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Sales Manager
Role & responsibilities
Sets goals and territories, coaches representatives, and tracks pipeline performance to drive consistent growth.
Key strengths
- Results orientation32% (Job)
- Communication22% (Job)
- Relationship building18% (Job)
- Negotiation16% (Job)
- Resilience12% (Job)
What this means for you
- Results orientation – Focuses effort on outcomes that move the needle.
- Relationship building – Develops rapport that keeps stakeholders engaged.
- Communication – Shares information clearly with clients and colleagues.
Typical tasks
- Manage team targets, forecasts, and pipeline reviews.
- Coach and mentor sales representatives on skills and performance.
- Set sales strategy and territory or segment plans.
Daily work
- Coaches reps on deals, messaging, and negotiation
- Analyzes performance metrics and adjusts strategy
- Sets sales targets and reviews pipeline health
Education & entry routes
Helpful but not mandatory
- Sales leadership program
- CRM analytics workshop
Alternative pathways
- Channel Manager
- Regional Sales Lead
- Key Account Manager
Work environment
- Team size
- Sales teams of 8–30 including managers and reps.
- Typical employers
- B2B and B2C companies across industries.
- People contact
- High—customer engagements and internal leadership interactions.
- Stress level
- High due to quota pressures and competitive markets.
- Working hours
- Business hours with travel for client meetings.
Entry & progression
Common entry roles
- Account Executive
- Sales Representative
Next career steps
- Head of Sales
- Regional Sales Manager