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Job outlook for sales team leaders in the United States
Sales team leader job growth summary. After extensive research, interviews, and analysis, Zippia's data science team found that:
The projected sales team leader job growth rate is 4% from 2018-2028.
About 63,300 new jobs for sales team leaders are projected over the next decade.
Sales team leader salaries have increased 7% for sales team leaders in the last 5 years.
There are over 147,720 sales team leaders currently employed in the United States.
There are 227,509 active sales team leader job openings in the US.
The average sales team leader salary is $51,578.
Are sales team leader jobs in demand?
Sales team leader job and salary trends over time
Sales team leader jobs over time
Sales team leader job growth rate over time
| Year | # of jobs | % of population |
|---|---|---|
| 2021 | 147,720 | 0.04% |
| 2020 | 133,615 | 0.04% |
| 2019 | 143,502 | 0.04% |
| 2018 | 141,167 | 0.04% |
| 2017 | 141,686 | 0.04% |
Average sales team leader salary over time
Sales team leader salary by year
| Year | Avg. salary | Hourly rate | % Change |
|---|---|---|---|
| 2025 | $51,578 | $24.80 | +3.0% |
| 2024 | $50,053 | $24.06 | +1.8% |
| 2023 | $49,159 | $23.63 | +2.8% |
| 2022 | $47,820 | $22.99 | --1.3% |
| 2021 | $48,428 | $23.28 | +1.9% |
Sales team leader jobs by state
Most common states for sales team leaders
| Rank | State | Population | # of jobs | Employment/ 1000ppl |
|---|---|---|---|---|
| 1 | District of Columbia | 693,972 | 564 | 81% |
| 2 | Rhode Island | 1,059,639 | 689 | 65% |
| 3 | Massachusetts | 6,859,819 | 3,658 | 53% |
| 4 | Utah | 3,101,833 | 1,617 | 52% |
| 5 | Oregon | 4,142,776 | 2,026 | 49% |
| 6 | Delaware | 961,939 | 444 | 46% |
| 7 | North Dakota | 755,393 | 348 | 46% |
| 8 | New Hampshire | 1,342,795 | 602 | 45% |
| 9 | Montana | 1,050,493 | 475 | 45% |
| 10 | Vermont | 623,657 | 279 | 45% |
| 11 | Virginia | 8,470,020 | 3,756 | 44% |
| 12 | North Carolina | 10,273,419 | 4,297 | 42% |
| 13 | Maryland | 6,052,177 | 2,516 | 42% |
| 14 | South Dakota | 869,666 | 369 | 42% |
| 15 | Minnesota | 5,576,606 | 2,301 | 41% |
| 16 | Tennessee | 6,715,984 | 2,694 | 40% |
| 17 | Alabama | 4,874,747 | 1,935 | 40% |
| 18 | Nebraska | 1,920,076 | 760 | 40% |
| 19 | Pennsylvania | 12,805,537 | 4,836 | 38% |
| 20 | Connecticut | 3,588,184 | 1,371 | 38% |
Most common cities for sales team leaders
| Rank | City | # of jobs | Employment/ 1000ppl | Avg. salary |
|---|---|---|---|---|
| 1 | Brookfield | 2 | 5% | $53,142 |
| 2 | Aliso Viejo | 2 | 4% | $52,070 |
| 3 | Cypress | 2 | 4% | $52,208 |
| 4 | Alameda | 2 | 3% | $57,733 |
| 5 | Atlanta | 4 | 1% | $50,094 |
| 6 | Boston | 4 | 1% | $64,550 |
| 7 | Denver | 4 | 1% | $51,259 |
| 8 | Aurora | 2 | 1% | $51,260 |
| 9 | San Jose | 5 | 0% | $57,234 |
| 10 | Phoenix | 4 | 0% | $46,791 |
| 11 | Chicago | 3 | 0% | $51,850 |
| 12 | Los Angeles | 3 | 0% | $52,405 |
| 13 | San Antonio | 3 | 0% | $49,756 |
| 14 | San Diego | 3 | 0% | $51,872 |
| 15 | San Francisco | 3 | 0% | $57,963 |
| 16 | Seattle | 3 | 0% | $48,967 |
| 17 | Washington | 3 | 0% | $62,836 |
| 18 | Austin | 2 | 0% | $49,416 |
| 19 | Dallas | 2 | 0% | $48,354 |
Sales Team Leader job outlook: Expert opinions
Our panel of sales team leader experts
Weber State University
University of Maryland - College Park
University of Southern Mississippi
Southern Illinois University Edwardsville
University of Maryland - College Park
North Dakota State University
Texas Christian University
Baylor University
Adecco USA
Clarion University of Pennsylvania
Oklahoma Baptist University
Thomas More University
University of North Alabama
William & Mary
University of Central Missouri
Longwood University
Aquinas College
Montana State University
Michigan State University
Ryan McKeehan
Weber State University
General Sales, Merchandising And Related Marketing Operations
What Sales Team Leader skills would you recommend for someone trying to advance their career?
