-University Honors ProgramUniversity of Saint Mary
Division of Business and Information Technologies (DBiT)
What hard/technical skills are most important for Business To Business Sales Managers?
Dr. Mark Harvey Ph.D.: Familiarity with software-basic windows packages, particularly MS Word and Excel. Candidates should not be afraid of quantitative data analysis. Analytics are necessary to figuring out what your business is doing and how it can grow. Also, familiarity with whatever social media platforms are used in that industry can be very important.
What skills will help Business To Business Sales Managers earn the most?
Dr. Mark Harvey Ph.D.: One consideration is, does the position pay commission? If so, the soft skills listed above are extremely important because the more you apply those skills, the more likely you are to grow your business.
When a manager is not on commission, there's little correlation between skills and pay while doing the job. The employer will hire you at a given salary level, and it is your job to negotiate to the best position. Once they have chosen you-that's the moment when you have the most leverage. You will never get a raise that is as substantial as what you might be able to ask for upon hire. After that, most raises are not going to be tied mechanically to performance and skills. Your next chance at a raise will be when you move or are promoted to a new position. Thus, those soft skills can affect your ability to negotiate.
I will repeat a previous theme: education and experience are probably more important than skills in terms of making more money. An employer can't really tell what your skills are from your resume. Just because you say you have a skill doesn't mean that you really do. They can reasonably guess that somebody with a degree is responsible enough to have accomplished something big. Somebody who makes it through a graduate program is probably very good at what they know. And somebody who has been in the industry and/or in a similar job is more likely to be able to walk in with little orientation and know what they are doing. Employers take risks on employees and hope that they can deliver. Thus, with more education and more experience, you are able to apply for higher-level jobs, which usually come with higher salaries.
What skills stand out on Business To Business Sales Manager resumes?
Dr. Mark Harvey Ph.D.: Resumes are hard. It is very difficult to predict what any employer is looking for on any resume. The "skills" section of a resume is probably not the first thing most employers are looking at. The first consideration is probably education. Those with a bachelor's degree will be sorted first in fields-such as those who have business degrees, or particularly sales and marketing majors. Those with MBAs will be placed on the top. Those who have MBAs and marketing concentrations will likely be valued the most. The second consideration would probably be experience. Someone with several years of experience in business development or sales and marketing will be moved to the top. Someone with a bachelor's degree who has a lot of experience might beat out a fresh MBA. However, MBA plus experience beats almost everything. Someone with an MBA going for an entry-level position with little experience needed will likely beat out all bachelor challengers. For new graduates, getting some kind of internship in sales and marketing can differentiate them from those who do not.
Most hiring managers will probably assume that somebody who has sales and marketing education and/or experience probably has the skills necessary to do the job. An interviewer may probe on specific skills. I'll comment more specifically on other kinds of skills below, but it's also fair to say that a candidate's soft skills should shine in the interview. Simply saying that you have certain skills on a resume doesn't mean that you actually have them.
I think that the best thing a candidate can do is to research the company they hope to work for and tailor their resume to that employer. What does the business do? What kinds of things do you think that development manager is going to do in that particular industry? How do your skills as a candidate match what you guess they're looking for? The more you customize your resume, the better chances you have of resonating with the company. Employers are impressed when you already know something about the job and the industry.
What soft skills should all Business To Business Sales Managers possess?
Dr. Mark Harvey Ph.D.: First, critical and creative thinking. Employers value problem solvers. A Business Development Managers' problem usually is finding growth opportunities. Candidates need to learn to take the initiative to figure out how to solve problems like those.
Second, writing. The best employees know how to communicate in writing. More and more communication occurs through email and other forms of social media and apps, and as such, this skill is absolutely critical. You don't need to be a creative writing genius, but you do need to know how to write in a professional tone, present your ideas in an organized way, get to the point, and avoid errors. There is a direct line between a student's ability to write an academic essay with a clear thesis and an employee's ability to write a good email or proposal. If you can't do those things, then you risk embarrassment and possibly limited options for promotion.
Third, speaking. The American business world discriminates against introverts-sometimes at their own peril. Everyone needs to know how to give a quality speech, but more importantly, you need to sound confident and assertive in a board room during meetings. You need to be confident in front of clients. Fake it if you have to. The way you present yourself is absolutely critical.
