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 32 Competencies expected from the role
  • 139 Interview questions for determining a candidate's skill level in each of 32 Competencies
  • 138 Coaching tips for helping incumbent to advance their skills in each of the 32 Competencies
  • 132 Development goals to help measure incumbents' progress in each of the 32 Competencies
  • 335 Recommended resources for progressing education in each of the 32 Competencies
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Roles and Responsibilites

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

The Sales Manager manages 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. .. purchase to view all

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. .. purchase to view all

Sales Manager Job Responsibilities

The Sales Manager generally has the following responsibilities:

  • Supervising and coordinating the daily activities of workers engaged in promoting and selling a product.
  • Managing and directing a sales force to achieve sales and profit goals.
  • Developing and managing sales programs in alignment with long and short-term sales strategies.
  • Identifying and analyzing organization's strengths and weaknesses, and responding to opportunities in sales environment. .. purchase to view all

Sales Manager Competencies

The complete Sales Manager Manager's Guide includes the 32 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 32 Competencies for Sales Manager is... purchase to view all


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 diverse sales tools, tactics and techniques and ability to use these 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.
  • Designs customized selling strategies for large or important customers.
  • Develops an organization's sales processes and policies.
  • Predicts sales trends and directions within and across the industry.
  • Establishes best practices for sales projects within the industry.
  • Articulates historical background and future perspective of sales. .. purchase to view all

Sales Skills & Competencies

Available Manager's Guides for Sales Roles