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Sales Managers

Sales managers set goals, assign sales territories, set quotas and develop training programs for their salespersons. Sales managers work in virtually every industry. Those in sales management evaluate sales statistics to determine sales potential and inventory requirements and to learn about customer's preferences. A sales manager strives to maximize profits.

In large companies that have multiple products a sales manager often manages regional and local sales managers and their staffs. Those in sales management positions also offer strategies and techniques to sales representatives in order to improve their sales performance.

Often, small companies have just one sales manager, however some large companies have managers to oversee each level of the sales operation. A large company might have regional sales managers, general sales managers and home office and overseas sales managers. Some of the job titles are director of sales, regional sales manager, vice president of sales, district sales manager and sales and marketing vice president.

Responsibilities

  • Oversee the distribution of products to customers
  • Make performance evaluations of sales representatives
  • Resolve customer complaints about sales and service
  • Determine prices and discount rates
  • Analyze reports and operations records to project sales and profitability
  • Develop budgets and approve budget expenditures
  • Study customer preferences to determine the focus of sales efforts
  • Consult with department heads on various subjects

Job Characteristics

Sales managers should have good motivational, organizing and interpersonal skills. They should also be effective leaders and be able to persuasively communicate with others orally and in writing. Those in sales management often work more than a forty hour week. Typically their work is based on a set number of projects and not a set number of working hours.

Employment Outlook

Employment for sales managers is expected to increase by 10% from 2006 to 2016. Those with a college degree, a high level of creativity, excellent communication skills and related experience should have the best job opportunities. Salaries vary substantially, however, the median annual earnings in 2008 for sales managers was $97,260.

The size of their sales territory is an important factor in determining their salary. Many managers achieve bonuses equal to 10 percent or more of their salary and some are given stock options. Regarding the popular industries, the industry with the highest median annual earnings for sales managers is professional and commercial equipment and supplies merchant wholesalers.

Experienced, successful sales representatives that have good leadership abilities have opportunities to advance into a sales manager position. Some sales managers began as sales representatives or started out in advertising, marketing or product management. In addition, some sales managers become top executives.

Education, Certification, and Licensing

Some employers prefer candidates that hold a bachelor's or master's degree in business administration with an emphasis on marketing. In highly technical industries such as electronics and computer manufacturing, employers typically seek candidates that have a business and a technical degree.

Helpful college courses include, management, economics, business law, statistics, mathematics, finance and accounting. Computer classes are also helpful. In addition, an internship while the candidate is attending school can be highly beneficial.

In partnership with colleges and universities, a number of marketing and related associations sponsor local or national management training programs. The courses provided include sales management evaluation, brand and product management, international marketing, interactive marketing, telemarketing and direct sales, promotion and market research.

Resources

Major Employers

The major job providing sectors are wholesale trade, retail trade, finance and insurance, and manufacturing.

Schools for Sales Managers are listed in the Browse Schools Section.

Metro Areas Sorted by Total Employment for:
Sales Managers

Listed below are metro areas sorted by the total number of people employed in Sales Managers jobs , as of 2015

Source: 2015 Occupational Employment Statistics and 2014-24 Employment Projections, Bureau of Labor Statistics, BLS.gov.

     
Metro Area (Alabama) Total Employment Annual Median Salary
Hoover 970 $118,050
Birmingham 970 $118,050
Huntsville 260 $117,980
Mobile 230 $110,480
Montgomery 180 $97,010
Dothan 80 $92,390
Muscle Shoals 60 $72,370
Florence 60 $72,370
Foley 60 $108,180
Daphne 60 $108,180
Fairhope 60 $108,180
Decatur 50 $89,180
Tuscaloosa 50 $98,490
     
Metro Area (Alaska) Total Employment Annual Median Salary
Anchorage 290 $79,210
     
Metro Area (Arizona) Total Employment Annual Median Salary
Mesa 8120 $97,110
Scottsdale 8120 $97,110
Phoenix 8120 $97,110
Tucson 1010 $86,910
Flagstaff 170 $67,050
Yuma 160 $63,370
Prescott 100 $82,610
Lake Havasu City 60 $77,000
Kingman 60 $77,000
Sierra Vista 60 $86,150
Douglas 60 $86,150
     
