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Become An Inside Sales Manager

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Working As An Inside 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

  • $88,000

    Average Salary

What Does An Inside 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 Inside 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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Inside Sales Manager Career Paths

Inside Sales Manager
Sales Manager Director Of Sales
Senior Sales Director
11 Yearsyrs
Account Manager District Sales Manager
Senior Territory Manager
8 Yearsyrs
Sales Manager Regional Sales Manager
National Accounts Sales Manager
8 Yearsyrs
Account Manager Director Of Sales
Regional Sales Vice President
11 Yearsyrs
Sales Manager National Account Manager
Senior National Account Manager
9 Yearsyrs
Account Manager Regional Sales Manager
Central Region Sales Manager
11 Yearsyrs
Regional Sales Manager Sales Vice President
Global Vice President Of Sales
16 Yearsyrs
Business Development Manager Director Of Sales
Director Of Sales & Service
10 Yearsyrs
Territory Manager District Sales Manager
Division Sales Manager
8 Yearsyrs
Branch Manager District Sales Manager
Regional Sales And Marketing Manager
8 Yearsyrs
Operations Manager Territory Manager
Sales Development Manager
8 Yearsyrs
Territory Manager National Sales Manager
International Sales Manager
6 Yearsyrs
Business Development Manager Account Director
Global Account Director
12 Yearsyrs
Business Development Manager Sales Vice President
Vice President Director Of Sales
10 Yearsyrs
National Sales Manager Regional Sales Director
Director Of Enterprise Sales
12 Yearsyrs
Territory Sales Manager Sales Manager/Sales Trainer
Director Of Sales Training
9 Yearsyrs
National Account Manager Channel Manager/Sales Manager
Channel Account Manager
7 Yearsyrs
Sales And Marketing Manager Regional Sales Director
Channel Sales Director
10 Yearsyrs
Sales Support Manager
6 Yearsyrs
Regional Sales Manager, Mid Atlantic Region
9 Yearsyrs
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Do you work as an Inside Sales Manager?

Help others decide if this is a good career for them

Average Length of Employment
Sales Manager 3.7 years
Top Careers Before Inside Sales Manager
Manager 3.3%
Top Careers After Inside Sales Manager
Owner 4.2%

Do you work as an Inside Sales Manager?

Inside Sales Manager Demographics

Gender

Male

58.1%

Female

34.4%

Unknown

7.5%
Ethnicity

White

65.4%

Hispanic or Latino

14.2%

Black or African American

11.0%

Asian

6.0%

Unknown

3.5%
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Foreign Languages Spoken

Spanish

57.1%

French

10.9%

German

4.9%

Italian

4.3%

Portuguese

3.8%

Mandarin

3.3%

Carrier

2.7%

Chinese

2.2%

Korean

2.2%

Japanese

1.6%

Russian

1.6%

Arabic

1.1%

Swedish

0.5%

Irish

0.5%

Vietnamese

0.5%

Dutch

0.5%

Dari

0.5%

Tagalog

0.5%

Norwegian

0.5%

Afrikaans

0.5%
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Inside Sales Manager Education

Schools

University of Phoenix

28.3%

San Jose State University

6.3%

University of Houston

5.0%

Pennsylvania State University

4.6%

Northern Illinois University

4.1%

University of North Texas

4.1%

University of Texas at Austin

4.1%

Purdue University

4.0%

Kent State University

3.8%

Texas Tech University

3.6%

Auburn University

3.5%

Michigan State University

3.5%

Northeastern University

3.5%

Villanova University

3.3%

Texas A&M University

3.3%

University of Iowa

3.1%

University of Cincinnati

3.0%

Arizona State University

3.0%

University of Washington

3.0%

Montclair State University

3.0%
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Majors

Business

42.4%

Marketing

9.5%

Management

6.8%

Communication

5.6%

Psychology

3.6%

Accounting

3.5%

Political Science

3.2%

Finance

2.6%

General Sales

2.3%

English

2.2%

Education

2.2%

General Studies

2.1%

Liberal Arts

2.1%

Economics

2.0%

Criminal Justice

2.0%

History

1.8%

Journalism

1.7%

Public Relations

1.6%

Computer Science

1.4%

Electrical Engineering

1.4%
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Degrees

Bachelors

50.4%

Other

23.4%

Masters

11.9%

Associate

9.9%

Certificate

2.8%

Diploma

0.8%

Doctorate

0.4%

License

0.4%
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Job type you want
Full Time
Part Time
Internship
Temporary
Average Yearly Salary
$88,000
View Detailed Salary Report
$53,000
Min 10%
$88,000
Median 50%
$88,000
Median 50%
$88,000
Median 50%
$88,000
Median 50%
$88,000
Median 50%
$88,000
Median 50%
$88,000
Median 50%
$146,000
Max 90%
Best Paying Company
Citi
Highest Paying City
Centennial, CO
Highest Paying State
Colorado
Avg Experience Level
3.8 years
How much does an Inside Sales Manager make at top companies?
The national average salary for an Inside Sales Manager in the United States is $88,366 per year or $42 per hour. Those in the bottom 10 percent make under $53,000 a year, and the top 10 percent make over $147,000.

