Sales Managers
Overview
Sales managers lead and coordinate teams of salespeople who work in business-to-business or wholesale environments, rather than retail stores. They handle important business decisions like setting prices for products, managing budgets, and hiring and training their sales teams. Using modern CRM software and data analytics tools, they track sales performance and develop strategies to meet company goals. This role combines leadership skills with business knowledge, and you can prepare for it through business, marketing, or communications studies, often starting in entry-level sales positions.
Did you know?
Sales Team Leaders must develop strong leadership skills to motivate, coach, and manage sales representatives while maintaining team cohesion and productivity.
At a Glance
Median Wage
$82,279.40 Avg/yr
Growth
Stable
Top Skill
Management of Personnel Resources
Key Responsibilities
- Visit retailers and sales representatives to promote products and gather information.
- Prepare sales and inventory reports for management and budget departments.
- Analyze details of sales territories to assess their growth potential and to set quotas.
- Plan and prepare work schedules, and assign employees to specific duties.
- Coordinate sales promotion activities, such as preparing merchandise displays and advertising copy.
- Monitor sales staff performance to ensure that goals are met.
- Examine products purchased for resale or received for storage to determine product condition.
- Provide staff with assistance in performing difficult or complicated duties.
- Direct and supervise employees engaged in sales, inventory-taking, reconciling cash receipts, or performing specific services.
- Attend company meetings to exchange product information and coordinate work activities with other departments.
- Hire, train, and evaluate personnel.
- Keep records pertaining to purchases, sales, and requisitions.
- Inventory stock and reorder when inventories drop to specified levels.
- Prepare rental or lease agreements, specifying charges and payment procedures for use of machinery, tools, or other items.
- Formulate pricing policies on merchandise according to profitability requirements.
- Confer with company officials to develop methods and procedures to increase sales, expand markets, and promote business.
- Listen to and resolve customer complaints regarding services, products, or personnel.
- Examine merchandise to ensure correct pricing and display, and that it functions as advertised.
Career Considerations
Leadership and Team Management
Sales Team Leaders must develop strong leadership skills to motivate, coach, and manage sales representatives while maintaining team cohesion and productivity.
Performance Pressure and Quota Management
This role involves significant pressure to meet or exceed sales targets and quotas, which is a defining characteristic of American sales culture.
Career Advancement and Earning Potential
Sales Team Leader positions often serve as stepping stones to higher management roles and typically offer competitive compensation with performance-based bonuses.