Ryan McKeehan: At the start of one’s career, there are numerous ways to maximize one’s salary potential. One way is to change jobs every few years. The traditional stigma around job hopping has diminished, and each job change can bring new opportunities for salary upgrades and skill acquisition. By demonstrating a willingness to work hard and continuously upgrade skills, one can develop rare and valuable expertise that will be in high demand, opening doors to better opportunities and higher earnings.
What Sales Team Leader skills would you recommend for someone trying to advance their career?
Dr. Kathleen Kelly: Maximizing your salary potential requires research, flexibility, and being your best advocate.
What general advice would you give to a Sales Team Leader?
Kevin Buckley: The biggest factor in earning potential is performance - salespeople get paid based on their ability to hit and exceed quotas through revenue generation. With a sales career, you have a lot of control over earnings. My advice is to be metrics-driven and have a plan to intentionally grow your sales skills through training, mentors, and personal development. Build a reputation for consistent over-achievement. It's also important to do research and understand typical compensation benchmarks. Some may offer higher base pay, while others offer more earnings leverage through aggressive commission/bonus structures.
What will help Sales Team Leaders increase their earning potential?
Kevin Buckley: My top advice is to be a continuous learner, both about your company/products and about the sales profession itself. Sales is a skill that requires ongoing development through practice, coaching, and studying new techniques. Don't rest on what you learned in school - seek out mentors, training opportunities, and ways to keep enhancing your sales capabilities. I would also advise resilience and to view every 'no' as a step closer to 'yes.' Sales has its share of rejection. Have a positive attitude, persist through obstacles, and be a student of why buyers say no so that you can improve.
E. Duff Wrobbel Ph.D.
ChairSouthern Illinois University Edwardsville
Communication And Media Studies
What Sales Team Leader skills would you recommend for someone trying to advance their career?
E. Duff Wrobbel Ph.D.: All things social media are important, and so writing skills still matter.
What will help Sales Team Leaders increase their earning potential?
E. Duff Wrobbel Ph.D.: With this major, probably the best salaries are from sales jobs, which many people shy away from because they think only of hustling used cars, but sales can be very good work.
What will help Sales Team Leaders increase their earning potential?
Derrek Schartz: The future of sales will require a change to the knowledge, skills, and abilities of salespeople (KSAs). Knowledge is a very important part of what a salesperson needs to be effective.
What general advice would you give to a Sales Team Leader?
Hank Boyd: Demonstrated proficiency in sales represents a feather in your cap. For many
CEOs, they started their illustrious career in sales. Nowadays, it is a common
launchpad for scores of successful business executives in consumer package goods.
Why is this so? Savvy companies know that it is paramount that new hires
quickly learn who the real target consumers are. Spending time on the front lines will
enhance your later contributions to the firm. For example, after obtaining my MBA from
Berkeley, I had the good fortune to land a sales position at Merck. I served as a Hospital
Representative specializing in broad spectrum antibiotics. My territory consisted of
Stanford University Medical Center, Palo Alto VA Medical Center, and the Santa Clara
Valley Medical Center.
