How to Become a Sales Manager: A Step-by-Step Guide

A sales manager plays a critical role in leading a sales team to meet revenue goals and ensure customer satisfaction. If you enjoy motivating others, have strong analytical abilities, and want to take your sales career to the next level, becoming a sales manager may be a great move. This comprehensive guide will walk you through how to become a sales manager, step-by-step.

What Does a Sales Manager Do?

A sales manager oversees a company’s sales team and the entire sales process. Their key duties typically include:

• Setting sales goals and quotas
• Motivating, coaching, and mentoring sales representatives
• Analyzing sales data and metrics to identify opportunities
• Developing sales strategies, programs, and campaigns
• Recruiting, hiring, training, and evaluating sales staff
• Resolving customer complaints and improving customer satisfaction
• Collaborating with other departments like marketing, operations, and finance
• Preparing budgets and approving expenditures
• Forecasting and tracking sales performance

Sales managers work closely with sales reps in the field, executives, and cross-functional teams to optimize sales operations and achieve business objectives. They play a crucial role in driving revenue, profitability, and growth

Education Needed to Become a Sales Manager

While some sales manager jobs may not require a college degree, having a bachelor’s degree in business, marketing, or a related field can make you much more competitive.

Majoring in business administration, management, marketing, or sales is ideal preparation for a sales management career. Relevant coursework includes classes in sales techniques, business communication, marketing, consumer behavior, accounting, economics, statistics, and more.

An MBA or master’s degree in business can also help you advance especially for higher-level sales executive positions.

Sales Experience Needed

Substantial sales experience is a must for sales management roles Many companies require 3-5 years or more working in sales.

Starting out in an entry-level sales representative or sales support role is a great way to gain fundamental sales skills. Work your way up to sales supervisor, account executive, or senior sales rep positions to develop the management abilities needed for sales leadership.

Getting experience selling different products, markets, and channels will make you a well-rounded candidate for sales management jobs across various industries.

Soft Skills and Personality Traits for Sales Managers

In addition to formal education and sales experience, certain soft skills and personality traits are vital for success as a sales leader:

• Communication skills – Clearly convey expectations and feedback to the sales team, collaborate across the organization, negotiate with clients, resolve issues, and make presentations.

• Motivational abilities – Inspire and encourage sales reps to achieve their best through incentives, coaching, and creating a positive team culture.

• Analytical thinking – Interpret sales reports and data to identify problems, trends, and growth opportunities to inform strategy.

• Strategic planning – Develop effective sales programs, campaigns, and initiatives aligned to business goals.

• Leadership – Model best practices for the sales team and influence them to enhance performance. Delegate responsibilities appropriately.

• Competitiveness – Tenacious spirit and drive to exceed objectives, beat the competition, and get results.

• Relationship-building – Foster trust, rapport, and loyalty with sales team, customers, stakeholders, and partners.

If you possess these attributes, you likely have what it takes to excel as a sales manager.

Sales Management Certifications

While not always mandatory, earning a professional sales management certification can give your resume a boost. Relevant certifications include:

• Certified Professional Sales Leader (CPSL)
• Certified Professional Sales Person (CPSP)
• Certified Inside Sales Professional (CISP)
• Certified Master Sales Professional (CMSP)

These programs help validate your sales management expertise with recruiters and hiring managers.

How to Become a Sales Manager: Step-by-Step

Follow these key steps to launch a successful sales management career:

1. Earn a bachelor’s degree – Major in business, sales, marketing, or a related subject. Develop knowledge in areas like business operations, sales strategy, marketing, accounting, communication, leadership, and data analysis.

2. Get sales experience – Take an entry or mid-level sales role selling products, services, or solutions to gain 3-5+ years of hands-on experience. Prove your capabilities.

3. Consider an MBA or master’s degree – While optional, an advanced business degree can help you become a candidate for higher sales executive positions.

4. Obtain sales management certification – Complete a certification program to validate your expertise. Certifications like CPSL and CISP can make you more marketable.

5. Apply for sales manager jobs – With the right mix of education, sales experience, and certifications, you will be qualified to apply for sales manager roles. Highlight your successes.

6. Interview for positions – Be prepared to convey your leadership vision, sales strategies, achievements, and how you can improve sales performance in interviews.

7. Get hired as a sales manager! – With persistence and hard work, you can land a sales management job at a great company and begin your rewarding career managing a sales team.

The above steps provide a structured plan to position yourself for sales management jobs. It’s also valuable to network, join sales associations, take on leadership roles in sales, and keep learning the latest sales strategies and technologies. Invest in your own professional development.

With the right preparation, you can become a highly effective sales manager leading teams to sales greatness!

Sales Manager Job Outlook and Salary

The job outlook for sales managers is strong. According to the Bureau of Labor Statistics, employment of sales managers is projected to grow 7% from 2020 to 2030, faster than the average for all occupations. The median annual wage for sales managers was $132,290 as of May 2021. Years of sales experience and educational background impact salary levels.

Sales management offers an excellent career path with high earning potential, opportunities for advancement, and the chance to guide business success.

How to Become an Effective Sales Manager

Once you secure that sales manager job, be sure to:

• Set clear expectations and performance benchmarks for sales reps
• Provide coaching and mentoring to help reps improve
• Analyze sales data to identify high-potential opportunities
• Motivate your team with contests, incentives, and recognition
• Develop relationships, loyalty, and trust with sales reps
• Communicate sales strategies and explain the “big picture”
• Collaborate cross-functionally to remove roadblocks
• Balance directing sales reps with empowering them
• Continue developing your leadership and management abilities

By combining business knowledge, sales expertise, relationship-building skills, and motivational behaviors, you can excel as a sales manager. It’s an immensely rewarding career where you can make a real impact on sales results, customer satisfaction, and company growth.

Follow the steps outlined here for how to become a sales manager, and you’ll be on your way to sales leadership success!