Metro Area (Arkansas) Total Employment Annual Median Salary
Conway 1150 $92,060
North Little Rock 1150 $92,060
Little Rock 1150 $92,060
Jonesboro 110 $77,930
Hot Springs 70 $122,430
     
Metro Area (California) Total Employment Annual Median Salary
Long Beach 25880 $111,450
Los Angeles 25880 $111,450
Anaheim 25880 $111,450
Oakland 11150 $135,760
Hayward 11150 $135,760
San Francisco 11150 $135,760
San Jose 5960 $152,320
Sunnyvale 5960 $152,320
Santa Clara 5960 $152,320
San Diego 5350 $108,100
Carlsbad 5350 $108,100
Ontario 4620 $89,580
Riverside 4620 $89,580
San Bernardino 4620 $89,580
Roseville 2920 $91,310
Arcade 2920 $91,310
Sacramento 2920 $91,310
Arden 2920 $91,310
Oxnard 1200 $99,040
Thousand Oaks 1200 $99,040
Ventura 1200 $99,040
Fresno 1100 $75,130
Santa Rosa 740 $94,240
Bakersfield 720 $94,820
Stockton 700 $85,180
Lodi 700 $85,180
Santa Maria 640 $84,150
Santa Barbara 640 $84,150
Modesto 530 $95,320
Vallejo 470 $73,110
Fairfield 470 $73,110
Porterville 410 $82,350
Visalia 410 $82,350
Salinas 410 $93,130
Napa 370 $124,120
Arroyo Grande 350 $82,110
Paso Robles 350 $82,110
San Luis Obispo 350 $82,110
Watsonville 330 $97,150
Santa Cruz 330 $97,150
Chico 220 $74,820
Merced 150 $72,640
El Centro 120 $73,510
Redding 110 $56,120
Yuba City 110 $78,230
Madera 70 $83,800
Hanford 60 $89,790
Corcoran 60 $89,790
     
Metro Area (Colorado) Total Employment Annual Median Salary
Aurora 3140 $132,480
Lakewood 3140 $132,480
Denver 3140 $132,480
Boulder 390 $119,670
Colorado Springs 350 $130,640
Fort Collins 220 $104,180
Greeley 80 N/A
Pueblo 70 $77,370
Grand Junction N/A $93,930
     
Metro Area (Connecticut) Total Employment Annual Median Salary
Norwalk 2530 $152,910
Stamford 2530 $152,910
Bridgeport 2530 $152,910
Hartford 2020 $124,110
East Hartford 2020 $124,110
West Hartford 2020 $124,110
New Haven 980 $134,980
Danbury 480 $125,450
Waterbury N/A $101,480
     
Metro Area (Delaware) Total Employment Annual Median Salary
Dover 90 N/A
     
Metro Area (Florida) Total Employment Annual Median Salary
Fort Lauderdale 5310 $122,380
West Palm Beach 5310 $122,380
Miami 5310 $122,380
St. Petersburg 2790 $118,910
Tampa 2790 $118,910
Clearwater 2790 $118,910
Kissimmee 2120 $110,360
Sanford 2120 $110,360
Orlando 2120 $110,360
Jacksonville 1070 $120,660
Bradenton 360 $104,300
North Port 360 $104,300
Sarasota 360 $104,300
Winter Haven 300 $113,420
Lakeland 300 $113,420
Palm Bay 270 $136,080
Melbourne 270 $136,080
Titusville 270 $136,080
Fort Myers 250 $113,040
Cape Coral 250 $113,040
Deltona 230 $109,150
Daytona Beach 230 $109,150
Ormond Beach 230 $109,150
Tallahassee 190 $121,400
Naples 170 $130,240
Marco Island 170 $130,240
Immokalee 170 $130,240
Gainesville 160 $128,430
Brent 130 $106,940
Pensacola 130 $106,940
Ferry Pass 130 $106,940
Port St. Lucie 120 $118,340
Ocala 100 $105,420
Destin 80 $101,790
Fort Walton Beach 80 $101,790
Crestview 80 $101,790
Panama City 50 $99,430
Punta Gorda 40 $113,950
Sebastian 40 $139,350
Vero Beach 40 $139,350
     
