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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 2016

2016 Occupational Employment Statistics and 2014-24 Employment Projections, Bureau of Labor Statistics, BLS.gov; 2014-24 State Occupational Projections, Projections Central, projectionscentral.com

     
Metro Area (Alabama) Total Employment Annual Median Salary
Hoover 1040 $114,170
Birmingham 1040 $114,170
Huntsville 310 $127,330
Mobile 280 $110,040
Montgomery 180 $95,020
Muscle Shoals 90 $81,250
Florence 90 $81,250
Dothan 80 $97,700
Tuscaloosa 60 $84,670
Decatur 60 $96,880
Daphne 60 $112,560
Fairhope 60 $112,560
Foley 60 $112,560
     
Metro Area (Alaska) Total Employment Annual Median Salary
Anchorage 300 $93,700
Fairbanks N/A $80,570
     
Metro Area (Arizona) Total Employment Annual Median Salary
Mesa 8770 $95,390
Phoenix 8770 $95,390
Scottsdale 8770 $95,390
Tucson 1070 $83,010
Flagstaff 210 $64,360
Prescott 90 $97,700
Lake Havasu City 80 $79,030
Kingman 80 $79,030
Douglas 50 $66,440
Sierra Vista 50 $66,440
Yuma N/A $53,840
     
Metro Area (Arkansas) Total Employment Annual Median Salary
Conway 950 $89,280
North Little Rock 950 $89,280
Little Rock 950 $89,280
Jonesboro 90 $88,690
Hot Springs 50 $134,230
     
Metro Area (California) Total Employment Annual Median Salary
Los Angeles 27110 $111,200
Anaheim 27110 $111,200
Long Beach 27110 $111,200
San Francisco 11140 $135,870
Oakland 11140 $135,870
Hayward 11140 $135,870
Santa Clara 6330 $147,080
Sunnyvale 6330 $147,080
San Jose 6330 $147,080
Carlsbad 5670 $101,540
San Diego 5670 $101,540
Riverside 5130 $85,610
San Bernardino 5130 $85,610
Ontario 5130 $85,610
Arden 2920 $94,180
Arcade 2920 $94,180
Roseville 2920 $94,180
Sacramento 2920 $94,180
Thousand Oaks 1290 $86,160
Ventura 1290 $86,160
Oxnard 1290 $86,160
Fresno 1080 $96,140
Bakersfield 780 $88,270
Santa Barbara 740 $76,130
Santa Maria 740 $76,130
Santa Rosa 720 $90,940
Lodi 720 $97,640
Stockton 720 $97,640
Fairfield 560 $55,030
Vallejo 560 $55,030
Salinas 540 $72,630
Modesto 470 $92,870
Visalia 430 $79,660
Porterville 430 $79,660
Napa 400 $115,430
Paso Robles 350 $84,730
Arroyo Grande 350 $84,730
San Luis Obispo 350 $84,730
Watsonville 320 $83,990
Santa Cruz 320 $83,990
Chico 220 $55,860
Merced 200 $64,030
Redding 140 $65,140
El Centro 130 $76,370
Yuba City 110 $78,170
Hanford 70 $63,860
Corcoran 70 $63,860
Madera 70 $87,470
     
Metro Area (Colorado) Total Employment Annual Median Salary
Aurora 3200 $137,640
Denver 3200 $137,640
Lakewood 3200 $137,640
Boulder 490 $139,060
Colorado Springs 340 $138,430
Fort Collins 160 $139,020
Grand Junction 60 $82,890
Greeley 50 N/A
Pueblo 40 $94,460
     
Metro Area (Connecticut) Total Employment Annual Median Salary
Bridgeport 2870 $165,140
Norwalk 2870 $165,140
Stamford 2870 $165,140
East Hartford 1780 $123,590
West Hartford 1780 $123,590
Hartford 1780 $123,590
New Haven 950 $125,080
Danbury 460 $131,080
Waterbury 180 $84,550
     