Real Inside Sales Manager Salaries

Job Title Company Location Start Date Salary
Inside Sales Manager Jacobs Engineering Group Inc. Houston, TX Sep 18, 2013 $131,144 -
$142,035
Manager, E-Commerce Customer Service & Inside Sale Staples, Inc. Framingham, MA Aug 16, 2014 $125,000
Manager, E-Commerce Customer Service & Inside Sale Staples, Inc. Seattle, WA Oct 01, 2014 $125,000
Inside Sales Manager Autodesk, Inc. Greenwood Village, CO May 01, 2010 $123,300 -
$227,700
Inside Sales Manager Jacobs Engineering Group Inc. Houston, TX Oct 01, 2012 $116,106 -
$136,520
Inside Sales Manager Laser Technology, Inc. Centennial, CO Dec 27, 2010 $114,774
Inside Sales Manager Surveymonkey Inc. Palo Alto, CA Nov 23, 2015 $110,000
Inside Sales Manager Shoptiques, Inc. New York, NY Jul 14, 2014 $100,000
Manager, Inside Acquisition Sales Lenovo (United States) Inc. Morrisville, NC Oct 29, 2014 $98,000 -
$104,000
Manager, Inside Sales and Analyst Samsung Semiconductor, Inc. San Jose, CA Jan 18, 2012 $96,163
Inside Sales Manager Fortinet, Inc. Sunrise, FL Dec 09, 2016 $94,500
Marketing and Inside Sales Manager Norgren Automation Solutions, LLC Saline, MI Dec 21, 2015 $94,000
Manager, Inside Sales Lenovo (United States), Inc. Morrisville, NC Oct 01, 2012 $91,000 -
$101,000
Inside Sales Manager IHS Global, Inc. Alexandria, VA Feb 01, 2011 $86,965
Inside Sales Manager SML Labels USA, Inc. San Francisco, CA Jul 01, 2009 $85,000
Inside Sales Manager Americas Infovista Corporation Herndon, VA Oct 01, 2011 $81,000
Manager Inside Sales BMC Software, Inc. Cary, NC Jan 20, 2011 $80,000
Inside Channel Sales Manager Riverbed Technology, Inc. San Francisco, CA Dec 12, 2011 $70,000
Inside Sales Manager Laser Technology, Incorporated Englewood, CO Dec 11, 2011 $69,500
Inside Sales Manager III Plasma-Therm, LLC Saint Petersburg, FL Aug 17, 2015 $66,643
Sales Manager-Asia Inside Sales Zoltek Corporation Saint Louis, MO Sep 21, 2016 $65,000
Inside Sales Manager Laser Technology, Inc. Centennial, CO Nov 16, 2009 $65,000

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Top Skills for An Inside Sales Manager

  1. Customer Service
  2. Product Knowledge
  3. Sales Reps
You can check out examples of real life uses of top skills on resumes here:
  • Started with company as a Senior Customer Service/Inside Sales representative and was promoted to Manager of their paper manufacturing facility.
  • Developed product pricing strategies and technical product knowledge training.
  • Developed 30-60-90 training program, hired, trained and managed sales team of 6 inside sales reps and 1 sales engineer.
  • Represented company to clients; developed and recommended marketing programs; developed new accounts; reactivated dormant client relations.
  • Promoted to sales manager in less than two years because of leadership display on the sales floor.

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Top 10 Best States for Inside Sales Managers

  1. New York
  2. Rhode Island
  3. Colorado
  4. New Jersey
  5. Texas
  6. Virginia
  7. North Carolina
  8. Pennsylvania
  9. New Hampshire
  10. Delaware
  • (3,147 jobs)
  • (226 jobs)
  • (1,512 jobs)
  • (1,584 jobs)
  • (4,814 jobs)
  • (1,792 jobs)
  • (1,623 jobs)
  • (2,092 jobs)
  • (280 jobs)
  • (119 jobs)

Top Inside Sales Manager Employers

Jobs From Top Inside Sales Manager Employers

Inside Sales Manager Videos

A Day in the Life of a Sales Manager

Jen Halpern - Inside Sales Manager | Sales Director - Video Resume

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