Metro Area (Georgia) Total Employment Annual Median Salary
Roswell 11020 $115,760
Sandy Springs 11020 $115,760
Atlanta 11020 $115,760
Savannah 810 $119,820
Macon 230 $80,120
Gainesville 230 $99,030
Dalton 190 $128,810
Clarke County 160 $69,030
Athens 160 $69,030
Albany 90 $81,920
Valdosta 90 $82,610
Rome 70 $87,420
Warner Robins 50 $60,360
Brunswick N/A $74,090
     
Metro Area (Hawaii) Total Employment Annual Median Salary
Urban Honolulu 1750 $68,750
Lahaina 430 $64,190
Wailuku 430 $64,190
Kahului 430 $64,190
     
Metro Area (Idaho) Total Employment Annual Median Salary
Boise City 1000 $90,600
Coeur d'Alene 230 $87,510
Pocatello 60 $66,760
     
Metro Area (Illinois) Total Employment Annual Median Salary
Peoria 480 $84,540
Rockford 350 $87,430
Bloomington 280 $69,230
Springfield 240 $99,600
Urbana 170 $89,320
Champaign 170 $89,320
Decatur 110 $92,080
Carbondale 90 $73,540
Marion 90 $73,540
Kankakee 90 $93,260
Danville 60 $101,300
     
Metro Area (Indiana) Total Employment Annual Median Salary
Anderson 2800 $102,640
Carmel 2800 $102,640
Indianapolis 2800 $102,640
Fort Wayne 380 $93,110
Elkhart 340 $108,730
Goshen 340 $108,730
Lafayette 140 $116,340
West Lafayette 140 $116,340
Terre Haute 80 $77,920
Kokomo 80 $114,800
Bloomington 70 $77,940
La Porte 70 $93,510
Michigan City 70 $93,510
Columbus 70 $132,590
Muncie 50 $86,840
     
Metro Area (Iowa) Total Employment Annual Median Salary
West Des Moines 1090 $101,540
Des Moines 1090 $101,540
Cedar Rapids 380 $91,340
Cedar Falls 180 $90,010
Waterloo 180 $90,010
Dubuque 140 N/A
Iowa City 140 $130,580
Ames 110 $91,610
     
Metro Area (Kansas) Total Employment Annual Median Salary
Wichita 620 $87,220
Topeka 210 $115,670
Manhattan 70 $118,200
Lawrence 40 $68,640
     
Metro Area (Kentucky) Total Employment Annual Median Salary
Lexington 470 $82,420
Fayette 470 $82,420
Bowling Green 80 $87,480
Fort Knox 80 $94,790
Elizabethtown 80 $94,790
Owensboro 50 $72,240
     
Metro Area (Louisiana) Total Employment Annual Median Salary
New Orleans 1230 $85,770
Metairie 1230 $85,770
Baton Rouge 750 $95,090
Lafayette 590 $88,080
Shreveport 350 $98,330
Bossier City 350 $98,330
Thibodaux 190 $96,460
Houma 190 $96,460
Monroe 130 $89,380
Lake Charles 110 $75,160
Alexandria 70 $78,750
Hammond 70 $112,880
     
Metro Area (Maine) Total Employment Annual Median Salary
South Portland 500 $110,410
Portland 500 $110,410
Bangor 90 $96,680
Auburn 80 $100,170
Lewiston 80 $100,170
     
Metro Area (Maryland) Total Employment Annual Median Salary
Towson 2810 $128,240
Columbia 2810 $128,240
Baltimore 2810 $128,240
     
Metro Area (Massachusetts) Total Employment Annual Median Salary
Barnstable Town 180 $103,390
Leominster 130 $101,090
Gardner 130 $101,090
New Bedford 110 $116,420
Pittsfield 70 $113,020
     
