So you want to become a sales manager? It’s a rewarding yet challenging career path. Usually, the Sales manager’s main responsibility is to direct teams of sales reps and are responsible for achieving revenue goals.
If you’re interested in moving into management career, be prepared to put in the work. Advancing up the ladder takes strategic planning and dedication. Here’s what to expect if you’re pursuing this career move:
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Table of Contents
What Does a Sales Manager Do?
Sales managers wear many hats. Core duties include:
- Recruiting and interviewing sales talent
- Onboarding and training new hires
- Setting sales quotas and tracking reps’ performance
- Identifying areas for improvement through data analysis
- Coaching reps on sales techniques and presentations
- Developing promotions and incentives to motivate teams
- Handling escalated customer complaints and issues
- Collaborating with other departments like marketing and product development
The role requires excellent communication skills, business acumen, and the ability to lead teams through complex challenges. Patience and persistence are also musts when mentoring reps.
Skills Every Sales Manager Needs to Succeed
Sales managers wear many hats – coach, data analyst, strategist, mentor. To excel in the role, you’ll need to develop expertise in several critical skill areas:
Motivational Abilities
Having high energy and staying positive are musts. You set the tone for the entire sales team. Give recognition and celebrate wins. Rally the troops when morale is lagging.
Communication Skills
Listen closely to understand reps’ challenges and needs. Convey instructions and plans clearly so there’s no confusion. Give direct but thoughtful feedback to help reps improve.
Analytical Thinking
Dive into the data to spot trends and issues. Analyze activity metrics to identify coaching opportunities. Develop projections and forecast future performance. Sharpen your Excel skills!
Emotional Intelligence
Balance drive with empathy. Manage reps’ anxieties about quotas. Resolve conflicts diplomatically. Foster an encouraging, collaborative team culture.
Resilience
In sales, you win some and you lose some. Don’t take rejections personally. Bounce back quickly from setbacks. Demonstrate confidence and persistence in the face of obstacles.
Creativity
Dream up fun team competitions and incentive programs. Constantly brainstorm new ways to boost motivation and performance. Bring innovative ideas to the executive team.
Sales Manager vs Sales Executive – What’s the Difference?
| Role | Sales Manager | Sales Executive |
|---|---|---|
| Main Focus | Leading and managing a team of sales reps | Generating new business and closing deals |
| Primary Responsibilities | Recruiting, training, coaching, and motivating reps; setting sales quotas and goals; analyzing performance data; identifying issues and developing solutions | Prospecting new accounts; conducting sales presentations and product demos; negotiating contracts; managing client accounts |
| Skills Needed | Leadership, coaching, data analysis, problem-solving | Prospecting, presenting, negotiating, relationship-building |
| Daily Activities | Holding team meetings; providing feedback and training; reviewing reports; resolving escalated issues | Making sales calls; sending proposals; meeting with clients; giving presentations |
| Experience Required | 5+ years sales experience; management experience preferred | 2+ years of full-cycle sales experience |
| Career Growth | Promotions to Sales Director, VP of Sales, Chief Revenue Officer | Promotions to Senior Sales Executive, Key Accounts Manager, Sales Manager |
| Salary Range* | $60,000 – $150,000+ | $40,000 – $100,000+ |
How To Become a Sales Manager Steps To Follow
Education and Licensing Requirements
Most sales manager positions require a bachelor’s degree in business, marketing, communications, or a related field. Coursework in management, psychology, and data analytics helps build a strong foundation.
While not always mandatory, certification as a Sales Management Professional through the Sales Management Association demonstrates a commitment to continuing education.
Essential Sales Experience
You can expect that most sales manager jobs require at least 5 years of experience in sales roles. This time in the field allows you to gain real-world skills and insight into sales processes.
Possible entry-level positions include sales representative, account manager, purchasing agent, business development associate, and more. Seek internal promotions to add team leadership experience to your resume along the way.
Management Training Opportunities
To prepare for a sales management role, actively build your leadership skills. Take initiative and offer to mentor new reps or train team members. Ask about attending management training courses offered internally.
You can also look into short-term sales management certificate programs through local colleges and universities. These provide focused development in areas like performance coaching, recruiting, and sales forecasting.
The Transition into Management
When you’re ready to pursue sales management jobs, tailor your resume and interview answers to highlight your leadership abilities. Relevant positions to target include Sales Manager, Regional Sales Manager, District Sales Manager, and VP of Sales.
Download Free Sales Manager Career Guide PDF
Download this free career guide to know and understand the steps you have to take to become a successful Sales Manager.
Tips For Managing a Winning Sales Team
Leading a sales team is rewarding but comes with its fair share of challenges. Here are some tips for creating a high-performing team:
Know Your Team Members as Individuals
Get to know what motivates each person. Are they driven by money and competition or do they thrive on mentoring and developing clients? Use these insights to play to their strengths. Check-in regularly 1-on-1 to see how they’re doing.
Set Clear Expectations
Reps need to understand exactly what’s expected of them, whether it’s making 50 calls per day or closing 10 deals per month. Provide templates and tools to set them up for success. And explain how hitting goals ultimately supports the broader business objectives.
Coach, Don’t Criticize
Sales is a tough gig. Motivate reps through positive reinforcement when things go well. Offer constructive feedback focused on solutions when they struggle. And never criticize in front of peers – instead schedule time 1-on-1 to discuss areas of improvement.
Create Competitions and Contests
A little healthy competition can raise motivation levels across the team. Offer fun contests and reward reps when they hit milestones. Publicly recognize top performers at team meetings. Competitions keep things lively while rewarding hard work.
Get Input on Changes
When implementing new strategies, get buy-in from reps first. Explain the reasons for change and ask for input on rollout plans. Reps will embrace changes more if they’re involved in shaping the process.
Keep Skills Sharp
Sales require constant learning to keep up with the changing market. Offer regular training on new products, features, and sales techniques. Bring in experts from other departments or outside speakers to keep things fresh. Keep budgets for offsite workshops or industry conferences.
Lead by Example
As the saying goes, actions speak louder than words. Hit the phones yourself and demonstrate persistence and energy. Celebrate wins with the team. Be the kind of leader you would want to work for yourself.
Conclusion
With the right mix of sales experience, training, and interview preparation, you can successfully transition into a sales management career. Stay hungry to keep developing your skills as a leader. Help your reps and company succeed, and your hard work will pay off.
2 comments
Can a person can be directly become a sales manager without spending years. I know this question is little gibberish. But. If any corporate allows. Let me know please..
In most corporate environments, becoming a sales manager typically requires some level of experience and expertise in sales. While there is no strict rule that says you must spend a specific number of years in a sales role before becoming a manager,