Fourth, social skills. You need to be friendly. Get to know co-workers and clients. Find out what they like and show an interest. Find common ground. Your undergraduate degree hopefully exposed you to a wide diversity of topics you may have thought were irrelevant at some point. Now is the time to remember that stuff and use it to connect with people. Nearly everything you learned will have some application someday. It will help you connect with others. In addition, put away your cell phone when you are at work or on social occasions. To some people, a preoccupation with a cell phone communicates a lack of interest in the person you are with. It can alienate bosses, co-workers, and clients.
Kristy Berak McDonald
Experiential Learning Institute DirectorNorthwestern Michigan College
Business Academic Area Faculty
What soft skills should all Business To Business Sales Managers possess?
Kristy Berak McDonald: This is what I teach, so I love this question. Soft skills are the hard skills to teach because they really should be taught from a young age, and many times the student has never heard of soft skills. I think all soft skills are the most important, but in terms of being a business student, Dependability, life-long learner, strong communicator, attention to detail, adaptability, and empathy are my top priority.
Thomas Gainey Ph.D.
Chair and ProfessorUniversity of West Georgia
Department of Management in the Richards College of Business
What skills stand out on Business To Business Sales Manager resumes?
Thomas Gainey Ph.D.: Given the recent pandemic, many employers are looking for employees who can easily adjust to changing conditions and adapt to working online if necessary. Thus, resumes that demonstrate a candidate is flexible, creative, and self-disciplined are going to be attractive. Additionally, the extent to which a candidate can show excellent time-management skills will likely create more opportunities in the job market.
What soft skills should all Business To Business Sales Managers possess?
Thomas Gainey Ph.D.: Soft skills are critical as many workers continue to work from home or at least work more of a hybrid schedule. The ability to work effectively with other individuals, sometimes from a distance, has never been more critical. Those individuals who exhibit excellent communication, teamwork, and interpersonal skills will likely be in high demand.
What skills will help Business To Business Sales Managers earn the most?
Thomas Gainey Ph.D.: With such a growing reliance on technology and data analytics, skills related to these areas will likely command higher salaries. Individuals with training in areas such as software engineering, digital marketing, web design, and quantitative analysis should find well-paid opportunities in the job market.
Bruce Heiman Ph.D.
Professor of International BusinessSan Francisco State University
Department of International Business
What hard/technical skills are most important for Business To Business Sales Managers?
Bruce Heiman Ph.D.: -Analytical skills (ability to gather data, clean it, analyze it, write-up results and present on what the meaning of the analysis suggests for action (the last one is most important--"what does it really mean?"
-Some experience and skills with coding in any language (at the moment, Python or C++ are preferred, though Ruby on Rails is also good)
-Deep spreadsheet skills (pivot tables and macros, as examples).
-Relational database skills, including programming (e.g., MySQL)
-Data mining
-AI/Machine Learning experience
What skills will help Business To Business Sales Managers earn the most?
Bruce Heiman Ph.D.: -Previous internship/practicum experience in the industry
-Ability to identify and solve problems in an effective manner
-Ability to deploy design/creativity tools in the service of finding and solving problems
-Evidence of ability to manage in the relevant non-English language(s)
-Prior job experience/deep training in a related area
-Prior experience/training managing people/teams
-Ability/experience in working in a team and concretely increasing the team's performance in measurable ways
-Ability to speak with and relate well to people at all levels of an organization, including below, peers, above, and outsiders
-Skills (deep) in working in other cultures and respecting the values and conventions of that culture. Multiple cultures would be worth more
Dr. Bonnie Tiell
Professor of Sport ManagementTiffin University
School of Business
What skills stand out on Business To Business Sales Manager resumes?
Dr. Bonnie Tiell: Experience and proven record of accomplishments, achievements, and added value to an organization (e.g., demonstration of increasing market shares, sales quotas, membership acquisition, etc.).
What skills will help Business To Business Sales Managers earn the most?
Dr. Bonnie Tiell: Skills helping managers earn the most are those that impact the bottom line - it depends on the organization's needs, but those that can produce or increase revenue will earn more --- sales!
James Wilkerson Ph.D.
