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Become A Director, Inside Sales

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Working As A Director, Inside Sales

  • Selling or Influencing Others
  • Establishing and Maintaining Interpersonal Relationships
  • Communicating with Supervisors, Peers, or Subordinates
  • Getting Information
  • Communicating with Persons Outside Organization
  • Mostly Sitting

  • Stressful

  • $99,689

    Average Salary

What Does A Director, Inside Sales Do

Sales managers direct organizations' sales teams. They set sales goals, analyze data, and develop training programs for organizations’ sales representatives.

Duties

Sales managers typically do the following:

  • Resolve customer complaints regarding sales and service
  • Prepare budgets and approve expenditures
  • Monitor customer preferences to determine the focus of sales efforts
  • Analyze sales statistics
  • Project sales and determine the profitability of products and services
  • Determine discount rates or special pricing plans
  • Develop plans to acquire new customers or clients through direct sales techniques, cold calling, and business-to-business marketing visits
  • Assign sales territories and set sales quotas
  • Plan and coordinate training programs for sales staff

Sales managers’ responsibilities vary with the size of their organizations. However, most sales managers direct the distribution of goods and services by assigning sales territories, setting sales goals, and establishing training programs for the organization’s sales representatives.

Some sales managers recruit, hire, and train new members of the sales staff. For more information about sales workers, see the profiles on retail sales workers and wholesale and manufacturing sales representatives.

Sales managers advise sales representatives on ways to improve their sales performance. In large multiproduct organizations, they oversee regional and local sales managers and their staffs.

Sales managers also stay in contact with dealers and distributors. They analyze sales statistics generated from their staff to determine the sales potential and inventory requirements of products and stores and to monitor customers' preferences.

Sales managers work closely with managers from other departments in the organization. For example, the marketing department identifies new customers that the sales department can target. The relationship between these two departments is critical to helping an organization expand its client base. Sales managers also work closely with research and design departments because they know customers’ preferences, and with warehousing departments because they know inventory needs.

The following are examples of types of sales managers:

Business to business (B2B) sales managers oversee sales from one business to another. These managers may work for a manufacturer selling to a wholesaler, or a wholesaler selling to a retailer. Examples of these workers include sales managers overseeing sales of software to business firms, and sales managers overseeing wholesale food sales to grocery stores.

Business to consumer (B2C) sales managers oversee direct sales between businesses and individual consumers. These managers typically work in retail settings. Examples of these workers include sales managers of automobile dealerships and department stores.

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How To Become A Director, Inside Sales

Most sales managers have a bachelor’s degree and work experience as a sales representative.

Education

Most sales managers have a bachelor’s degree, although some have a master’s degree. Educational requirements are less strict for job candidates who have significant work experience. Courses in business law, management, economics, accounting, finance, mathematics, marketing, and statistics are advantageous.

Work Experience in a Related Occupation

Work experience is typically required for someone to become a sales manager. The preferred duration varies, but employers usually seek candidates who have at least 1 to 5 years of experience in sales.

Sales managers typically enter the occupation from other sales and related occupations, such as sales representatives or purchasing agents. In small organizations, the number of sales manager positions often is limited, so advancement for sales workers usually comes slowly. In large organizations, promotion may occur more quickly.

Important Qualities

Analytical skills. Sales managers must collect and interpret complex data to target the most promising geographic areas and demographic groups, and determine the most effective sales strategies.

Communication skills. Sales managers need to work with colleagues and customers, so they must be able to communicate clearly.

Customer-service skills. When helping to make a sale, sales managers must listen and respond to the customer’s needs.

Leadership skills. Sales managers must be able to evaluate how their sales staff performs and must develop strategies for meeting sales goals.

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Do you work as a Director, Inside Sales?

Director, Inside Sales Jobs

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Average Length of Employment
Sales Manager 3.6 years
Top Employers Before
Teller 5.1%
Manager 4.2%
Owner 2.9%
Internship 2.8%
Top Employers After
Teller 4.2%
Owner 4.1%
Manager 3.1%

Do you work as a Director, Inside Sales?

Director, Inside Sales Demographics

Gender

Male

63.1%

Female

35.5%

Unknown

1.4%
Ethnicity

White

65.1%

Hispanic or Latino

14.6%

Black or African American

10.7%

Asian

6.3%

Unknown

3.3%
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Languages Spoken

Spanish

54.8%

French

9.9%

Mandarin

4.8%

German

4.8%

Chinese

4.4%

Japanese

3.7%

Korean

2.6%

Portuguese

2.6%

Carrier

2.2%

Italian

2.2%

Cantonese

1.5%

Russian

1.5%

Hebrew

1.1%

Dutch

0.7%

Malayalam

0.7%

Polish

0.7%

Arabic

0.7%

Vietnamese

0.4%

Hindi

0.4%

Hungarian

0.4%
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Director, Inside Sales Education

Schools

University of Phoenix

21.8%

University of Houston

7.1%

Arizona State University

5.4%

Texas A&M University

4.8%

Utah Valley University

4.4%

University of Utah

4.2%

Southern New Hampshire University

4.2%

Michigan State University

4.2%

West Virginia University

4.2%

Sam Houston State University

4.1%

University of North Texas

4.1%

Illinois State University

3.9%

San Jose State University

3.7%

Southern Illinois University Carbondale

3.5%

Ashford University

3.5%

Southeastern Louisiana University

3.5%

Texas State University

3.5%

Syracuse University

3.3%

Temple University

3.3%

Ball State University

3.3%
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Majors

Business

38.8%

Marketing

8.2%

Communication

6.2%

Management

6.1%

Psychology

4.6%

Accounting

4.1%

General Studies

3.4%

Finance

3.3%

Education

3.0%

Criminal Justice

2.9%

Political Science

2.4%

History

2.3%

General Sales

2.3%

Computer Science

2.2%

Liberal Arts

2.2%

English

1.8%

Economics

1.7%

Electrical Engineering

1.6%

Journalism

1.5%

Sociology

1.5%
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Degrees

Bachelors

44.6%

Other

30.0%

Associate

11.8%

Masters

8.0%

Certificate

3.7%

Diploma

0.9%

License

0.5%

Doctorate

0.5%
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Top Skills for A Director, Inside Sales

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  1. Product Knowledge
  2. Customer Service
  3. Purchase
You can check out examples of real life uses of top skills on resumes here:
  • Developed profitable relationships with current and prospective customers, and provide exceptional customer support through attentiveness and extensive product knowledge.
  • Generated proactive customer follow-up process contributing to quality customer service and steady sales growth, despite poor economic conditions.
  • Provided customer service and updates to previously purchased products and developed strategies for maintaining and expanding additional territories.
  • Establish and maintain relationships with golf courses using Golf Gopher software through phone calls, in- person visits, and e-mail.
  • Provided timely material quotations, also general inside sales *Proficient in order entry, expediting material requirements

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