After 18 months of working diligently in territory, I was offered a promotion to
work inside at Merck's headquarters in Rahway, New Jersey. Once I truly knew the
needs and concerns of my clients - general surgeons, urologists, gastroenterologists,
urologists, and infectious disease specialists - Merck was confident I could craft
relevant literature pieces and design compelling ad campaigns to reach target
physicians.
Mastery of general sales is a highly coveted asset. Once you conquer a given
product domain, the artform of sales is entirely transferrable. Case in point, it is not
unusual for you to begin in pharmaceuticals and then effortlessly segue into medical
equipment sales after a couple of years.
Eric Gjerdevig
Lecturer in Marketing, Director for the Center for Professional Selling and Sales TechnologyNorth Dakota State University
Marketing
What general advice would you give to a Sales Team Leader?
Eric Gjerdevig: First, remember that what you get out of your first job is so much more than compensation. A great manager mentoring you is priceless: it will pay you back dividends for the rest of your career. That said, in sales our compensation is typically tied to our performance. That means we need to put yourself out there, pay attention to the actions of the most successful salesperson in the company, learn everything you can, and manage your time well.
Ken Corbit Ph.D.
Assistant Professor of Professional Practice in MarketingTexas Christian University
Specialized Sales, Merchandising And Marketing Operations
What general advice would you give to a Sales Team Leader?
Ken Corbit Ph.D.: Strategic
Company Selection:
Focus on joining companies with robust sales training programs, emphasizing consultative selling. Look for organizations that invest in your development, providing live calling experiences, quota-driven sales processes, and exposure to tools like Salesforce.
Tech
Proficiency and Sales Tools Mastery:
Familiarize yourself with cutting-edge sales technologies, including CRM tools like Salesforce. Your proficiency in these tools will not only streamline your sales processes but also position you as a tech-savvy professional in the competitive sales landscape.
Hands-On
Experience:
Actively engage in live calling, take ownership of sales funnels, and work with senior hiring authorities during your training. This hands-on experience will not only build your confidence but also prepare you for the challenges of consultative selling.
Research
and Decision-Making Skills:
Develop strong research skills to evaluate companies based on fit, growth opportunities, compensation structures, and overall potential. This informed decision-making approach will set you apart and empower you to navigate the sales landscape strategically.
Mentorship
and Networking:
Seek mentorship both within and outside your organization. Building relationships with mentors who invest in your sales skills and knowledge will provide valuable insights. Additionally, actively participate in online forums to connect with practical sales
knowledge and best practices.
What Sales Team Leader skills would you recommend for someone trying to advance their career?
Ken Corbit Ph.D.: AI-Integrated Consultative Selling: Recognize the evolving role of AI in sales. Embrace AI tools that enhance your pre-call preparation, role-playing, agenda setting, and call talk track development. Stay ahead by incorporating AI into your sales strategies to deliver personalized and efficient client engagements.
What will help Sales Team Leaders increase their earning potential?
Ken Corbit Ph.D.: Holistic
Knowledge Mastery:
Become an expert in your industry, staying abreast of market trends, and thoroughly understanding the products/services you sell. This comprehensive knowledge will empower you to provide exceptional value, resulting in higher sales success and increased client
retention.
Strategic
Question-Based Selling:
Master the art of question-based selling. Use insightful questions to uncover client needs, address pain points, and tailor your approach. This strategic skill will not only boost initial sales but also contribute to secondary sales and long-term client satisfaction.
Compensation
Structure Expertise:
Understand your organization's compensation structure thoroughly. This includes baseline compensation, commission and bonus plans, and additional benefits. This knowledge allows you to set realistic targets, maximize your earnings, and take full advantage
of uncapped commission structures.
