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Become A Sales Planner

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Working As A Sales Planner

  • 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

  • $128,750

    Average Salary

What Does A Sales Planner 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 Planner

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 Planner Jobs

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Sales Planner Career Paths

Sales Planner

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Help others decide if this is a good career for them

Average Length of Employment
Zone Sales Manager 4.7 years
OEM Sales Manager 3.8 years
Sales Manager 3.6 years
Head Of Sales 2.9 years
Sales Planner 2.0 years
Top Employers Before
Internship 6.8%
Buyer 3.2%
Top Employers After
Owner 2.7%
Consultant 2.7%
Manager 2.5%
Director 2.5%
Planner 2.5%

Do you work as a Sales Planner?

Sales Planner Demographics

Gender

Female

58.8%

Male

38.9%

Unknown

2.3%
Ethnicity

White

58.4%

Hispanic or Latino

17.9%

Black or African American

11.9%

Asian

8.1%

Unknown

3.7%
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Languages Spoken

Spanish

55.6%

French

14.3%

Italian

9.5%

Chinese

3.2%

Mandarin

3.2%

Korean

3.2%

Portuguese

1.6%

Vietnamese

1.6%

German

1.6%

Hebrew

1.6%

Cantonese

1.6%

Greek

1.6%

Russian

1.6%
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Sales Planner Education

Schools

New York University

9.5%

Fordham University

8.8%

University of Southern California

6.8%

Syracuse University

6.1%

Howard University

5.4%

Fashion Institute of Technology

5.4%

Hofstra University

5.4%

Villanova University

4.8%

Michigan State University

4.8%

University of Florida

4.8%

Loyola Marymount University

4.8%

University of Rhode Island

4.1%

University of Connecticut

4.1%

Quinnipiac University

4.1%

University of Delaware

4.1%

Pennsylvania State University

3.4%

Georgia State University

3.4%

University of Maryland - College Park

3.4%

California State University - Northridge

3.4%

DePaul University

3.4%
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Majors

Business

25.0%

Marketing

18.3%

Communication

13.5%

Advertising

5.2%

Finance

3.9%

Management

3.5%

English

3.3%

Psychology

3.3%

Public Relations

3.0%

Political Science

2.8%

Economics

2.6%

Audiovisual Communications Technologies

2.2%

Journalism

2.0%

Fine Arts

1.9%

Graphic Design

1.9%

Kinesiology

1.7%

History

1.7%

Sociology

1.7%

General Sales

1.3%

Accounting

1.3%
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Degrees

Bachelors

67.8%

Masters

14.7%

Other

10.3%

Associate

4.1%

Certificate

1.8%

Diploma

0.4%

Doctorate

0.4%

License

0.3%
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Part Time
Internship
Temporary

Real Sales Planner Salaries

Job Title Company Location Start Date Salary
Sales Analyst/Planner Nest Fragrances, LLC New York, NY Nov 20, 2015 $86,902
Sales and Operations Planner Visteon Corporation Van Buren, MI Nov 01, 2014 $83,242
Sales Solutions Planner Twitter, Inc. New York, NY Apr 02, 2012 $73,174 -
$87,464
Sales Planner, Brand Solutions Yelp, Inc. New York, NY Feb 06, 2014 $65,219
Sales Planner, Brand Solutions Yelp, Inc. San Francisco, CA Jun 02, 2014 $65,219
Sales Planner, Brand Solutions Yelp, Inc. New York, NY Jun 02, 2014 $65,219
Sales Planner Telemundo Network LLC New York, NY Jan 07, 2016 $65,000
Sales Planner Telemundo Network LLC CA Jul 20, 2016 $65,000
Sales and Operations Planner Steelseries North America Corporation Chicago, IL Aug 11, 2015 $65,000
Senior Sales Planner ESPN, Inc. New York, NY Jun 14, 2010 $63,500
Sales and Operations Planner Cisco-Linksys, LLC Irvine, CA Dec 14, 2007 $62,192 -
$91,250
Sales & Distribution Planner Unique Industrial Product Company, LP Sugar Land, TX May 01, 2012 $47,375
Sales & Distribution Planner Unique Industrial Product Company, LP Sugar Land, TX Mar 01, 2011 $45,914
Sales Strategy Planner U.S. News & World Report New York, NY Sep 09, 2014 $45,000
Media Planner/Sales Planner National Cinemedia, LLC Los Angeles, CA Feb 22, 2016 $44,000
Media Planner/Sales Planner National Cinemedia, LLC Centennial, CO Jan 25, 2016 $44,000

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Top Skills for A Sales Planner

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  1. Account Executives
  2. RFP
  3. New Clients
You can check out examples of real life uses of top skills on resumes here:
  • Developed individualized sales proposals for clients of televisions account executives that maximized revenue generation.
  • Worked with national sponsorship, digital, & local venue sales teams to create proposals based on client RFP's.
  • Redesigned and improved the work flow to expedite the installation of new clients.
  • Assist in the development of sales presentations that address customer needs and highlight the benefits of buying our product or service.
  • Appointed the lead sales planner to oversee the account management of all TV deals written on the SEC Network in 2015.

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Top Sales Planner Employers

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Jobs From Top Sales Planner Employers

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