A lot of you sales professionals out there just said “Right now!” That means that you have drive, self confidence, and a goal to move up in the sales force food chain. When that question comes up though, also remember to dig deep into your true desires and your readiness to take on that position.
A recent article in US News and World Reports ranks “Sales Manager” as one of the top 50 jobs in 2011! The title sounds great and the future looks bright enough, but it really is a whole new job! Sales professionals with solid background in the overall process of sales need to look at what the next step up the corporate ladder really entails when you are charged with managing the entire menu of what “sales” can mean.
Also in US News and World Reports, Katy Marquardt writes “If you aspire to this position, make sure you're comfortable with a lot of responsibility riding on your shoulders. Sales managers hold one of the most high-profile positions in a company, and are charged with running an efficient and effective sales team”.
Sales Management Association chairman Bob Kelly adds “You'll also set sales goals, define selling roles and sales territories, and establish training programs for your staff; meanwhile, you'll build and maintain customer relationships. The job is a balancing act that requires analytic rigor, process discipline, and fluency with technology, and what people in the past called leadership, but now call coaching ability."
Although the Department of Labor says overall employment of sales managers is expected to increase by 51,800 jobs (15%) between 2008 and 2018, competition is fierce for sales manager positions. The reasons these jobs are coveted?
- Median annual wages for sales managers in May 2009 were $96,790 plus bonuses exceeding 10 percent of their salaries, with the top 10 percent earning upwards of $166,400 per year.
- The high-profile nature of the job often makes sales managers candidates to move to the highest ranks of the company.
In addition to the responsibility for what your entire staff produces, the lucrative salary incorporates other trade-offs in your required activities:
- A college degree is often mandatory—and a master's degree in business administration is preferred
- Be prepared for long hours. You'll spend plenty of time in meetings—with your sales team, customers, and company executives.
- You may be required to travel to customer meetings and national, regional and local offices.
- This can be a high-pressure job that's difficult to disconnect from when the day's over.
- The position involves much internal diplomacy, such as when higher-ups put non-productive demands on your staff.
Kelly concludes with "In the sales force, because the jobs are highly compensated, their profile is high and accountability is very high ... Salespeople are high-performing and have a real focus on achievement. If they can translate that into an interest in seeing others achieve, they can bring that into management."
Do your homework and “look before you leap” so you’ll be well prepared.
You can do this!
By K.B. Elliott
K. B. Elliott is a freelance writer for Salesheads.com. Working both sides of sales desks in the Detroit area for over 30 years gives him a unique perspective on the process. His networking interests as an entrepreneur connect him with many new venture start-ups in Southeast Michigan. To read more of his blogs, please go to Salesheadsblog.com, and be sure to check out the postings for jobs in nearly any industry at Nexxt
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