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Sales managers oversee the distribution of a company’s products to customers and play a key role in increasing the company’s sales and profits. Sales managers may need a bachelor’s degree in a discipline such as business administration, sales, or marketing. If you enjoy working with people, have excellent communication skills, and enjoy working in sales, becoming a sales manager may be a great career choice for you.
What does a sales manager do?
Sales managers handle all aspects of a company’s sales activities. While their role may vary depending on the type of business, their responsibilities typically include:
- Recruit, hire, train and fire sales team members
- Develop a training plan for the sales department
- Lead sales team members by helping to set and achieve goals and monitor progress
- Assign sales team members to territories
- Manage budgets, approve spending and analyze sales data
- Develop processes to improve sales performance
- Track customer satisfaction and handle complaints about sales or service
- Maintain relationships with suppliers, dealers and distributors
- Work closely with other members of the company’s management team
Sales manager job prospects
Sales manager job prospects vary by industry, as some industries may grow faster than others. The U.S. Bureau of Labor Statistics predicts sales manager sales growth will reach 4% from 2022 to 2032, with an average of approximately 43,200 job openings per year during that period. As a reward for their hard work, sales managers earn a median annual salary of $130,600, making sales management a lucrative career choice.
Key skills for a sales manager
As you prepare for a career in sales management, you will develop a variety of critical skills through your education and work experience. The top skills you need as a sales manager include:
- communication skills
- Skills of analyze
- Strategic thinking and planning skills
- Motivational and coaching skills
- Delegation skills
- leadership
Steps to becoming a sales manager
If you’re interested in becoming a sales manager, you may be able to achieve your goal within a few years. Here are the steps you need to take to achieve your sales management career dreams.
Obtain a bachelor’s degree
While some companies may not require their sales managers to have a degree, a bachelor’s degree can give you the edge you need to gain a deep understanding of business principles and compete for sales management positions.
A bachelor’s degree will provide you with the business knowledge and leadership skills needed for a career in sales management. Students should consider majoring in business management, sales, or marketing. Particularly useful courses include business management, marketing, communications, business law, statistics and economics.
Cumulative experience
Working as a sales manager requires experience, so this is not an entry-level job. If you want to become a sales manager, you should start by working in an entry-level sales-related job, such as a sales representative.
Once you’ve gained some solid experience, you should consider working as an Assistant Sales Manager so you can continue to learn the communication, analytical, customer service, and leadership skills that will propel you into a sales management career. You should plan to have at least one to five years of sales experience before being hired as a sales manager.
Check out MBA programs
In some cases, you may want to consider getting an MBA to help you stay competitive in the job market. An MBA program is especially helpful if you plan to pursue a more advanced sales management job, such as vice president of sales.
Consider additional certifications
If you want to gain more sales-related knowledge in lieu of or earn an MBA, you can enroll in a certification program. Some universities offer certification or training courses, and there are organizations that offer these courses specifically for sales professionals.
Certified Inside Sales Professional (CISP)®
Emblaze’s CISP certification covers topics such as acquisitions and expansion and using a research-proven framework to manage customer relationships. Applicants must complete 32 hours of sales training, pass two exams, and submit a portfolio and video presentation.
Certified Sales Professional (CPSP)®
The National Association of Sales Professionals (NASP) offers this certification to sales professionals, CEOs, and business owners. It focuses on helping sales professionals reach their full potential by identifying and replacing behaviors that may hinder their performance.
Certified Professional Sales Leader (CPSL)®
NASP leadership-focused certifications are suitable for presidents, directors, managers and aspiring sales leaders. The CPSL program helps professionals develop winning habits and build a high-performing sales team.
Certified Master Sales Professional (CMSP)®
NASP’s enhanced CMSP program takes 14 months to complete. Participants complete CPSP and CPSL certifications and the Advanced Sales Impact Program. Applicants will receive a one-year membership in the organization’s Sales Mastery Group. It focuses on helping sales professionals delve deeper into their customers’ psychological and emotional needs to understand how they can become the best sales professionals they can be.
Frequently Asked Questions (FAQ)
What do you need to learn to become a sales manager?
You should plan to earn a bachelor’s degree in business or a similar major that offers courses in business management, marketing, communications, economics, business law, and statistics.
What skills are needed to become a sales manager?
The most important skills you need as a sales manager are communication, analysis, strategic thinking and planning, motivation, delegation, and leadership skills. You will develop these skills through work experience in education and sales.
How long does it take to become a sales manager?
Sales manager is definitely not an entry-level position. You should need at least one to five years of sales experience before moving into a sales management position.
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