The duties and responsibility can differ greatly depending upon the organizational structure, business processes, location, and size of the industry. However, there are some basic responsibilities that every sales manager is expected to do. He conducts training sessions for junior staff and is also involved in recruiting new team members. He motivates, monitors, and evaluates the overall performance of whole sales team. He allocates different areas of sales management to junior staff like setting targets for them. He liaises with managers of other departments. He reports to the senior management about the functional status of his team. He interacts with customers and is involved in a real selling activity. He preserves detailed knowledge and information about the services or products of the organization. He keeps a close-eye on the activities of the competitors and then implements the appropriate solutions to step ahead of them. The sales manager is sometimes involved in development of new marketing strategies, recognizing new business prospects, and product development.
One needs to pursue a degree in subjects like business administration, marketing, public relations, or advertising. Degree in disciplines like Accounting and Sociology are also acceptable while applying for the vocation of a sales manager. For sales managers in advanced industries such as electronics or pharmaceuticals a master's degree is mandatory.
Strong communications skills is one of the major capabilities required in a sales manager. A sales manager needs to be active and quick as one has to be fast to run the sales section. He should be able to gauge leads, follow them, and generate sales. A sales manager has to be accommodating as to invite all the team members to work in the group to achieve the target. He should have supervisory skills as to train, guide, and monitor his juniors. He should be very familiar with the tactics of inspiring competitive strength among staff members. He should also be attentive to the problems of his team. Sales managers in pharmaceutical companies, for instance, must understand the chemistry, clinical studies, side effects, and potential drug interactions of their product, as they promote these pharmaceuticals to qualified and experienced doctors. The electronics, engineering, law, health, and finance industries also require their sales managers to have a technical know-how of the respective field.
Many companies provide ongoing training for a sales manager. However if one joins as an executive at the entry level and is gradually promoted to the position of a sales manager then one will be experienced enough to fill the managerial post. One should join certificate programs or online tutorials to educate oneself to the level of a sales manager. Even after becoming a sales manager, he should keep himself abreast of latest sales techniques, management, and promotional programs. To this effect, one should read and attend relevant seminars extensively.
Experience is highly valued to fill in the position of a sales manager.
The career of a sales manager has excellent job opportunities across all industry verticals. As the business sector grows, more and more enterprises will need sales managers to sell their products to customers and clients. The sales are an indispensable part of all industries, and as a result, professionals with needed educational qualifications and selling experience will never face a job crunch.
Salaries of sales managers can vary greatly depending upon the qualifications, prior experience, location, and employing organization. According to a recent study, the mean annual wage of sales managers varies from $40,000 to $100,000. Sales managers are given fat incentives for their performance.
So, if you have chosen to become a sales manager and are trying hard to achieve your career goals, you will certainly have a great occupational success.