what is a sales manager?
As a sales manager, you direct and manage the company's sales teams. Sales representatives, field sales teams and sales associates report to you. Your job is to hire and train teams of sales representatives on the company's sales processes. You also set sales quotas and targets for individuals and teams, providing them with the necessary resources to help them achieve their goals. Your main objective is to generate revenue for the business and develop strategies to increase sales. You incentivize staff through cash bonuses, gift cards and prizes.
Your duties as a sales manager usually involve people management. This includes recruiting, training and managing a team of sales representatives. As a sales manager, you are also responsible for fostering customer relationships and managing client satisfaction. You also make decisions that affect the revenue streams of the business.
Sales managers work in various industries that sell products or services to customers or clients. For example, you work in manufacturing industries to ensure the sale of finished products to customers. The role requires exceptional leadership skills. You motivate workers to complete their duties and help drive sales. Collaboration skills are also important in order to work well with various sales professionals.
Would working as a sales manager suit your leadership and collaboration skills? Then read on to find out what competencies and qualifications you need to thrive in a sales manager role.
sales manager rolesaverage sales manager salary
According to Job Bank, sales managers earn an average salary of $85,000 per year. When you are new in the role, you start with a lower salary due to your minimal experience and qualifications. In an entry-level role, you receive a salary of $58,484 per year. Experienced sales managers drive revenue and contribute to the success of the company. Hence, they earn over $182,820 per year.
how to increase your earnings as a sales manager
As a sales manager, your salary fluctuates based on your performance, skills and experience. When you are new in the role, your earnings are low due to your minimal experience. As your expertise and performance improve, your earnings also increase drastically. Your qualifications give you the leverage to negotiate a higher salary. With additional skills and qualifications, you provide more value to the company.
The industry and company size also affect your earning potential. Some industries sell high-value items, and sales managers are well-compensated due to the revenue they generate for the company. For instance, a sales manager selling vehicles or high-end items earns more than a sales manager selling inexpensive consumer goods. Working for a large company also improves your salary prospects, and you can earn more due to the greater number of resources available.
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access our tooltypes of sales managers
The types of sales managers depend on their duties and the customers they sell to. They include:
- business-to-business (B2B) sales managers: as a B2B sales manager, you oversee business sales. You work for a manufacturer or a wholesaler and supervise sales to other businesses. For example, you oversee the sale of food products to grocery stores or supermarkets.
- business-to-consumers (B2C) sales managers: as a B2C sales manager, you oversee direct sales to individual consumers. You work in a retail setting, such as a department store or car dealership, managing the sales teams that sell to consumers.
- product-line sales manager: when you work for a company that sells more than one group of products, you can specialize in selling items from one product line. Your job is to plan sales campaigns and promote the products in the product line.
working as a sales manager
Working as a sales manager is an exciting career with numerous growth opportunities. Here are some common sales manager tasks.
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what does a sales manager do?
Some of the tasks of a sales manager include:
- supervising sales teams: as a sales manager, you are the department head and are responsible for leading a team of sales representatives in a specific region or territory. Since you collaborate with the sales team to achieve revenue goals, you should understand the specializations of each team member. You mentor sales representatives and coach them to improve their performance and revenue. You also monitor the performance of individual salespeople and set targets.
- overseeing the recruitment of salespeople: as a sales manager, you oversee the recruitment of sales executives. You hire and train the new staff members on the company's sales processes. You ensure the sales team works cohesively, and you share the best techniques to win new customers.
- managing customer needs: aside from managing sales teams, you are also responsible for maintaining client relationships. This task requires extensive knowledge of customer needs and preferences to improve customer loyalty. You respond to customer issues escalated by the sales teams. You also evaluate leads and help sales representatives improve customer satisfaction. This close relationship with customers helps you adjust pricing and provide incentives to encourage customers to buy from your company.
- projecting sales goals: as a sales manager, you are responsible for determining sales quotas and revenue targets. You prepare the annual, quarterly and monthly revenue forecasts for various sales regions. You also track and measure sales metrics against the goals. After the performance reviews, you come up with ways to address the performance gaps in the company. You also analyze sales statistics and provide advice concerning inventory requirements.
