Published: 22nd December 2022. Last modified: 8th August 2024.
Written by Melinda Irvine
If you have a dynamic personality and leadership aspirations, a career as a sales manager might be the perfect fit. This article outlines the role, required skills, and career prospects, along with the qualifications you'll need to get started.
What does a sales manager do?
Sales managers lead an organisation's sales team, ensuring they meet revenue targets and perform effectively. While some may manage their own client portfolio, most senior managers oversee the entire team, engaging with key clients as needed. Sales managers also innovate, problem-solve, and influence, with responsibilities that include:
- Recruiting, training, and mentoring the sales team
- Developing targeted sales and marketing strategies
- Nurturing client relationships and generating leads
- Analysing sales data and customer behaviour
- Reporting sales performance to senior management
- Supporting sales representatives and addressing customer issues
- Attending industry events to network and promote the organization
Salaries and Prospects
There are over 100,000 sales managers in Australia, with opportunities for bonuses and perks like vehicles and technology. While specific salary data varies, the role is well-compensated.
Sales Manager Career Path
Successful sales managers need a solid understanding of business development and sales, plus the leadership skills to pull together a dynamic and progressive sales team. Here are a few qualifications that can launch your career:
Diploma of Marketing and Communications — get a working knowledge of the marketing mix as you learn how to research customer demographics and build your own advertising and marketing campaigns. You’ll also learn how to manage a small sales team.
Bachelor of Applied Business Management — learn the fundamentals of management, marketing and entrepreneurship as you experiment with business and sales models and practice design thinking.
Bachelor of Applied Entrepreneurship — get the skills you need to transform the sales offerings at your organisation and seek new market opportunities. At the same time you’ll gain a holistic knowledge of organisational behaviour, big data, digital marketing and leadership.
Master of Business Administration (MBA) — if you’re already degree qualified, why not take your leadership, entrepreneurship and strategic planning skills to the next level by obtaining the highly prestigious MBA?
Sales Manager Personal Attributes
Apart from formal qualifications, effective sales managers are also great communicators and are generally well-liked across the organisation. The following personal attributes are also critical to becoming a successful sales manager:
Relationship building — do you have the interpersonal skills to build lasting relationships with clients, colleagues and senior management?
Communication — can you express your ideas clearly, in a way that inspires your peers, motivates your team and persuades your customers?
Productivity and planning — can you establish realistic goals for yourself (and the rest of your sales team) and put together a detailed plan for reaching them?
Positive Energy — are you a naturally high energy and passionate person? Someone that can inspire team members to greater personal performance?