Sales Manager Skills & Competencies

Sample Manager's Guide: Sales Manager

The Manager's Guide to the Sales Manager Role

This Manager's Guide includes:

  • The complete set of 28 Competencies expected from the role
  • 119 Interview questions for determining a candidate's skill level in each of 28 Competencies
  • 118 Coaching tips for helping incumbent to advance their skills in each of the 28 Competencies
  • 107 Development goals to help measure incumbents' progress in each of the 28 Competencies
  • 315 Recommended resources for progressing education in each of the 28 Competencies
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Roles and Responsibilites

The primary responsibility of the Sales Manager is sales and sales support functions.

The Sales Manager supervises the day-to-day operations of a sales team.

A typical job description for the Sales Manager role may include:

  • Manages and directs a sales force to achieve sales and profit goals.
  • Designs and recommends sales programs and sets short- and long-term sales strategies.
  • Evaluates and implements appropriate new sales techniques to increase the department's sales volume.
  • May recommend product or service enhancements to improve customer satisfaction and sales potential.
  • Ensures projects are completed on time and within budget.
  • Acts as advisor to sales team regarding projects, tasks, and operations.
  • May require a bachelor's degree in area of specialty and 7-10 years of experience in the field or in a related area.
  • Familiar with a variety of the field's concepts, practices, and procedures.
  • Relies on extensive experience and judgment to plan and accomplish goals.
  • Performs a variety of complex tasks.
  • Leads and directs the work of others.
  • A wide degree of creativity and latitude is expected.
  • Typically reports to head of a unit/department.

Organizational Role

The Sales Manager typically serves as member of first line management and is considered a senior professional within the organization. As such, the Sales Manager provides team or technical supervision. The organization will depend on this person's expertise and experience with complex technical activities. The Sales Manager generally is responsible for project management and consulting.

Sales Manager Job Responsibilities

The Sales Manager generally has the following responsibilities:

  • Supervises and coordinates the daily activities of workers engaged in promoting and selling a product.
  • Manages and directs a sales force to achieve sales and profit goals.
  • Designs and recommends sales and marketing programs and sets long and short-term sales strategies.
  • Identifies and analyzes organization's strengths and weaknesses, and responds to opportunities in sales environment.

Sales Manager Competencies

The complete Sales Manager Manager's Guide includes the 28 key competencies expected of Sales Manager. The report defines each Competency in detail. The report also explains what level of proficiency Sales Manager should have in that Competency, as well as how important that Competency is to performing the role well.

Among the 28 Competencies for Sales Manager is...

Selling

You may observe several behaviors in a person that could be strong indicators of his or her capabilities in the Selling competency. The Sales Manager is expected to demonstrate Subject matter depth and breadth in the Selling competency. To demonstrate Subject matter depth and breadth in the Selling competency, one should demonstrate knowledge of and ability to use diverse tools, tactics and techniques to persuade a person to buy a product or service.

  • Designs training programs on how to convince customers to make final buying decisions in various situations.
  • Builds strategic relationships with critical clients.
  • Develops an organization's sales processes and policies.
  • Designs customized selling strategies for large or important customers.
  • Establishes best practices for sales projects within the industry.
  • Predicts sales trends and directions within and across the industry.

Sales Skills & Competencies

Available Manager's Guides for Sales Roles