Metro Area (Michigan) Total Employment Annual Median Salary
Warren 5810 $123,080
Detroit 5810 $123,080
Dearborn 5810 $123,080
Grand Rapids 1500 $110,660
Wyoming 1500 $110,660
Ann Arbor 580 $119,530
Flint 400 $81,160
East Lansing 290 $99,140
Lansing 290 $99,140
Kalamazoo 240 $107,480
Portage 240 $107,480
Saginaw 160 $89,270
Battle Creek 150 $89,520
Muskegon 90 $91,310
Benton Harbor 90 $131,580
Niles 90 $131,580
Jackson 80 $75,050
Midland 80 $113,240
Monroe 70 $94,800
Bay City 40 $93,480
     
Metro Area (Minnesota) Total Employment Annual Median Salary
St. Cloud 350 $76,760
Rochester 330 $82,390
North Mankato 190 $97,470
Mankato 190 $97,470
     
Metro Area (Mississippi) Total Employment Annual Median Salary
Jackson 500 $70,590
Gulfport 160 $76,520
Pascagoula 160 $76,520
Biloxi 160 $76,520
Hattiesburg 90 $57,290
     
Metro Area (Missouri) Total Employment Annual Median Salary
Springfield 410 $75,710
Joplin 150 $86,370
Columbia 140 $66,910
Jefferson City 80 $83,900
     
Metro Area (Montana) Total Employment Annual Median Salary
Billings 80 $77,520
     
Metro Area (Nebraska) Total Employment Annual Median Salary
Lincoln 270 $110,660
Grand Island 60 $98,660
     
Metro Area (Nevada) Total Employment Annual Median Salary
Paradise 2640 $78,370
Henderson 2640 $78,370
Las Vegas 2640 $78,370
Reno 750 $114,270
Carson City 60 $100,890
     
Metro Area (New Hampshire) Total Employment Annual Median Salary
Manchester 310 $124,080
     
Metro Area (New Jersey) Total Employment Annual Median Salary
Trenton 440 $142,070
Hammonton 160 $120,300
Atlantic City 160 $120,300
Bridgeton 80 $152,270
Vineland 80 $152,270
     
Metro Area (New Mexico) Total Employment Annual Median Salary
Albuquerque 850 $86,820
Santa Fe 90 $90,060
Las Cruces 80 $66,160
Farmington 80 $85,540
     
Metro Area (New York) Total Employment Annual Median Salary
Niagara Falls 1020 $102,590
Buffalo 1020 $102,590
Cheektowaga 1020 $102,590
Rochester 830 $115,390
Albany 610 $112,260
Schenectady 610 $112,260
Troy 610 $112,260
Syracuse 490 $119,430
Utica 150 $128,110
Rome 150 $128,110
Binghamton 70 $134,010
Ithaca 50 $102,080
Elmira 40 $90,270
Glens Falls 40 $121,010
Fort Drum 30 $77,070
Watertown 30 $77,070
Kingston 30 $78,550
     
Metro Area (North Carolina) Total Employment Annual Median Salary
Raleigh 1320 $119,350
Greensboro 650 $116,860
High Point 650 $116,860
Chapel Hill 560 $120,400
Durham 560 $120,400
Salem 490 $113,160
Winston 490 $113,160
Asheville 250 $97,020
Wilmington 200 N/A
Morganton 180 $121,620
Lenoir 180 $121,620
Hickory 180 $121,620
Greenville 140 $97,610
Fayetteville 130 $87,400
Jacksonville 50 N/A
Goldsboro 50 $74,320
Burlington 50 $82,650
Rocky Mount 30 $121,830
     
Metro Area (North Dakota) Total Employment Annual Median Salary
Bismarck 120 $109,610
     