Business Program Coordinator, Project and Supply Chain Management Program CoordinatorThe Pennsylvania State University
Business Department
What skills stand out on Business To Business Sales Manager resumes?
James Wilkerson Ph.D.: Skills, experience, knowledge, and abilities that matter especially strongly include target market analysis (including market research skills and knowledge), product/service positioning within competitive field, project work or coordination with sales staff, major client relationship management, and enough general business and industry knowledge to be able to relate business development to operational/production realities.
What soft skills should all Business To Business Sales Managers possess?
James Wilkerson Ph.D.: Verbal skills (both speaking and writing), negotiation skills, unfailing honesty, ability to empathize with clients' wants, and teamwork skills suitable for working collaboratively with sales and operations staff.
What hard/technical skills are most important for Business To Business Sales Managers?
James Wilkerson Ph.D.: Spreadsheet (Excel) skills (including graph production from data), basic statistical knowledge, and online information search skills.
What skills will help Business To Business Sales Managers earn the most?
James Wilkerson Ph.D.: Skill at rapidly learning market trends, relating business development to product development, and persuading major prospective clients when brought in to help with closing sales. Bottom line: the business development manager must be on the cutting edge of new market conditions and new business opportunities to help the firm organically grow its sales, especially in new markets or product/service lines.
Aldo Musacchio Ph.D.
Professor, Program Director of the MBABrandeis University
Brandeis International Business School
What skills stand out on Business To Business Sales Manager resumes?
Aldo Musacchio Ph.D.: I think experiences or experiential learning in which they worked in teams with real companies using the hard skills that the market values. Summer internships doing data analytics or business development at a startup stand out. But also working on field projects at your school with a company in which you can display that you used your data analytics or digital marketing skills goes far.
Andrea Dixon Ph.D.
Executive Director, Center for Professional Selling, Frank and Floy Smith Holloway Endowed Professorship in Marketing, President, University Sales Center Alliance 2019-2021Baylor University
Hankamer School of Business
What skills stand out on Business To Business Sales Manager resumes?
Andrea Dixon Ph.D.: Like salespeople, sales managers must focus their resumes on tangible, objective performance results that are achieved by their teams.
Growth in revenue or quota attainment for the overall team are examples of the types of objective performance results that matter.
High-performing sales managers also highlight long-term performance indicators, which includes both long-term revenue growth by the unit
AND investment metrics that signal the sales manager is building company results for the long run. For example, a high-performance sales manager focuses on building and maintaining a high-performing unit. Such a manager looks to move low performers to other roles where they can be successful.
Another investment metric that a sales manager can signal is the percent of their unit promoted to managerial roles in the organization.
What soft skills should all Business To Business Sales Managers possess?
Andrea Dixon Ph.D.: Since sales professionals have a lot of information available to them today via customer relationship management (CRM) systems, the sales manager's "supervisory" role is less important (especially for experienced sellers). Consequently, the sales manager needs to be more of a coach and enabler of high performance. Having confidence balanced with humility allows the sales manager to engage more effectively with their salespeople.
One of the critical soft skills for sales managers going forward will be the ability to connect members of the sales team to others in the organization - in other words, the sales manager of the future needs to have strong skills in network building for others. Sellers have access to data which helps them build success.
They also need access to the right people to turn to when they need specific expertise or assistance.
What hard/technical skills are most important for Business To Business Sales Managers?
Andrea Dixon Ph.D.: One of the growing technical skill requirements for sales managers is in the area of data analytics. Our performance and customer systems provide a myriad of data, and the role of the sales manager is to be a sense-maker of that mound of data. What are the implications for changes in strategy or behavior evident in last quarter's activity? How can the sales manager help a specific seller "see" where the data suggest new approaches?
What skills will help Business To Business Sales Managers earn the most?
Andrea Dixon Ph.D.: People who can recognize patterns (in data, in people), build connections with and across others, create a focus on high-performance behaviors, and lead with a confident humility are those who will win today and in the future business environment.
What are the biggest trends we'll see in the Business To Business Sales Manager job market given the pandemic?
