How to Become a Sales Manager
Sales is widely recognized as a particularly lucrative career field, and sales manager jobs are no exception. Companies often tap their best-performing sales representatives for this prestigious and high-paying role. A proven ability to close sales is essential to landing a sales manager position; however, strong leadership skills are just as important. To that end, management and sales training can be an ideal way to prepare for a sales manager or sales executive career. It takes some time and effort to work your way up, which is why the true determinant of your success is the strength of your commitment to reach the top.
Sales Manager Job Responsibilities
Before you pursue a sales manager career, you need to know what this position entails, as the job duties are quite different from those of a sales representative. Sales managers are responsible for coordinating the efforts of an entire sales organization, and are held accountable for a team’s ability to meet their sales goals. They need to have an intimate knowledge of the dynamics of making a sale and closing the deal. They also need to know how to analyze market trends and financial statements to put together an effective and comprehensive sales plan.
In order to be successful, a sales manager must be willing to do whatever it takes to get the job done – whether it’s following up to help a sales representative close a deal or arranging sales training for the entire team. Also, because the sales manager’s efforts have a direct impact on a company’s bottom line, the person in this role often faces intense pressure and scrutiny from the highest corporate levels. Sales management training can prepare you to meet the demands of this career, and can help you develop the interpersonal, leadership and communication skills needed to excel as a sales manager.
Job Projections and Earnings Potential
The U.S. Bureau of Labor Statistics (BLS) estimates that the overall employment of sales managers will grow about 15% from 2008 to 2018, which is faster than the average for all occupations.1 While this means there will be an increase in sales manager jobs, there will also be heavy competition for these coveted and highly compensated positions. The best opportunities will go to those with previous sales experience and a proven ability to close sales, as well as advanced education and/or formal sales training.
According to BLS reports, sales managers earned a median annual salary of about $96,790 in May 2009. Those in the middle 50% bracket earned between $65,210 and $141,430 a year, while the top 10% of all sales managers had an annual income in excess of $166,400.2 To achieve the top sales manager salaries, you need to deliver the results to earn them. An investment in advanced sales management training will usually pay dividends in terms of salary and bonus potential.
Sales Management Training and Education
A common theme in the path to a sales manager career is the importance of sales training. Most employers prefer sales manager candidates with a combination of experience and education. It’s desirable to have at least five years of previous sales experience, although a sales representative with fewer years in the field but a history proven results will certainly be considered. In terms of education, many companies favor sales manager applicants with a bachelor’s degree in business, marketing, advertising or other similar fields. A sales manager working in a specialized industry – such as IT or pharmaceuticals – may be expected to have a degree in a relevant major.
That said, a sales representative with great numbers and a high rate of closes can often bypass the formal degree requirement. Results tend to speak for themselves, which is why a degree is not necessarily a prerequisite for a sales manager position. However, employers do expect to see a commitment to professional development – which is why formal sales training is a huge asset to anyone aspiring to a role in sales management. Pursuing continuing education demonstrates your dedication to your chosen career and shows that you are committed to achieving excellence in your field.
Prepare for a Sales Manager Career With 100% Online Sales Training
One of the best ways to enhance your résumé and advance your career is to earn a Certificate in Sales and Sales Management from University of San Francisco (USF). Regionally accredited USF is a recognized leader in online professional education, and is nationally ranked as one of “America’s Best Colleges” by U.S. News & World Report. Its sales training program is the only expert-led, university-backed, 100% online certificate program of its kind.
The certificate program consists of three eight-week certificate courses that help you hone the skills and knowledge needed to succeed as a sales manager:
Through an innovative, video-based e-learning platform, you’ll learn from accomplished instructors with vast experience and expertise in sales and sales management. You can view lectures 24/7 via streaming video, MP4 downloads or CD-ROM, and communicate with online instructors and fellow students via email, instant messaging, online discussion boards and two-way voice over IP (VOIP).
You’ll receive a framed certificate of achievement upon completion of each course, and another when you finish the entire certificate program. These respected university credentials will add prestige to your résumé, and prove that you have the skills, knowledge and sales training to become a top-performing sales manager.
1 “Advertising, Marketing, Promotions, Public Relations, and Sales Managers.” Occupational Outlook Handbook, 2010–11 Edition. U.S. Bureau of Labor Statistics; accessed September 22, 2010.
2 “Sales Managers.” Occupational Employment and Wages, May 2009. U.S. Bureau of Labor Statistics; accessed September 22, 2010.