Metro Area (Ohio) Total Employment Annual Median Salary
Elyria 3120 $122,120
Cleveland 3120 $122,120
Columbus 2480 $103,570
Akron 820 $118,870
Dayton 650 $112,230
Toledo 530 $101,110
Canton 320 $88,680
Massillon 320 $88,680
Springfield 70 $81,650
Lima 60 $93,930
Mansfield 40 $102,800
     
Metro Area (Oklahoma) Total Employment Annual Median Salary
Oklahoma City 1740 $84,340
Tulsa 1280 $90,050
Lawton 50 $72,160
     
Metro Area (Oregon) Total Employment Annual Median Salary
Eugene 490 $102,000
Salem 270 $70,750
Redmond 180 $67,730
Bend 180 $67,730
Medford 180 $87,780
Grants Pass 70 $114,230
Albany 60 $101,940
Corvallis 50 $59,500
     
Metro Area (Pennsylvania) Total Employment Annual Median Salary
Pittsburgh 1890 $129,360
Carlisle 520 $95,600
Harrisburg 520 $95,600
Lancaster 400 $111,490
Barre 330 $89,990
Hazleton 330 $89,990
Wilkes 330 $89,990
Scranton 330 $89,990
Reading 310 $113,830
York 230 $98,360
Hanover 230 $98,360
Erie 210 $103,480
Altoona 80 $96,690
East Stroudsburg 60 $98,340
State College 50 $131,120
Williamsport 40 $89,730
Lebanon 40 $107,130
Johnstown 40 $107,490
     
Metro Area (Puerto Rico) Total Employment Annual Median Salary
Carolina 1740 $72,410
Caguas 1740 $72,410
San Juan 1740 $72,410
Ponce 60 $61,230
Mayag�ez 50 $59,880
Isabela N/A $62,560
Aguadilla N/A $62,560
     
Metro Area (South Carolina) Total Employment Annual Median Salary
Anderson 780 $95,100
Mauldin 780 $95,100
Greenville 780 $95,100
Columbia 770 $95,670
Charleston 640 $88,250
North Charleston 640 $88,250
Spartanburg 220 $89,010
Bluffton 120 $98,150
Beaufort 120 $98,150
Hilton Head Island 120 $98,150
Florence 110 $104,270
     
Metro Area (South Dakota) Total Employment Annual Median Salary
Sioux Falls 160 $114,440
Rapid City 30 $108,210
     
Metro Area (Tennessee) Total Employment Annual Median Salary
Franklin 3790 $85,700
Davidson 3790 $85,700
Murfreesboro 3790 $85,700
Nashville 3790 $85,700
Knoxville 1310 $90,480
Johnson City 180 $85,350
Jackson 130 $71,750
Cleveland 110 $90,180
Morristown 80 $80,860
     
Metro Area (Texas) Total Employment Annual Median Salary
Dallas 8180 $130,040
Arlington 8180 $130,040
Fort Worth 8180 $130,040
The Woodlands 6760 $131,350
Sugar Land 6760 $131,350
Houston 6760 $131,350
Austin 2210 $126,690
Round Rock 2210 $126,690
San Antonio 1450 $122,870
New Braunfels 1450 $122,870
Lubbock 240 $92,350
Midland 240 $133,840
El Paso 220 $103,910
Port Arthur 210 $98,500
Beaumont 210 $98,500
Corpus Christi 180 $121,860
Edinburg 170 $114,170
Mission 170 $114,170
McAllen 170 $114,170
Amarillo 160 $111,000
Waco 140 $106,940
Killeen 130 $77,320
Temple 130 $77,320
Odessa 130 $127,660
Longview 110 $101,810
Laredo 90 $87,100
Abilene 90 $106,670
College Station 80 $107,930
Bryan 80 $107,930
Brownsville 70 $124,720
Harlingen 70 $124,720
Tyler 60 $84,340
Wichita Falls 50 $84,070
Denison 50 $113,870
Sherman 50 $113,870
San Angelo 40 $76,910
     
Metro Area (Utah) Total Employment Annual Median Salary
Salt Lake City 2010 $102,450
Provo 470 $101,930
Orem 470 $101,930
Ogden 310 $63,330
Clearfield 310 $63,330
St. George 90 $78,280
     
