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.
A talented sales force knows how to find customers and persuade them to purchase products. The person who guides and coordinates that sales force is the sales manager. From hiring and training sales staff to day-to-day supervision, the sales manager works closely with every member of the sales team. As experienced, successful salespeople themselves, they’ve usually advanced to management because of their talent for problem-solving, troubleshooting customer issues, and getting along with co-workers and management. These managers have the ability to lead, inspire and motivate. Sales managers need strong skills in tracking and analyzing sales records, using statistics to understand what customers want, and predicting where future potential will be strongest. While generally an office career, some positions require travel. Salesforce management can be a stressful career. Managers must balance the demands of meeting sales targets and the expectations of company leaders, with providing good customer service. A sales manager’s salary is often linked to profits, with higher sales leading to bonuses and other benefits. Employers look for a bachelor’s degree in marketing, management, or an area related to their industry. In industries like computer and electronics manufacturing, a bachelor’s degree in engineering or science, combined with a master’s degree in business administration, is an advantage.
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