Sales Manager Career Guide

What Does a Sales Manager Do?

Sales managers direct sales teams, set sales goals and quotas, analyze sales data and statistics, develop training programs for sales representatives, assign territories and establish performance metrics, hire and coach salespeople, and collaborate with marketing teams on promotional strategies. They ensure their organization meets sales objectives, manage budgets, forecast sales trends, and build relationships with major clients. Sales managers balance strategic planning with hands-on team leadership.

Education & Requirements

• Typical Education: Bachelor's degree in business, marketing, or related field
• Certifications: Optional certifications like Certified Sales Leadership Professional (CSLP) or industry-specific credentials
• Key Skills: Leadership, communication, analytical skills, customer service, problem-solving, negotiation
• Experience: Typically requires several years of sales experience; many start as sales representatives

Salary Information

According to Bureau of Labor Statistics data:

• Median Annual Salary: $138,060
• Entry-Level (10th percentile): $64,000
• Experienced (90th percentile): $239,200+
• Compensation: Often includes base salary plus commission and bonuses tied to team performance
• Industry Variation: Technology, pharmaceuticals, and financial services typically pay highest

Job Outlook & Growth

Employment of sales managers is projected to grow 2 percent from 2024 to 2034, slower than average. Despite limited growth, turnover creates opportunities. Companies continually need sales managers to direct their sales teams and develop strategies to expand market share. Digital transformation is changing sales approaches, requiring managers who can integrate technology, data analytics, and traditional sales techniques. B2B sales and complex solution selling maintain strong demand for experienced managers.

How to Break Into This Field

1. Education: Earn a bachelor's degree in business, marketing, sales, or related field. MBA can accelerate advancement but isn't required.
2. Entry-Level Roles: Start as sales representative, account executive, or business development representative. Build track record of meeting/exceeding quotas.
3. Build Skills: Master CRM software (Salesforce, HubSpot), develop leadership abilities, learn sales methodologies (SPIN, Challenger), and demonstrate consistent sales success.
4. Network: Join Sales Management Association, attend industry conferences, connect with mentors, participate in sales leadership training programs.
5. Apply Strategically: Target companies with products you're passionate about. Look for sales team lead or assistant sales manager roles as stepping stones. Use LinkedIn, company career pages, and executive recruiters.

Career Path & Advancement

Sales managers can advance to regional sales manager, director of sales, or vice president of sales roles, overseeing larger territories and teams. Some move into general management, becoming chief revenue officers (CRO) or chief commercial officers. Industry expertise can lead to specialized roles in vertical markets. Experienced managers may transition to consulting, sales training, or start their own businesses. Strong performers often earn equity compensation and profit sharing at senior levels.

Pros & Cons

Related Careers

If you're interested in Sales Manager, you might also consider:

• Marketing Manager (promotional strategy focus)
• Advertising Manager (campaign and media management)
• Business Development Manager (new business focus)
• Account Manager (client relationship management)