- approving expenditures: as a sales manager, you manage the sales and revenue projections for a specific territory or region. You also prepare budgets and approve expenses for your department. Expenses should not exceed the revenue, and having a strict departmental budget helps reduce wastage.
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work environment of a sales manager
Sales managers work in manufacturing companies or wholesale distribution centres to improve sales and revenue. The work environment is typically indoors, and you usually spend most of the day in an office. You either work at your desk, review reports or attend meetings. When liaising with clients or attending workshops, the role also involves some travelling.
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who are your colleagues?
As a sales manager, you work in an office environment and warehouse areas. You mostly work with sales associates, sales representatives and account managers. You also work with HR managers, customer service representatives and administrative assistants. When you work in distribution centres, you are likely to interact with warehouse associates and procurement officers.
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sales manager work schedule
As a sales manager, you work the typical office hours. You work full-time work hours of 35 to 40 hours a week, from 9 am to 5 pm. While your workday ends at 5 pm, you work additional hours during peak seasons. Sometimes, you work evenings or weekends to fulfil gaps in the schedule. Part-time sales roles are available but managerial opportunities are rare. You can also work on a contract basis.
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career opportunities as a sales manager
A sales manager job prepares you for top management roles and executive leadership positions. With experience, you can become a regional sales manager and manage relatively large teams of sales executives. In a multinational company, you can become a national sales manager or a country manager. Other career prospects in the role include becoming a marketing manager or operations manager.
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advantages of finding a job as a sales manager through randstad
Working with Randstad offers you a range of benefits.
- always a contact person you can fall back on and ask for help from
- many training opportunities
- a range of jobs in your area
sales manager skills and education
Some of the educational requirements of sales managers include:
- bachelor's degree: as a sales manager, you require a bachelor's degree in sales, business administration or marketing. The course prepares you for your role in managing sales teams.
- experience: gain experience through internships and entry-level jobs to improve your skills in sales. Your experience is valuable in attracting more clients and increasing the company’s revenue.
competencies and characteristics of sales managers
Some of the qualities of a sales manager include:
- analytical skills: as a sales manager, you study market trends and use data-driven reports to understand the success of the salespeople. You rely on analytical skills to evaluate the pricing, discounting impacts and profit margins.
- communication skills: as a sales manager, you interact with various professionals. You attend meetings with senior managers and also delegate responsibilities. You require effective communication skills to explain the tasks and responsibilities to salespeople clearly.
- coaching skills: as a sales manager, your duties involve training new members of the sales teams and coaching them to meet individual goals. Your coaching skills help you build successful relationships and mentor staff.
FAQs
Here, you will find the answers to the most frequently asked questions about the profession of a sales manager.
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what does a sales manager do?
As a sales manager, you manage the sales team. Your job is to hire, train and provide professional development to sales associates and field sales agents. You set weekly and monthly sales goals based on the team's performance. You also track the sales teams' performance through reports and review the targets of the field sales representatives.
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what is the minimum salary of a sales manager in Canada?
As a sales manager, your earnings depend on your performance, qualifications and experience. The average earnings of a sales manager is $85,000 per year. The minimum salary you earn as a sales manager in Canada is around $58,484 annually.
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is being a sales manager a good career?
Working as a sales manager is an exciting career with high job satisfaction. As a sales manager, you earn a fairly good salary and have a promising career. Since sales departments contribute directly to the company's success, your efforts boost the revenue of the company. Your contributions to the company improve job satisfaction. The skills you learn prepare you for higher managerial positions.
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is being a sales manager a hard job?
Working as a sales manager is a challenging position since you manage a team of sales agents. Becoming a sales manager isn't easy, but you will enjoy the position if you have passion and the right personality.
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are sales managers higher up than marketing managers?
As a sales manager, you manage the sales processes and guide the sales teams. A marketing manager is in charge of marketing operations. In some companies, sales and marketing managers work in different departments but are at the same hierarchy level. Sometimes, the marketing manager holds a higher-ranking position, managing both sales and marketing operations.
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how do I find a job as a sales manager?
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