Dr. Miguel Olivas-Luján Ph.D.: As the economy "reopens" (thanks to appeased fears of contagion driven by vaccination, herd immunity, people worn out by the lockdowns, warmer weather, etc.), we should see workforce adjustments across industries and occupations. Already in March, unemployment was returning to 6% (from a high of 14.8% in April 2020, but after a low of 3.5 in February 2020; https://data.bls.gov/timeseries/LNS14000000). Barring unexpected resistance in the virus variants or other influences, the summer and fall months should give us better job market numbers, but this recovery seems to be benefitting some population segments more than others. The unemployed rate for teenagers was at 13%, followed by Blacks (9.6%), Hispanics (7.9%), Asians (6%), adult men (5.8%), and adult women (5.7%; more detail is available at https://www.bls.gov/news.release/empsit.nr0.htm).
What certifications/licenses/courses can have the biggest impact for Business To Business Sales Managers?
Madison Berry: The bachelor's degree is still the gold standard for employment out of college, but a specific degree isn't as necessary as we might think. We have UVM alumni come visit us to talk about their storied careers in Finance, and they graduated with Political Science, Engineering, and Sociology degrees. Some industries are more rigid than others - having a Masters of Accountancy and passing your CPA is key for working in many accounting areas, for example - but when it comes to wanting to work in business, being able to show transferrable and useful skills is most important. Critical thinking, problem solving, willingness to learn, and communication skills are key.
What technical skills for a Business To Business Sales Manager stand out to employers?
Dr. John Leylegian Ph.D.: I think almost any graduate will finish school with the same skill set in terms of technical knowledge. What can stand out is an ability to code and use various professional-grade software packages - the actual programming languages and software packages are secondary. If you can code in VBA, moving to Matlab or Python is not a big deal - it's just a matter of syntax. If you can use one CFD code or one FEA code, others will be much easier to learn. The foundation will be attractive to employers. Of course, the non-technical skills are SO important as well, most notably communication (speaking and writing).
Eric Bostwick Ph.D.
Professor of AccountingThe University of West Florida
Department of Accounting and Finance
Will there be an enduring impact of the coronavirus pandemic on Business To Business Sales Managers?
Eric Bostwick Ph.D.: In a word, yes. The adjustments that both individuals and businesses have made during this time have shifted our expectations for life and work. For a generation of students who were already tech-natives, the shift to more technology-enabled interactions has reinforced the "click-to-do" mentality. And for non-tech-natives, the roll-out of intuitive, easy-to-use apps has overcome much of their resistance to these types of interactions. These shifts have affected everything from business meetings to family reunions and from buying lunch to meeting with your doctor. However, graduates will need to grow beyond being technology consumers. They must be able to effectively use technology to deliver a company's value proposition, especially in service-oriented fields such as accounting, finance, law, medicine, and consulting.
What soft skills should all Business To Business Sales Managers possess?
Eric Bostwick Ph.D.: Similar to the answer above, oral and written communication skills have been important for a number of years, but in our current environment, these skills have become much more important. Our ability to pick up on the context surrounding email messages is reduced since we have fewer in-person interactions, and even our virtual meetings eliminate much of the body language that we use--both consciously and unconsciously--to interpret what other people mean by what they say. Thus, candidates will stand out when they can clearly articulate their thoughts in both written form, via email or chat, and in oral form, via the ubiquitous "Brady Bunch" layout on their coworkers' computer screens.
What certifications/licenses/courses can have the biggest impact for Business To Business Sales Managers?
Eric Bostwick Ph.D.: Although the use of office productivity software has been important for a number of years, the importance of fluency with these types of programs has been heightened by our increased virtual interactions. In addition, the use of online collaboration tools has grown and will continue to grow. Thus, candidates will stand out when they demonstrate knowledge/skill (e.g., certification) with respect to basic collaborative productivity tools as well as specific technology commonly used in their career fields.
What certifications/licenses/courses can have the biggest impact for Business To Business Sales Managers?
Eric Bostwick Ph.D.: Although the use of office productivity software has been important for a number of years, the importance of fluency with these types of programs has been heightened by our increased virtual interactions. In addition, the use of online collaboration tools has grown and will continue to grow. Thus, candidates will stand out when they demonstrate knowledge/skill (e.g., certification) with respect to basic collaborative productivity tools as well as specific technology commonly used in their career fields.