Consistent
Target Achievement:
Consistently meet or exceed targets and quotas to demonstrate your value. This not only enhances your immediate success but also positions you for continuous earning potential, especially in roles with uncapped commissions.
Negotiation
and Value Recognition:
Develop negotiation skills to ensure you are compensated appropriately. Recognize your worth and, when appropriate, discuss compensation adjustments or additional benefits with your employer. A proactive approach to recognizing and articulating your value
contributes to your overall salary potential.
In a rapidly evolving sales landscape, continuous learning, tech adaptability, and proactive career management are fundamental for achieving sustained success in consultative sales.
Andrea Dixon Ph.D.
Executive Director, Center for Professional Selling, Frank and Floy Smith Holloway Endowed Professorship in Marketing, President, University Sales Center Alliance 2019-2021Baylor University
Hankamer School of Business
What skills stand out on Sales Team Leader resumes?
Andrea Dixon Ph.D.: Like salespeople, sales managers must focus their resumes on tangible, objective performance results that are achieved by their teams.
Growth in revenue or quota attainment for the overall team are examples of the types of objective performance results that matter.
High-performing sales managers also highlight long-term performance indicators, which includes both long-term revenue growth by the unit
AND investment metrics that signal the sales manager is building company results for the long run. For example, a high-performance sales manager focuses on building and maintaining a high-performing unit. Such a manager looks to move low performers to other roles where they can be successful.
Another investment metric that a sales manager can signal is the percent of their unit promoted to managerial roles in the organization.
What soft skills should all Sales Team Leaders possess?
Andrea Dixon Ph.D.: Since sales professionals have a lot of information available to them today via customer relationship management (CRM) systems, the sales manager's "supervisory" role is less important (especially for experienced sellers). Consequently, the sales manager needs to be more of a coach and enabler of high performance. Having confidence balanced with humility allows the sales manager to engage more effectively with their salespeople.
One of the critical soft skills for sales managers going forward will be the ability to connect members of the sales team to others in the organization - in other words, the sales manager of the future needs to have strong skills in network building for others. Sellers have access to data which helps them build success.
They also need access to the right people to turn to when they need specific expertise or assistance.
What hard/technical skills are most important for Sales Team Leaders?
Andrea Dixon Ph.D.: One of the growing technical skill requirements for sales managers is in the area of data analytics. Our performance and customer systems provide a myriad of data, and the role of the sales manager is to be a sense-maker of that mound of data. What are the implications for changes in strategy or behavior evident in last quarter's activity? How can the sales manager help a specific seller "see" where the data suggest new approaches?
What skills will help Sales Team Leaders earn the most?
Andrea Dixon Ph.D.: People who can recognize patterns (in data, in people), build connections with and across others, create a focus on high-performance behaviors, and lead with a confident humility are those who will win today and in the future business environment.
What technical skills for a Sales Team Leader stand out to employers?
Madeleine Felion: - In many hourly positions, math and measurement skills are increasingly sought after by companies - these skills can apply to several jobs from quality to CNC machining.
- Data entry and accuracy is a skill many nontraditional jobs are asking for as machines become more automated. Computer skills continue to stand out as it also applies to many in-demand roles.
- Other skills include experience working with ERP software systems such as SAP, Oracle and Syteline. Niche skills such as lean manufacturing, Six Sigma, 5S and a variety of ISO quality standards are highly desired in most manufacturing companies.
What are the biggest trends we'll see in the Sales Team Leader job market given the pandemic?
Dr. Miguel Olivas-Luján Ph.D.: As the economy "reopens" (thanks to appeased fears of contagion driven by vaccination, herd immunity, people worn out by the lockdowns, warmer weather, etc.), we should see workforce adjustments across industries and occupations. Already in March, unemployment was returning to 6% (from a high of 14.8% in April 2020, but after a low of 3.5 in February 2020; https://data.bls.gov/timeseries/LNS14000000). Barring unexpected resistance in the virus variants or other influences, the summer and fall months should give us better job market numbers, but this recovery seems to be benefitting some population segments more than others. The unemployed rate for teenagers was at 13%, followed by Blacks (9.6%), Hispanics (7.9%), Asians (6%), adult men (5.8%), and adult women (5.7%; more detail is available at https://www.bls.gov/news.release/empsit.nr0.htm).
