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The Secrets of a Successful Sales Management Career

By Chloe Dowley
Learning & Life Columnist
January 8, 2008

As end-of-the-year indicators suggest a fragile economy, talented sales managers are needed more than ever to help keep businesses afloat. With consumers up to their necks in expenditures, sales managers nationwide will need to get creative in order to effectively motivate and train their sales teams. In addition to possessing confidence and enthusiasm, a successful sales manager must be able to work with sales representatives to provide training, set goals, and help improve their sales performance. Sales managers are also responsible for inventory management and analyzing sales figures to determine customer preferences.

Life in the Fast Lane

A career in sales can be fast-paced and exciting. Long hours are not uncommon, and frequent travel is probable, especially for sales managers working for national or global companies. If employed by a large corporation, sales managers may be required to move in order to take on more responsibility at a regional or central office. For professionals hoping to advance, a career in sales management can hold much promise. Many firms encourage employees to participate in seminars and training sessions to boost skills, and successful sales managers are frequently tapped for promotion in large companies. While a career in sales management can be demanding, compensation often reflects the amount of work required in this field; the median salary of sales managers in 2004 was over $84,000.

Make It Happen

Despite a rapid growth in jobs for sales managers projected through 2014, the exciting nature of this field translates into competition for open positions. And while personal traits such as creativity and strong communication skills may give you a leg up on the competition, a degree in sales and marketing, or even an MBA, can enhance your appeal to prospective employers. The ease of online education offers potential sales managers plenty of flexibility in their studies, allowing even the busiest professional to squeeze in career training from the comfort of home.

Source:

• US Bureau of Labor Statistics, "Advertising, marketing, promotions, public relations, and sales managers"

About the Author
Chloe Dowley is a teacher and freelance writer. She holds a B.A. in education and sociology from Swarthmore College.

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