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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:
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.
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.
Average Length of Employment
Top Careers Before Sales Manager
Top Careers After Sales Manager
Hispanic or Latino11.1%
Black or African American0.6%
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University of Phoenix22.3%
Michigan State University6.8%
University of Houston4.7%
Florida State University4.6%
Arizona State University4.6%
Pennsylvania State University4.3%
West Virginia University4.1%
University of Central Florida4.0%
San Diego State University3.8%
University of Arizona3.7%
Southern New Hampshire University3.6%
Western Michigan University3.6%
University of North Texas3.5%
University of Alabama3.5%
Texas Tech University3.4%
University of Utah3.4%
University of Iowa3.3%
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|Job Title||Company||Location||Start Date||Salary|
|Sales Manager||Ezops Inc.||New Brunswick, NJ||Nov 18, 2016||$233,355|
|Sales Manager 4||Capgemini America Inc.||New York, NY||Jun 30, 2016||$229,382|
|Sales Manager 4||Capgemini America Inc.||New York, NY||Jun 29, 2016||$229,382|
|Sales Manager, Consulting Sales||Connex International, LLC||New York, NY||Aug 31, 2015||$224,078|
|Sales Manager||HCL America Inc.||Jersey City, NJ||Jan 20, 2015||$222,352|
|Sales Manager||Apple Inc.||Cupertino, CA||Jul 15, 2015||$212,514|
|Sales Manager||Agreeya Mobility Inc.||Frisco, TX||Dec 04, 2016||$210,000|
|Sales Manager||Transnational Foods, Inc.||Miami, FL||Jul 25, 2016||$210,000|
|Sales Strategy Manager||Google Inc.||Mountain View, CA||Jun 11, 2015||$208,062|
|Sales Strategy Manager||Google Inc.||Mountain View, CA||Jan 07, 2016||$207,100|
|Sales Manager/It Cloud Solutions||Skael, Inc.||San Francisco, CA||Dec 24, 2016||$201,718|
|Soda ASH Marketing and Sales Manager||FMC Corporation||Philadelphia, PA||Sep 01, 2015||$200,845|
|Sales Manager||Google Inc.||Cambridge, MA||Dec 31, 2015||$200,000|
|Manager Sales||Igate Technologies Inc.||San Francisco, CA||Feb 17, 2016||$118,400|
|Sales Managers||Igate Technologies Inc.||Iselin, NJ||Apr 30, 2016||$117,200|
|Sales Manager-II||HCL America, Inc.||Bedminster, NJ||Sep 01, 2015||$117,166 -
|Sales Manager-Airtech||Flsmidth Inc.||Bethlehem, PA||Sep 01, 2015||$116,500|
|Sales Manager||Tech Mahindra (Americas) Inc.||San Jose, CA||Dec 30, 2016||$116,189|
|Marketing and Sales Manager||Loumidis Foods Inc.||NY||Mar 08, 2015||$115,870 -
|Sales Manager (Projects)||Dockwise USA, LLC||Houston, TX||Aug 09, 2016||$115,200|
|Sales Excellence Manager||Microsoft Corporation||Chevy Chase, MD||Aug 27, 2016||$115,000|
|Manager Sales||UST Global Inc.||Chicago, IL||Mar 14, 2016||$89,250|
|Latin America Export Sales Manager||Indiana Packers Corporation||Delphi, IN||Jun 13, 2016||$88,858|
|Sales Manager||Indegene Healthcare, LLC||Kennesaw, GA||Jun 09, 2016||$88,000|
|Pork Sales Manager||Swift Beef Comany, A JBS USA Subsidiary||San Antonio, TX||Sep 15, 2015||$88,000|
|Sales Manager||Cutrite Surgical Supply, Inc.||Edison, NJ||Sep 21, 2016||$88,000|
|Pork Sales Manager||Swift Beef Comany, A JBS USA Subsidiary||Fort Worth, TX||Jan 09, 2016||$88,000|
|Sales Manager||Indegene Healthcare, LLC||Kennesaw, GA||Nov 09, 2016||$88,000|
|Sales Manager (Engineering)||Keller USA, Inc.||Fort Mill, SC||Apr 18, 2016||$87,734|
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