Dr. Daryl Green
Associate Professor of BusinessOklahoma Baptist University
College of Business
What are the biggest trends we'll see in the Sales Team Leader job market given the pandemic?
Dr. Daryl Green: Today's students need to embrace emerging market trends. For marketing students, the marketing concept means intimately understanding your customers and satisfying their immediate needs. The lingering pandemic from 2020 will make the job hunt more difficult this year. From my research, here are 2021 employment trends to consider:
Marketing strategy still matters. Today's businesses are using ineffective marketing strategies despite using digital tactics like social media platforms. According to HubSpot, only 61% of marketers believe their marketing strategy is effective. Yet, they are still pouring massive amounts of dollars into digital advertising. Understanding the basic marketing strategies will equip college grads for the challenges ahead.
Artificial intelligence and automation rise in 2021. Marketing professionals will need to be more tech-savvy. AI will make analyzing and implementing decisions more efficient. According to a McKinsey study, Netflix saved $1 billion in lost revenue in 2017 by using machine learning to make personalized recommendations. Other businesses, like Amazon, are doing the same.
Data analytics continue to emerge as a critical ingredient for market decision making. About 82% of marketers plan to increase their usage of first-party data (Source: Signal). Taking a marketing analytics course will be helpful to graduates.
Digital platforms will continue to dominate the economy. Thus, an online presence is essential. According to a Bright Edge study, digital ad spending will reach $389 billion in 2021. Thus, students need good digital literacy to succeed.
Mobile platforms like smartphones are the future. As for May of 2020, Google was responsible for 67% of all smartphone search traffic.
Dr. John D. (Jack) Rudnick
ProfessorThomas More University
Department of Business Administration and Accountancy
What are the biggest trends we'll see in the Sales Team Leader job market given the pandemic?
Dr. John D. (Jack) Rudnick: The COVID-19 pandemic heightens an awareness of the tremendous need and talent gap that presents opportunities for those interested in healthcare leadership and staffing. The lack of preparation for this catastrophic event that many contend should have been anticipated illustrates a strong need for increased disaster preparedness and improved supply chain systems and processes throughout the health care system. Professional opportunities that integrate in with all aspects of the continuum continue to abound. Professionals with an entrepreneurial spirit are valuable to generate creative ideas aimed at cultivation of revenue producing concepts. Those with an interest in further improving efficiency and contributing to an increased return-on-investment through process improvement techniques will find opportunities throughout the field. Finance, strategy, information technology, entrepreneurship, compliance, and marketing are among highly sought-after specialties within the field and projected to rise in need. Crisis management planning has the potential to become more necessary to mitigate against loss and business interruption.
A broad array of careers along the continuum will continue to be in need include the following: Quality and Performance Improvement Specialists, Post-acute care administrators (nursing home, rehabilitation facilities, home health agencies, hospice directors,) behavioral health executives, strategy officers, consultants, compliance officers, agency administrators, health informaticists, and university professors to assist in training leaders and staff for these important roles.
How have salaries changed over time for Sales Team Leaders?
Dr. John D. (Jack) Rudnick: The consolidation of health systems into larger entities throughout the continuum and the infusion of private equity into healthcare have prompted meteoric rises in base salaries and bonuses for many executives. Reimbursement specialists and strategy consultants have also benefited from salary increases over the past 40 years. Salaries have shifted to more of an incentive-based model with a foundational base salary aligned with bonuses linked to pre-established metrics aimed at revenue-growth and expense reduction to optimize a health organization's return-on-investment (ROI).
John Cicala Ph.D.
Associate Professor of Digital MarketingUniversity of North Alabama
Management & Marketing Department
What are the biggest trends we'll see in the Sales Team Leader job market given the pandemic?
