What Does it Take to Be a Sales Manager?
Job Description & Duties Plan, direct, or coordinate the actual distribution or movement of a product or service to the customer. Coordinate sales distribution by establishing sales territories, quotas, and goals and establish training programs for sales representatives. Analyze sales statistics gathered by staff to determine sales potential and inventory requirements and monitor the preferences of customers.
Sales Manager Responsibilities
- Assess marketing potential of new and existing store locations, considering statistics and expenditures.
- Review operational records and reports to project sales and determine profitability.
- Monitor customer preferences to determine focus of sales efforts.
- Plan and direct staffing, training, and performance evaluations to develop and control sales and service programs.
- Advise dealers and distributors on policies and operating procedures to ensure functional effectiveness of business.
- Visit franchised dealers to stimulate interest in establishment or expansion of leasing programs.
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Qualities of a Sales Manager
Below is a list of the skills most Sales Managers say are important on the job.
Persuasion: Persuading others to change their minds or behavior.
Active Listening: Giving full attention to what other people are saying, taking time to understand the points being made, asking questions as appropriate, and not interrupting at inappropriate times.
Speaking: Talking to others to convey information effectively.
Service Orientation: Actively looking for ways to help people.
Negotiation: Bringing others together and trying to reconcile differences.
Critical Thinking: Using logic and reasoning to identify the strengths and weaknesses of alternative solutions, conclusions or approaches to problems.
Types of Sales Manager
- District Sales Manager
- Sales Coordinator
- Business Development Officer
- Sales and Marketing Manager
- Sales Promotion Manager
What Kind of Sales Manager Job Opportunities Are There?
There were about 385,500 jobs for Sales Manager in 2016 (in the United States). New jobs are being produced at a rate of 7.5% which is above the national average. The Bureau of Labor Statistics predicts 28,900 new jobs for Sales Manager by 2026. The BLS estimates 36,300 yearly job openings in this field.
The states with the most job growth for Sales Manager are Utah, Nevada, and Washington. Watch out if you plan on working in Maine, Alaska, or Vermont. These states have the worst job growth for this type of profession.
How Much Does a Sales Manager Make?
Sales Managers make between $58,940 and $208,000 a year.
Sales Managers who work in New York, Delaware, or Virginia, make the highest salaries.
Below is a list of the median annual salaries for Sales Managers in different U.S. states.
| State | Annual Mean Salary |
|---|---|
| Alabama | $115,750 |
| Alaska | $109,210 |
| Arizona | $113,430 |
| Arkansas | $119,090 |
| California | $134,010 |
| Colorado | $160,320 |
| Connecticut | $152,760 |
| Delaware | $174,940 |
| District of Columbia | $132,870 |
| Florida | $125,050 |
| Georgia | $140,820 |
| Hawaii | $101,480 |
| Idaho | $103,780 |
| Illinois | $131,400 |
| Indiana | $129,020 |
| Iowa | $117,170 |
| Kansas | $147,230 |
| Kentucky | $121,260 |
| Louisiana | $106,850 |
| Maine | $121,130 |
| Maryland | $147,530 |
| Massachusetts | $151,010 |
| Michigan | $142,340 |
| Minnesota | $132,420 |
| Mississippi | $108,100 |
| Missouri | $133,570 |
| Nebraska | $107,030 |
| New Hampshire | $152,120 |
| New Jersey | $168,950 |
| New Mexico | $105,240 |
| New York | $198,390 |
| North Carolina | $147,690 |
| North Dakota | $108,500 |
| Ohio | $134,600 |
| Oklahoma | $111,360 |
| Oregon | $126,340 |
| Pennsylvania | $151,620 |
| Rhode Island | $161,970 |
| South Carolina | $118,750 |
| South Dakota | $128,760 |
| Tennessee | $111,700 |
| Texas | $148,000 |
| Utah | $122,190 |
| Vermont | $140,260 |
| Virginia | $170,760 |
| Washington | $140,700 |
| West Virginia | $102,280 |
| Wisconsin | $135,940 |
| Wyoming | $117,350 |
What Tools & Technology do Sales Managers Use?
Although they’re not necessarily needed for all jobs, the following technologies are used by many Sales Managers:
- Microsoft Excel
- Microsoft Word
- Microsoft Office
- Hypertext markup language HTML
- Microsoft PowerPoint
- Microsoft Outlook
- Web browser software
- Microsoft Access
- Data entry software
- SAP
- Microsoft Windows
- Microsoft Project
- Adobe Systems Adobe Acrobat
- Microsoft SharePoint
- Microsoft Visio
- Structured query language SQL
- SAS
- Microsoft Dynamics
- IBM Notes
How to Become a Sales Manager
What education or degrees do I need to become a Sales Manager?
How Long Does it Take to Become a Sales Manager?
Sales Managers Sector
The table below shows the approximate number of Sales Managers employed by various industries.
References:
Image Credit: Mike Moore via public domain
More about our data sources and methodologies.
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