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Become A Sales Management Consultant

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Working As A Sales Management Consultant

  • 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 A Sales Management Consultant 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 Management Consultant

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 Management Consultant jobs

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Sales Management Consultant Career Paths

Sales Management Consultant
Sales Manager Regional Sales Manager
Director Of Sales
10 Yearsyrs
Director Of Sales Director Of Sales And Marketing Business Developer
Director Of Sales & Business Development
13 Yearsyrs
Business Developer Business Development Manager Director Of Sales
Director Of Sales, Americas
13 Yearsyrs
General Manager Account Manager Account Executive
District Sales Manager
7 Yearsyrs
District Sales Manager National Account Manager
Enterprise Account Manager
9 Yearsyrs
Sales Manager Operations Manager
General Manager
7 Yearsyrs
Sales/Marketing Sales Manager
General Sales Manager
8 Yearsyrs
Sales Consultant Senior Sales Representative Account Manager
Major Account Manager
7 Yearsyrs
Account Manager Regional Sales Manager
National Account Manager
8 Yearsyrs
General Manager Account Executive Regional Sales Manager
National Sales Manager
10 Yearsyrs
Sales/Marketing Director Of Sales And Marketing General Manager
Regional General Manager
9 Yearsyrs
Sales Consultant District Sales Manager Marketing Manager
Regional Marketing Manager
7 Yearsyrs
Account Executive Sales Manager
Regional Sales Manager
9 Yearsyrs
Account Executive Sales Consultant
Sales Manager
5 Yearsyrs
Regional Sales Manager General Manager Account Executive
Senior Sales Executive
9 Yearsyrs
Account Manager Account Executive Sales Manager
Senior Sales Manager
7 Yearsyrs
Director Of Sales Business Developer Vice President, Business Development
Senior Vice President, Sales
14 Yearsyrs
Project Manager Owner/Manager Store Manager
Store Director
7 Yearsyrs
Regional Sales Manager National Account Manager Account Executive
Strategic Accounts Manager
9 Yearsyrs
Business Developer Business Manager Director Of Sales
Vice President Of Sales & Operations
12 Yearsyrs
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Average Length of Employment
Outside Sales 3.7 years
Sales/Marketing 3.6 years
Sales Manager 3.6 years
Head Of Sales 3.0 years
Sales Officer 3.0 years
Sales Contractor 2.8 years
Sales Team Leader 2.6 years
Sales Consultant 2.2 years
Top Employers Before
Manager 5.2%
Owner 3.3%
Internship 2.7%
Top Employers After
Manager 6.1%
Owner 5.2%
President 3.2%
Consultant 2.9%

Sales Management Consultant Demographics

Gender

Male

67.2%

Female

31.0%

Unknown

1.8%
Ethnicity

White

81.5%

Hispanic or Latino

9.5%

Asian

6.7%

Unknown

1.7%

Black or African American

0.6%
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Languages Spoken

Spanish

50.8%

French

8.7%

Italian

5.6%

German

5.6%

Portuguese

4.8%

Arabic

4.8%

Japanese

3.2%

Chinese

2.4%

Hindi

1.6%

Mandarin

1.6%

Turkish

1.6%

Thai

1.6%

Greek

1.6%

Carrier

1.6%

Swedish

0.8%

Icelandic

0.8%

Vietnamese

0.8%

Dutch

0.8%

Korean

0.8%

Hebrew

0.8%
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Sales Management Consultant Education

Schools

University of Phoenix

17.7%

Michigan State University

7.1%

Arizona State University

4.9%

West Virginia University

4.9%

University of Iowa

4.9%

University of Houston

4.9%

Texas State University

4.5%

Pennsylvania State University

4.5%

Western Michigan University

4.5%

University of Alabama

4.1%

Georgia State University

4.1%

University of Louisville

4.1%

University of Texas at Austin

4.1%

Illinois State University

3.8%

Kent State University

3.8%

Southern Methodist University

3.8%

Oklahoma State University

3.8%

Indiana Wesleyan University

3.8%

Southeastern Louisiana University

3.4%

Virginia Commonwealth University

3.4%
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Majors

Business

39.4%

Marketing

9.5%

Management

6.7%

Finance

4.4%

Psychology

4.1%

Communication

3.9%

Education

3.5%

Accounting

2.9%

Criminal Justice

2.8%

General Sales

2.8%

Economics

2.7%

Biology

2.3%

English

2.2%

Computer Science

2.2%

General Studies

2.1%

Political Science

2.1%

Graphic Design

1.9%

General Education, Specific Areas

1.7%

Nursing

1.4%

Electrical Engineering

1.4%
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Degrees

Bachelors

46.0%

Other

26.8%

Masters

13.0%

Associate

8.4%

Certificate

2.7%

Doctorate

1.4%

Diploma

1.1%

License

0.6%
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Job type you want
Full Time
Part Time
Internship
Temporary

Real Sales Management Consultant Salaries

Job Title Company Location Start Date Salary
International Sales Management Consultant Attebury Grain, LLC Amarillo, TX Oct 01, 2010 $110,000
Global Sales Strategy, Worldwide Business Management Advanced Micro Devices, Inc. Austin, TX Sep 04, 2015 $98,155 -
$156,000
SR. Engineering Sales & Proj Mgmt Consultant Datamine North America, Inc. Lakewood, CO Sep 27, 2011 $79,310 -
$90,000
SR. Engineering Sales & Proj Mgmt Consultant Datamine North America, Inc. Littleton, CO Oct 01, 2011 $79,310 -
$90,000
Sales and Account Management Highland Lakes Inc. Lewisville, TX Jul 07, 2010 $65,000
Sr.Engineering Sales & Proj Mgmt Consultant Datamine North America, Inc. Lakewood, CO Apr 15, 2011 $64,189 -
$80,000
Sales Manage Daswani VI Inc. Feb 01, 2012 $63,000
Sales-BU Tender Management Panalpina, Inc. Secaucus, NJ Aug 05, 2010 $55,000 -
$70,000
Management Consultant, Acquisition and Sales Galwan Texas, Inc. Houston, TX Dec 15, 2012 $50,000

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Top Skills for A Sales Management Consultant

CustomerServiceProductKnowledgeSalesRepsSalesManagementFinancialTerritorySalesGoalsCustomerSatisfactionPayrollNewSalesSalesFloorAccountManagementInternetInventoryControlCustomerRelationsBusinessDevelopmentSalesTrainingSalesStaffCustomerBaseNewAccounts

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Top Sales Management Consultant Skills

  1. Customer Service
  2. Product Knowledge
  3. Sales Reps
You can check out examples of real life uses of top skills on resumes here:
  • Provide exceptional customer service, loan services, sales, and a positive environment for customers and vendors.
  • Maintain friendly and professional customer interactions share product knowledge with customers while making personal recommendations.
  • Recruit the Baltimore Office General Manager, search for office space, interview and recruit sales reps, open Baltimore Office.
  • Direct and indirect sales and sales management positions in consumer products sector
  • Line sales responsibility for Digital's largest financial sales unit.

Top Sales Management Consultant Employers

Sales Management Consultant Videos

The Armando Iannucci Shows - Management Consultants

What the heck does a consultant DO, exactly? - Management Consulting 101

How to get a job in Management Consulting

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