Metro Area (Vermont) Total Employment Annual Median Salary
South Burlington 190 N/A
Burlington 190 N/A
     
Metro Area (Virginia) Total Employment Annual Median Salary
Richmond 1040 $136,590
Lynchburg 230 $89,100
Roanoke 210 $96,290
Charlottesville 100 $103,740
Harrisonburg 50 $95,790
Waynesboro 50 $119,190
Staunton 50 $119,190
Radford 40 $138,300
Blacksburg 40 $138,300
Christiansburg 40 $138,300
     
Metro Area (Washington) Total Employment Annual Median Salary
Seattle 5710 $114,200
Bellevue 5710 $114,200
Tacoma 5710 $114,200
Spokane Valley 540 $81,720
Spokane 540 $81,720
Kennewick 200 $89,270
Richland 200 $89,270
Yakima 150 $86,160
Bellingham 150 $95,130
Olympia 120 $97,340
Tumwater 120 $97,340
Silverdale 110 $116,560
Bremerton 110 $116,560
Wenatchee 70 $93,800
Mount Vernon 70 $115,390
Anacortes 70 $115,390
Longview 60 $106,970
Walla Walla 40 $83,540
     
Metro Area (West Virginia) Total Employment Annual Median Salary
Charleston 140 $81,530
Morgantown 60 $72,050
Parkersburg 50 $64,920
Vienna 50 $64,920
     
Metro Area (Wisconsin) Total Employment Annual Median Salary
Waukesha 2360 $115,110
West Allis 2360 $115,110
Milwaukee 2360 $115,110
Madison 770 $119,010
Appleton 370 $98,260
Green Bay 260 $98,100
Racine 190 $113,020
Beloit 170 $102,150
Janesville 170 $102,150
Eau Claire 160 $79,480
Neenah 160 $99,140
Oshkosh 160 $99,140
Sheboygan 150 $103,600
Fond du Lac 80 $113,040
Wausau 70 $93,080

Career Stories (Job Profiles) for Sales Managers

To find out more about building a career as Sales Managers, we spoke with professionals in the field across a variety of specialties. Learn about their experiences on the job, the steps they took to complete their education, and what it takes to excel in this industry. Click the link to see a story.

All Types

Most Popular Industries for :
Sales Managers

Industries representing at least 1% of total jobs for the occupation.

Source: 2015 Occupational Employment Statistics and 2014-24 Employment Projections, Bureau of Labor Statistics, BLS.gov.

Industry Jobs Percent Annual Median Salary
Durable Goods Wholesale 32,030 9% $112,390
Auto And Auto Parts Dealers 25,980 7% $104,000
Business Management 25,320 7% $106,980
Professional And Technical Services 22,300 6% $124,470
Non-durable Goods Wholesale 21,720 6% $101,290
Office Services And Staffing 15,060 4% $78,230
Banking And Credit 12,690 3% $105,930
Insurance 12,520 3% $102,420
Department And General Stores 11,480 3% $54,070
Online Wholesale 11,020 3% $114,670
Clothing Stores 7,610 2% $55,120
Traditional Publishing 7,290 2% $109,050
Electronics And Computer 6,890 2% $118,330
Hotel And Accomodation 5,680 1% $64,610
Machinery 5,550 1% $97,310
Telecommunications 5,540 1% $115,150
Grocery Stores 5,110 1% $63,190
Securities And Investment 5,070 1% $146,730
Metal Products 4,800 1% $93,260
Miscellaneous Retail Stores 4,480 1% $62,230
Chemicals 3,630 1% $113,050
Furniture Stores 3,590 1% $77,450
Food 3,450 1% $97,190
These schools offer particularly quick info upon request, and we have written detailed profiles for each (click school names to see the profiles). Request info from multiple schools, by clicking the Request Info links.
 
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CityTownInfo Career and College Resources

We have some additional detailed pages at the state level for Sales Managers.

Numbers in parentheses are counts of relevant campus-based schools in the state; online schools may also be available.

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