John Cicala Ph.D.: Increased use and reliance on digital-based marketing, thereby resulting in an increased need for people who understand and appreciate the differences in and among the many digital marketing avenues available. Also, a need for individuals who can not only analyze collected data but who can understand and interpret it as well.
Dr. Matteo Cantarello Ph.D.
Visiting Assistant Professor of Hispanic StudiesWilliam & Mary
Department of Modern Languages and Literatures
What are the biggest trends we'll see in the Sales Team Leader job market given the pandemic?
Dr. Matteo Cantarello Ph.D.: In regard to the academic job market, I can talk about Hispanic/Latin American studies and, broadly speaking, literary and cultural studies. In the past year or two, trans- and interdisciplinarity are a must have to be successful. Research topics that are related to race and gender are also extremely important. More than trends, I would talk about urgency when it comes to higher education. The job market outside of higher education seems to be liking business and computer sciences. In the United States, in particular, any intersection between these two fields (e.g., digital security, cryptocurrency) has been extremely popular.
Stephen (Tyler) Hirlinger
Assistant Professor of MarketingUniversity of Central Missouri
Division of Business Strategy, Marketing Program
Will there be an enduring impact of the coronavirus pandemic on Sales Team Leaders?
Stephen (Tyler) Hirlinger: The pandemic will certainly have a lasting impact on graduates, both positively and negatively. To start with the positives, I think the transition to online learning the past two semesters has forced students to gain many valuable skills that will be necessary for success in the post-pandemic work environment. The work dynamic in many industries may remain radically different for the foreseeable future and I think graduates will be more resourceful, organized, more productive in remote settings, and work better in groups due to the recent circumstances. I also think students will learn to be more entrepreneurial and improve their ability to "sell themselves" due to fewer career opportunities and higher competition in the workforce. Time will tell, but I think the lack of job availability may stunt the career growth for many recent graduates, while those that learn to grow when faced with adversity will thrive.
Are there any particularly good places in the United States for Sales Team Leaders to find work opportunities?
Dr. David Lehr: Most job growth will continue to be in urban centers and the surrounding suburbs. Rural areas will continue to struggle (remote work notwithstanding).
What are the biggest trends we'll see in the Sales Team Leader job market given the pandemic?
Dr. David Lehr: A premium on flexibility and having a variety of skillsets. Continued weakness across the board in labor markets.
What skills stand out on Sales Team Leader resumes?
Dr. David Lehr: Information flow skills, particularly surrounding data analytics.
Kerri Orders
Assistant Professor of BusinessAquinas College
Business Administration Department
What are the biggest trends we'll see in the Sales Team Leader job market given the pandemic?
Kerri Orders: In 2020, companies of all sizes rapidly changed the way they were organized and conducted business daily, both internally and externally, with customers and suppliers. COVID has accelerated the potential and opportunity for remote work, both domestically and within the international business environment. Consequently, the future trends for international business will be a decrease in business travel and an increase in collaboration and communication via remote modalities. Many companies have now realized the ability for employees to conduct international business via remote networks, which are both effective and economically efficient. Increasingly, employers are looking for candidates with a global mindset, a culturally diverse range of experiences, and a broad skill set. In addition, employers will expect candidates to have a high level of technical and communication skills in order to thrive and have a shorter learning curve at the entry level. It is important for students entering the job market to highlight and promote their specific skills and value added to a potential employer.
What Sales Team Leader skills would you recommend for someone trying to advance their career?
Kerri Orders: In terms of a gap year, I recommend that international business students acquire tangible skills, relevant experience and/or certifications which will enhance their success in their desired area of interest. For example, a gap year could consist of gaining technical or digital training overseas, which would also further the students' cultural intelligence and language proficiency. These types of enriching gap year experiences will assist students to distinguish themselves in a highly competitive market. Furthermore, students should focus on broadening and maintaining their global network during a gap year in order to be ready for the job market once the gap year is concluded.
