What does an outside sales manager do?
An outside sales manager is responsible for monitoring the sales staff performance in selling goods and services to existing and potential clients and ensuring that the team meets sales objectives. Outside sales managers set reasonable sales targets and establish techniques to maximize the staff's efficiency and productivity. They regularly connect with the clients to determine their needs and make any adjustments to business plans as needed. An outside sales manager should have excellent knowledge of the current market trends to identify business opportunities that would generate more revenues and resources.
Outside sales manager responsibilities
Here are examples of responsibilities from real outside sales manager resumes:
- Manage a team of sales executives to establish and maintain professional relationships with healthcare professionals in their prospective territories.
- Develop a complete marketing program where none previously exist, now serves as CRM base for company.
- Used CRM tools in order to provide current and detail information relate to activities, opportunity pipeline, and close business.
- Channele marketing through the establishment of international distributors servicing Mexico (Hermosillo, Mexicali, and Tijuana) and Korea.
- Plan and schedule work perform by HVAC technicians.
- Educate and present new approach to facility managers and plant managers including ROI analysis.
Outside sales manager skills and personality traits
We calculated that 12% of Outside Sales Managers are proficient in Product Knowledge, CRM, and Customer Service. They’re also known for soft skills such as Analytical skills, Communication skills, and Customer-service skills.
We break down the percentage of Outside Sales Managers that have these skills listed on their resume here:
- Product Knowledge, 12%
Fostered strong customer relationships throughout territories by honest straight forward product knowledge.
- CRM, 10%
Tracked business development, profits, and sales progress utilizing Client relationship Management tools (CRM).
- Customer Service, 10%
Encouraged collaboration and problem solving between sales operations and customer service to resolve customer complaints and retain and grow advertiser programs
- Sales Territory, 7%
Launched referral method for new sales territory and maintaining a customer satisfaction relationship with authorized ADT dealership.
- Sales Strategies, 4%
Identified potential customers and developed and implemented sales strategies to obtain their business.
- Sales Growth, 3%
Exceeded expectations in sales growth by building and training in professional and aggressive company representation.
Most outside sales managers use their skills in "product knowledge," "crm," and "customer service" to do their jobs. You can find more detail on essential outside sales manager responsibilities here:
Analytical skills. One of the key soft skills for an outside sales manager to have is analytical skills. You can see how this relates to what outside sales managers do because "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." Additionally, an outside sales manager resume shows how outside sales managers use analytical skills: "contacted and closed sales of paint and painting supplies to painting and general contractors from database i created for the company. "
Communication skills. Another soft skill that's essential for fulfilling outside sales manager duties is communication skills. The role rewards competence in this skill because "sales managers need to work with colleagues and customers, so they must be able to communicate clearly." According to an outside sales manager resume, here's how outside sales managers can utilize communication skills in their job responsibilities: "generated customer relationships through tradeshow displays and communications. "
Customer-service skills. outside sales managers are also known for customer-service skills, which are critical to their duties. You can see how this skill relates to outside sales manager responsibilities, because "when helping to make a sale, sales managers must listen and respond to the customer’s needs." An outside sales manager resume example shows how customer-service skills is used in the workplace: "attend customer meetings with team and train on effective selling strategies by demonstrating sales techniques. "
Leadership skills. For certain outside sales manager responsibilities to be completed, the job requires competence in "leadership skills." The day-to-day duties of an outside sales manager rely on this skill, as "sales managers must be able to evaluate how their sales staff performs and must develop strategies for meeting sales goals." For example, this snippet was taken directly from a resume about how this skill applies to what outside sales managers do: "involved traveling these new areas, setting up new accounts with cold calling and prospecting, supervising employees, team leadership. "
The three companies that hire the most outside sales managers are:
- Phoenix American Financial Services12 outside sales managers jobs
- DSV Panalpina4 outside sales managers jobs
- Builders FirstSource3 outside sales managers jobs
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Compare different outside sales managers
Outside sales manager vs. Product manager/sales
A sales product manager is responsible for monitoring the sales performance of a specific product and ensuring that the marketing strategies adhere to market standards and client requirements. Sales product managers work closely with the marketing and public relations team to enhance the product's brand image on various market platforms to reach the target audience. They also conduct data and statistical analysis to identify business opportunities that would generate more revenue resources and increase the company's profitability.
