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Become An Enterprise Sales Manager

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Working As An Enterprise Sales Manager

  • 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

  • $113,860

    Average Salary

What Does An Enterprise Sales Manager 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 An Enterprise Sales Manager

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 an Enterprise Sales Manager?

Enterprise Sales Manager Jobs

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Help others decide if this is a good career for them

Average Length of Employment
Head Of Sales 2.9 years
Top Employers Before
Top Employers After

Do you work as an Enterprise Sales Manager?

Enterprise Sales Manager Demographics

Gender

Male

81.9%

Female

15.7%

Unknown

2.4%
Ethnicity

White

60.6%

Hispanic or Latino

15.9%

Black or African American

9.6%

Asian

9.1%

Unknown

4.8%
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Languages Spoken

Spanish

30.8%

Mandarin

15.4%

Chinese

7.7%

German

7.7%

Cantonese

7.7%

Japanese

7.7%

Carrier

7.7%

Arabic

7.7%

Korean

7.7%
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Enterprise Sales Manager Education

Schools

University of Phoenix

13.6%

Washington State University

10.2%

Boston University

6.8%

Marine Corps University

5.1%

Pennsylvania State University

5.1%

University of Arizona

5.1%

San Diego State University

5.1%

Western Kentucky University

5.1%

University of Oregon

5.1%

Ball State University

5.1%

University of Connecticut

3.4%

Trinity University

3.4%

University of California - Berkeley

3.4%

Illinois State University

3.4%

Vincennes University

3.4%

San Jose State University

3.4%

University of Washington

3.4%

Creighton University

3.4%

College of the Holy Cross

3.4%

Indiana University Bloomington

3.4%
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Majors

Business

33.6%

Marketing

12.1%

Management

7.9%

Finance

6.5%

Communication

6.5%

Computer Science

4.2%

General Sales

3.7%

Political Science

2.8%

Public Relations

2.8%

Economics

2.3%

Journalism

2.3%

Electrical Engineering

2.3%

English

2.3%

Education

1.9%

Liberal Arts

1.4%

Biology

1.4%

Computer Networking

1.4%

History

1.4%

Computer Engineering

1.4%

Accounting

1.4%
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Degrees

Bachelors

56.1%

Masters

20.0%

Other

16.4%

Associate

3.2%

Certificate

2.5%

Diploma

1.1%

Doctorate

0.7%
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Top Skills for An Enterprise Sales Manager

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  1. Revenue Growth
  2. Products
  3. New Accounts
You can check out examples of real life uses of top skills on resumes here:
  • Worked with marketing to create successful sales incentive program which rewards revenue growth in all four pillars of licensing and services.
  • Key contributor in the company's 1st enterprise class USB flash drive products launch and the overall enterprise channel strategy development.
  • Developed new accounts for Omicron including GSK and PJM while prospecting to others in the process industry.
  • Developed relationships with C-level IT professionals for mass product deployments.
  • Develop, plan and coordinate sales promotions and incentives, affecting team and individual rep achievement of sales goals.

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Top Enterprise Sales Manager Employers

Jobs From Top Enterprise Sales Manager Employers

Enterprise Sales Manager Videos

Sherwin Williams - A Day in the Life

Why Sales Managers Hire The Wrong People Over and Over Again -- B2B Sales Training #77

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