How to Become a Sales Managers: A Career Guide
Introduction: The Role of Sales Managers in Business Success
Sales Managers play a pivotal role in driving business growth, revenue generation, and customer engagement. They oversee sales teams, develop strategies, set goals, and analyze market trends to ensure that companies meet their financial targets. This career path is ideal for individuals with strong leadership, negotiation, and communication skills who thrive in a fast-paced, target-driven environment.
In 2023, there were 575,880 Sales Manager jobs in the U.S., reflecting a 7.4% increase from 2022 and a 3.5% increase in median annual wages to $135,160. Over the past two years, employment has surged 26.9%, while wages have grown 6%, making this a high-demand, well-compensated profession.
With job security, advancement opportunities, and competitive salaries, becoming a Sales Manager is an attractive career path for professionals looking to combine leadership, strategy, and customer relationship management.
Educational and Training Requirements for Sales Managers
1. Earning a Bachelor's Degree
Most Sales Managers hold a bachelor’s degree in business, marketing, communications, or a related field. Coursework typically includes:
Marketing principles
Business strategy and analytics
Consumer behavior
Sales techniques and negotiation
Some companies may hire Sales Managers with years of industry experience in lieu of a degree.
2. Gaining Sales and Leadership Experience
Before stepping into a management role, professionals often start as:
Sales Representatives
Account Executives
Business Development Associates
Most Sales Managers work in sales for 3-5 years before transitioning to management positions.
3. Earning Professional Certifications (Optional but Beneficial)
Certifications can help boost credibility and career growth. Popular options include:
Certified Sales Leadership Professional (CSLP) – National Association of Sales Professionals
Certified Professional Sales Leader (CPSL) – Sales Management Association
HubSpot Inbound Sales Certification – Focuses on digital and inbound sales techniques
4. Developing Key Soft and Technical Skills
Leadership and team management
CRM (Customer Relationship Management) software proficiency
Market analysis and data-driven decision-making
Negotiation and communication skills
Primary Responsibilities of a Sales Manager
Sales Managers oversee the sales strategy and execution for a company. Their key responsibilities include:
Setting and monitoring sales targets for teams
Developing and implementing sales strategies
Recruiting, training, and mentoring sales representatives
Analyzing sales data and market trends
Building and maintaining relationships with key clients
Coordinating with marketing and product teams to improve offerings
Success in this role requires adaptability, leadership, and a strong understanding of consumer behavior.
Where Do Sales Managers Work?
Industries with the Highest Number of Jobs
Sales Managers are in demand across multiple industries, with some sectors offering higher employment opportunities than others:
Wholesale Trade – 115,150 jobs, $134,730 median salary (-1.3% below the national average).
Retail Trade – 100,250 jobs, $83,930 median salary (-27.2% below the national average).
Professional, Scientific, and Technical Services – 80,760 jobs, $165,050 median salary (+14% above the national average).
Manufacturing – 61,470 jobs, $151,000 median salary (+3.1% above the national average).
Finance and Insurance – 56,790 jobs, $164,990 median salary (+31.2% above the national average).
Highest-Paying Industries for Sales Managers
Certain industries offer substantially higher salaries than others:
Information Industry – $167,700 median salary (+19.3% above the national average).
Professional, Scientific, and Technical Services – $165,050 median salary (+14% above the national average).
Finance and Insurance – $164,990 median salary (+31.2% above the national average).
Management of Companies and Enterprises – $163,660 median salary (+13.2% above the national average).
Mining, Quarrying, and Oil and Gas Extraction – $160,520 median salary (+6.4% above the national average).
These industries require advanced market knowledge, relationship management, and strategic leadership skills.
Best Locations for Sales Manager Jobs and Salaries
Top States for Sales Manager Employment
The highest number of jobs for Sales Managers are found in:
California – 113,910 jobs, $131,740 median salary (-3.5% below the national average).
Texas – 79,050 jobs, $127,560 median salary (-8.4% below the national average).
New York – 32,870 jobs, $214,010 median salary (+56.6% above the national average).
Illinois – 32,710 jobs, $135,680 median salary (-0.5% below the national average).
Florida – 30,490 jobs, $128,810 median salary (-4.8% below the national average).
Top Metropolitan Areas for Sales Managers
Los Angeles-Long Beach-Anaheim, CA – 39,240 jobs, $117,880 median salary (-12.2% below the national average).
New York-Newark-Jersey City, NY-NJ-PA – 38,040 jobs, $212,040 median salary (+51.9% above the national average).
Dallas-Fort Worth-Arlington, TX – 27,840 jobs, $127,560 median salary (-6.3% below the national average).
Chicago-Naperville-Elgin, IL-IN-WI – 25,610 jobs, $141,040 median salary (+2.8% above the national average).
San Francisco-Oakland-Hayward, CA – 19,340 jobs, $170,150 median salary (+17.8% above the national average).
Top Cities for Sales Manager Job Concentration
San Jose-Sunnyvale-Santa Clara, CA – 10,610 jobs, $209,810 median salary (2.5X national average concentration).
San Francisco-Oakland-Hayward, CA – 19,340 jobs, $170,150 median salary (2.1X national average concentration).
Austin-Round Rock, TX – 9,330 jobs, $146,150 median salary (2X national average concentration).
Dallas-Fort Worth-Arlington, TX – 27,840 jobs, $127,560 median salary (1.9X national average concentration).
Napa, CA – 510 jobs, $129,650 median salary (1.7X national average concentration).
Career Growth and Advancement Opportunities
1. Moving Up the Corporate Ladder
Sales Managers can advance to higher roles, such as:
Regional Sales Manager → Director of Sales → Vice President of Sales
Account Manager → Sales Director → Chief Revenue Officer (CRO)
2. Specializing in High-Growth Sectors
Enterprise Sales (B2B and SaaS sales leadership)
Digital and E-commerce Sales Management
Luxury and High-End Product Sales
3. Expanding into Consulting or Entrepreneurship
Sales Training and Coaching
Business Development Consulting
Starting a Sales or Marketing Agency
Conclusion: Why Choose a Career as a Sales Manager?
Sales Management is an exciting, fast-paced, and rewarding career with high earning potential and job stability. With demand growing by 26.9% over the past two years, professionals in this field enjoy strong career prospects, leadership opportunities, and lucrative salaries.
If you're an ambitious, results-driven professional who thrives in competitive environments, becoming a Sales Manager could be your path to success in the corporate world!
For more detailed insights, visit our Sales Managers Dashboard.
