What Do Sales Manager Do?
Sales Manager Definition Plan, direct, or coordinate the actual distribution or movement of a product or service to the customer. Coordinate sales distribution by establishing sales territories, quotas, and goals and establish training programs for sales representatives. Analyze sales statistics gathered by staff to determine sales potential and inventory requirements and monitor the preferences of customers.
Life As a Sales Manager: What Do They Do?
- Assess marketing potential of new and existing store locations, considering statistics and expenditures.
- Direct, coordinate, and review activities in sales and service accounting and record-keeping, and in receiving and shipping operations.
- Oversee regional and local sales managers and their staffs.
- Direct and coordinate activities involving sales of manufactured products, services, commodities, real estate or other subjects of sale.
- Monitor customer preferences to determine focus of sales efforts.
- Determine price schedules and discount rates.
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What Every Sales Manager Should Know
Below is a list of the skills most Sales Managers say are important on the job.
Persuasion: Persuading others to change their minds or behavior.
Active Listening: Giving full attention to what other people are saying, taking time to understand the points being made, asking questions as appropriate, and not interrupting at inappropriate times.
Speaking: Talking to others to convey information effectively.
Service Orientation: Actively looking for ways to help people.
Negotiation: Bringing others together and trying to reconcile differences.
Critical Thinking: Using logic and reasoning to identify the strengths and weaknesses of alternative solutions, conclusions or approaches to problems.
Related Job Titles
- Regional Manager
- Retail Chain Store Area Supervisor
- Area Sales Manager
- Division Manager
- Sales Director
Are There Job Opportunities for Sales Managers?
There were about 385,500 jobs for Sales Manager in 2016 (in the United States). New jobs are being produced at a rate of 7.5% which is above the national average. The Bureau of Labor Statistics predicts 28,900 new jobs for Sales Manager by 2026. The BLS estimates 36,300 yearly job openings in this field.
The states with the most job growth for Sales Manager are Utah, Nevada, and Washington. Watch out if you plan on working in Maine, Alaska, or Vermont. These states have the worst job growth for this type of profession.
How Much Does a Sales Manager Make?
The salary for Sales Managers ranges between about $58,940 and $208,000 a year.
Sales Managers who work in New York, Delaware, or Virginia, make the highest salaries.
Below is a list of the median annual salaries for Sales Managers in different U.S. states.
| State | Annual Mean Salary |
|---|---|
| Alabama | $115,750 |
| Alaska | $109,210 |
| Arizona | $113,430 |
| Arkansas | $119,090 |
| California | $134,010 |
| Colorado | $160,320 |
| Connecticut | $152,760 |
| Delaware | $174,940 |
| District of Columbia | $132,870 |
| Florida | $125,050 |
| Georgia | $140,820 |
| Hawaii | $101,480 |
| Idaho | $103,780 |
| Illinois | $131,400 |
| Indiana | $129,020 |
| Iowa | $117,170 |
| Kansas | $147,230 |
| Kentucky | $121,260 |
| Louisiana | $106,850 |
| Maine | $121,130 |
| Maryland | $147,530 |
| Massachusetts | $151,010 |
| Michigan | $142,340 |
| Minnesota | $132,420 |
| Mississippi | $108,100 |
| Missouri | $133,570 |
| Nebraska | $107,030 |
| New Hampshire | $152,120 |
| New Jersey | $168,950 |
| New Mexico | $105,240 |
| New York | $198,390 |
| North Carolina | $147,690 |
| North Dakota | $108,500 |
| Ohio | $134,600 |
| Oklahoma | $111,360 |
| Oregon | $126,340 |
| Pennsylvania | $151,620 |
| Rhode Island | $161,970 |
| South Carolina | $118,750 |
| South Dakota | $128,760 |
| Tennessee | $111,700 |
| Texas | $148,000 |
| Utah | $122,190 |
| Vermont | $140,260 |
| Virginia | $170,760 |
| Washington | $140,700 |
| West Virginia | $102,280 |
| Wisconsin | $135,940 |
| Wyoming | $117,350 |
What Tools & Technology do Sales Managers Use?
Below is a list of the types of tools and technologies that Sales Managers may use on a daily basis:
- Microsoft Excel
- Microsoft Word
- Microsoft Office
- Hypertext markup language HTML
- Microsoft PowerPoint
- Microsoft Outlook
- Web browser software
- Microsoft Access
- Data entry software
- SAP
- Microsoft Windows
- Microsoft Project
- Adobe Systems Adobe Acrobat
- Microsoft SharePoint
- Microsoft Visio
- Structured query language SQL
- SAS
- Microsoft Dynamics
- IBM Notes
How to Become a Sales Manager
Learn what Sales Manager education requirements there are.
How many years of work experience do I need?
Where do Sales Managers Work?
The table below shows the approximate number of Sales Managers employed by various industries.
References:
Image Credit: Mike Moore via public domain
More about our data sources and methodologies.
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