What general advice would you give to a Sales Team Leader?
Kerri Orders: There is more than one path to any given career, therefore students will benefit from being curious, creative, and collaborative as they embark upon their international business careers. More than ever, employers will be looking for students who are adaptable, flexible, and proactive. In this tighter job market, students should be more open-minded about opportunities and willing to work in a range of sectors and different sizes of companies. The pandemic has impacted businesses around the world, so this advice will apply to graduates from all regions of the world.
What are the biggest trends we'll see in the Sales Team Leader job market given the pandemic?
Dr. Angela Woodland Ph.D.: There is still work that needs to be done. Those jobs that are necessary for the economy to continue and for the protection and service of the public will continue to need willing and able employees. The field I know most about is accounting. Publicly-traded companies are required to have audits of their financial statements. This is for the protection of all who use financial statements to make investing decisions. Think about your retirement savings plans, 401(k) plans, etc. So, every year there is a need to hire students who are ready to take the CPA exam and ready to become auditors. The same goes for students who are trained and ready to prepare income tax returns for corporations and individuals. Pandemic or no pandemic, we still need accountants. In fact, we now need accountants who are prepared to make certain that loans and grants related to pandemic relief have been used for their intended purposes and have been distributed appropriately.
Are there any particularly good places in the United States for Sales Team Leaders to find work opportunities?
Dr. Angela Woodland Ph.D.: There are pockets of opportunity in most communities. The savvy student will meet and make connections with local businesses through internships, student clubs, guest lectures, and other college events. With a little effort, students can learn to speak the vernacular of local industries and tailor their resumes and skill sets accordingly.
What skills stand out on Sales Team Leader resumes?
Dr. Angela Woodland Ph.D.: Skills that are immediately useful stand out on resumes. Right now, data analytics skills are in hot demand. A desirable job candidate should be able to import large data sets in various formats, clean data, manipulate data, interrogate data, and draw conclusions from the data. Additionally, the job candidate should be able to prepare informative and easy-to-follow data visualizations of the results. This skill set allows a job candidate to be immediately useful in an organization. It is the new way of analyzing and communicating.
Wyatt Schrock Ph.D.
Assistant Professor of MarketingMichigan State University
Broad College of Business
What type of skills will young Sales Team Leaders need?
Wyatt Schrock Ph.D.: For graduates entering careers in sales, two skills that come to my mind are (1) listening skills and (2) analytical skills. First, I think listening is indeed a skill that can be developed with techniques and practice. Importantly, and for several reasons (e.g., building rapport, overcoming objections), I do not think you can be a good salesperson and be a bad listener. Second, I think analytical skills may be overlooked in terms of importance for salespeople. Certainly, selling is about relationship-building. However, and simultaneously, selling is also about delivering quantifiable value. It may be increasingly important for salespeople to have the ability to demonstrate exactly how or where they intend to help their customers grow revenue or reduce expenses.
What experience really stands out on Sales Team Leader resumes?
Wyatt Schrock Ph.D.: Based on my experience and discussions with recruiters, at least two things stand out for applicants looking for sales jobs. First, I think transferrable skills are important to signal on a resume. For example, working as a hostess or waiter at a restaurant could signal to recruiters certain interpersonal skills that are important in sales. Second, I think any experience that allows the applicant to quantify their success will help applicants to stand out. If a person did well at work, I think it is worth spending some time thinking about how to tell that story with numbers. I think numbers can be just as important as words on a resume, especially when applying for a sales position.
Will there be an enduring impact of the coronavirus pandemic on Sales Team Leaders?
Wyatt Schrock Ph.D.: For graduates entering careers in sales, I expect the coronavirus pandemic to have at least one enduring impact. That is, I think the pandemic has changed the way that people think about the nature of buyer-seller interactions. In particular, I think we now know that a lot of relationship-building, problem-solving, etc., can be accomplished remotely with video meeting applications. This development might, for example, ultimately lead to lower levels of business travel for salespeople.