These skill sets are where the common ground ends though. The responsibilities of an outside sales manager are more likely to require skills like "sales territory," "increase sales," "general contractors," and "cold calls." On the other hand, a job as a product manager/sales requires skills like "product sales," "pos," "product management," and "cycle management." As you can see, what employees do in each career varies considerably.
Product managers/sales really shine in the education industry with an average salary of $108,541. Comparatively, outside sales managers tend to make the most money in the finance industry with an average salary of $78,067.product managers/sales tend to reach similar levels of education than outside sales managers. In fact, product managers/sales are 4.5% more likely to graduate with a Master's Degree and 0.6% more likely to have a Doctoral Degree.Outside sales manager vs. Sales development manager
Sales Development Managers oversee a specific function in the sales department. They are in charge of creating sales pitches, communication tools, and strategies to boost the company's sales performance. They may be assigned to do these activities for a specific product or service or for the whole product line of the organization. Sales Development Managers are also expected to create branding images that will help their sales strategies. They are required to fully understand the company's history, image, and target market. This will ensure that the branding and sales strategies they create are in line with the company's values.
While some skills are similar in these professions, other skills aren't so similar. For example, resumes show us that outside sales manager responsibilities requires skills like "increase sales," "general contractors," "business relationships," and "client relationships." But a sales development manager might use other skills in their typical duties, such as, "sdr," "salesforce," "lead generation," and "training programs."
Sales development managers may earn a higher salary than outside sales managers, but sales development managers earn the most pay in the manufacturing industry with an average salary of $107,980. On the other hand, outside sales managers receive higher pay in the finance industry, where they earn an average salary of $78,067.Average education levels between the two professions vary. Sales development managers tend to reach higher levels of education than outside sales managers. In fact, they're 8.3% more likely to graduate with a Master's Degree and 0.6% more likely to earn a Doctoral Degree.What technology do you think will become more important and prevalent for outside sales managers in the next 3-5 years?
Bill Thorne
Executive Director of the NRF Foundation and Senior Vice President of Communication and Public Affairs of NRF, National Retail Federation
Outside sales manager vs. Sales account manager
The account sales manager is in charge of the retention of their customer relationship. They have to supervise the portfolio of existing clients, develop new business with them, and seek new sales opportunities. Account sales managers act as liaisons between the company and customer as well as build strong, long-lasting relationships by providing an improved customer experience. It is their responsibility to negotiate contracts and close deals to maximize sales profits. Also, they forecast track sales results and prepare reports on account status.
The required skills of the two careers differ considerably. For example, outside sales managers are more likely to have skills like "increase sales," "general contractors," "sales training," and "sales plan." But a sales account manager is more likely to have skills like "customer satisfaction," "powerpoint," "work ethic," and "excellent interpersonal."
Sales account managers make a very good living in the technology industry with an average annual salary of $68,777. On the other hand, outside sales managers are paid the highest salary in the finance industry, with average annual pay of $78,067.sales account managers typically earn similar educational levels compared to outside sales managers. Specifically, they're 2.0% more likely to graduate with a Master's Degree, and 0.3% more likely to earn a Doctoral Degree.Outside sales manager vs. Account executive/sales manager
An Account Executive/Sales Manager manages client accounts, building positive client relationships in the process. Part of their job is to secure sales, which requires them to conduct research and analysis to find new business and client opportunities, generate leads, offer products and services to clients through calls and correspondence, arrange appointments, and process payments. There are instances where they must assist clients by resolving issues and concerns, ensuring client satisfaction. Moreover, they are also responsible for developing sales plans and strategies while implementing the company's policies and regulations among staff.
Types of outside sales manager
Updated January 8, 2025
