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Become A Sales/Field Sales Manager

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Working As A Sales/Field 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

  • $79,000

    Average Salary

What Does A Sales/Field 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 A Sales/Field 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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Sales/Field Sales Manager Career Paths

Sales/Field Sales Manager
Sales Manager Director Of Sales
Senior Sales Director
11 Yearsyrs
Sales Manager Regional Sales Manager
National Accounts Sales Manager
8 Yearsyrs
Sales Manager National Account Manager
Senior National Account Manager
9 Yearsyrs
Regional Sales Manager Director Of Sales
Regional Sales Vice President
11 Yearsyrs
Regional Sales Manager Sales Vice President
Vice President Of Sales & Operations
11 Yearsyrs
District Sales Manager
Division Sales Manager
8 Yearsyrs
District Sales Manager Director Of Sales
Director Of Retail Sales
10 Yearsyrs
District Sales Manager Sales And Marketing Manager
Regional Sales And Marketing Manager
8 Yearsyrs
Branch Manager Territory Manager
Market Development Manager
8 Yearsyrs
Business Development Manager Account Director
Global Account Director
12 Yearsyrs
Branch Manager Sales Vice President
Vice President Director Of Sales
10 Yearsyrs
Business Development Manager Regional Sales Director
Director Of Enterprise Sales
12 Yearsyrs
Branch Manager Territory Sales Manager
Eastern Regional Sales Manager
10 Yearsyrs
Regional Manager National Sales Manager
Vice President & Sales Manager
9 Yearsyrs
Regional Manager Regional Sales Director
Channel Sales Director
10 Yearsyrs
Business Development Manager Senior Sales Manager
Director Of Sales Training
9 Yearsyrs
Market Manager Territory Account Manager
Channel Account Manager
7 Yearsyrs
National Sales Manager Senior Sales Manager
Executive Sales Manager
6 Yearsyrs
General Sales Manager Sales Account Manager
Regional Account Sales Manager
8 Yearsyrs
Regional Manager Regional Business Manager
District Business Manager
10 Yearsyrs
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Do you work as a Sales/Field 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 Sales/Field Sales Manager
Manager 3.7%
Top Careers After Sales/Field Sales Manager
Manager 3.2%
Owner 2.8%
President 2.7%

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How Would You Rate The Salary Of a Sales/Field Sales Manager?

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Top Skills for A Sales/Field Sales Manager

  1. Sales Territory
  2. Sales Goals
  3. SAM
You can check out examples of real life uses of top skills on resumes here:
  • Managed regional & national sales territory, aftermarket exhaust and filtration aftermarket products.
  • Provided consultative sales assessment of automotive advertising needs and offered creative solutions to assist clients to reach business and sales goals.
  • Visit an average of 30 locations per week to build and maintain B2B relationships while driving sales of Samsung mobile products.
  • Managed representatives, supervised and trained new representatives, aided in running meetings, conducted interviews for new representatives.
  • Exceeded management expectations for dependability, extraordinary customer service, and patient education.

Sales/Field Sales Manager Resume Examples And Tips

The average resume reviewer spends between 5 to 7 seconds looking at a single resume, which leaves the average job applier with roughly six seconds to make a killer first impression. Thanks to this, a single typo or error on your resume can disqualify you right out of the gate. At Zippia, we went through over 2,771 Sales/Field Sales Manager resumes and compiled some information about how best to optimize them. Here are some suggestions based on what we found, divided by the individual sections of the resume itself.

Learn How To Create A Top Notch Sales/Field Sales Manager Resume

View Resume Examples

Sales/Field Sales Manager Demographics

Gender

Male

69.8%

Female

23.8%

Unknown

6.4%
Ethnicity

White

64.1%

Hispanic or Latino

14.6%

Black or African American

11.3%

Asian

6.0%

Unknown

4.0%
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Foreign Languages Spoken

Spanish

55.8%

French

9.3%

German

5.8%

Arabic

4.7%

Hebrew

3.5%

Russian

2.3%

Chinese

2.3%

Japanese

2.3%

Italian

2.3%

Portuguese

1.2%

Czech

1.2%

Belarusian

1.2%

Greek

1.2%

Venetian

1.2%

Mandarin

1.2%

Slovak

1.2%

Hindi

1.2%

Urdu

1.2%

Vietnamese

1.2%
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Sales/Field Sales Manager Education

Schools

University of Phoenix

21.0%

Michigan State University

7.4%

Arizona State University

5.9%

Pennsylvania State University

5.9%

Texas A&M University

5.9%

Ohio State University

4.4%

Florida State University

4.4%

Middle Tennessee State University

4.0%

Temple University

4.0%

Iowa State University

3.7%

Towson University

3.7%

Northeastern University

3.7%

University of Alabama

3.3%

University of South Florida

3.3%

University of Southern Indiana

3.3%

Georgia State University

3.3%

University of Maryland - College Park

3.3%

Western Michigan University

3.3%

Colorado State University

3.3%

Ohio University -

2.9%
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Majors

Business

41.0%

Marketing

13.0%

Communication

6.3%

Management

5.7%

Psychology

4.1%

Finance

3.4%

Political Science

3.3%

General Sales

2.4%

Criminal Justice

2.3%

Accounting

2.1%

General Studies

2.0%

Education

1.8%

Economics

1.8%

Electrical Engineering

1.7%

Liberal Arts

1.6%

Kinesiology

1.5%

Public Relations

1.5%

English

1.5%

Computer Science

1.4%

Biology

1.4%
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Degrees

Bachelors

55.3%

Other

21.7%

Masters

11.8%

Associate

8.3%

Certificate

1.7%

Diploma

0.5%

Doctorate

0.5%

License

0.1%
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