Metro Area (Delaware) Total Employment Annual Median Salary
Dover 100 N/A
     
Metro Area (Florida) Total Employment Annual Median Salary
West Palm Beach 5010 $129,710
Miami 5010 $129,710
Fort Lauderdale 5010 $129,710
St. Petersburg 2350 $121,060
Clearwater 2350 $121,060
Tampa 2350 $121,060
Kissimmee 2090 $116,680
Orlando 2090 $116,680
Sanford 2090 $116,680
Jacksonville 1140 $111,820
North Port 410 $108,490
Bradenton 410 $108,490
Sarasota 410 $108,490
Titusville 280 $139,060
Palm Bay 280 $139,060
Melbourne 280 $139,060
Winter Haven 260 $101,810
Lakeland 260 $101,810
Cape Coral 230 $114,470
Fort Myers 230 $114,470
Ormond Beach 220 $117,230
Daytona Beach 220 $117,230
Deltona 220 $117,230
Tallahassee 170 $120,880
Immokalee 160 $139,680
Marco Island 160 $139,680
Naples 160 $139,680
Gainesville 150 $124,080
Port St. Lucie 130 $103,170
Ocala 120 $83,230
Brent 120 $100,170
Ferry Pass 120 $100,170
Pensacola 120 $100,170
Crestview 80 $92,150
Destin 80 $92,150
Fort Walton Beach 80 $92,150
Panama City 60 $92,050
Punta Gorda 40 $98,520
Sebastian 40 $114,290
Vero Beach 40 $114,290
     
Metro Area (Georgia) Total Employment Annual Median Salary
Sandy Springs 11860 $121,270
Atlanta 11860 $121,270
Roswell 11860 $121,270
Macon 260 $83,730
Gainesville 220 $112,950
Dalton 210 $126,030
Athens 120 $91,260
Clarke County 120 $91,260
Valdosta 110 $82,970
Albany 90 $94,060
Brunswick 80 $70,180
Rome 80 $103,940
Warner Robins 70 $75,180
Savannah N/A $89,890
     
Metro Area (Hawaii) Total Employment Annual Median Salary
Urban Honolulu 1670 $72,540
Lahaina 470 $59,500
Wailuku 470 $59,500
Kahului 470 $59,500
     
Metro Area (Idaho) Total Employment Annual Median Salary
Boise City 1060 $93,160
Coeur d'Alene 210 $92,100
Pocatello 50 $58,310
     
Metro Area (Illinois) Total Employment Annual Median Salary
Peoria 580 $104,230
Rockford 370 $87,280
Springfield 260 $94,050
Bloomington 210 $99,380
Champaign 190 $91,950
Urbana 190 $91,950
Decatur 130 $90,220
Marion 100 N/A
Carbondale 100 N/A
Kankakee 70 $93,300
Danville 60 $96,060
     
Metro Area (Indiana) Total Employment Annual Median Salary
Anderson 2680 $104,890
Indianapolis 2680 $104,890
Carmel 2680 $104,890
Fort Wayne 370 $106,910
Goshen 280 $114,790
Elkhart 280 $114,790
West Lafayette 120 $128,620
Lafayette 120 $128,620
Terre Haute 80 $104,920
La Porte 80 $118,850
Michigan City 80 $118,850
Kokomo 70 $131,750
Muncie 60 $93,040
Bloomington 60 $96,430
     
Metro Area (Iowa) Total Employment Annual Median Salary
West Des Moines 1220 $101,860
Des Moines 1220 $101,860
Cedar Rapids 400 $89,690
Cedar Falls 170 $93,220
Waterloo 170 $93,220
Dubuque 140 N/A
Iowa City 130 $85,990
Ames 110 $106,410
     
Metro Area (Kansas) Total Employment Annual Median Salary
Wichita 640 $88,690
Topeka 180 $107,170
Manhattan 60 $83,570
Lawrence 50 $96,610
     
Metro Area (Kentucky) Total Employment Annual Median Salary
Lexington 520 $101,060
Fayette 520 $101,060
Bowling Green 120 $75,210
Fort Knox 80 $92,400
Elizabethtown 80 $92,400
     
Metro Area (Louisiana) Total Employment Annual Median Salary
New Orleans 1230 $85,620
Metairie 1230 $85,620
Baton Rouge 680 $83,790
Lafayette 610 $86,900
Bossier City 280 $102,220
Shreveport 280 $102,220
Thibodaux 170 $97,480
Houma 170 $97,480
Monroe 150 $93,840
Lake Charles 120 $79,500
Alexandria 80 $81,430
Hammond 60 $120,160
     
Metro Area (Maine) Total Employment Annual Median Salary
Portland 540 $122,530
South Portland 540 $122,530
Bangor 90 $100,710
Auburn 70 $125,330
Lewiston 70 $125,330
     
Metro Area (Maryland) Total Employment Annual Median Salary
Baltimore 2940 $132,460
Towson 2940 $132,460
Columbia 2940 $132,460
Lexington Park 40 $139,960
California 40 $139,960
     
Metro Area (Massachusetts) Total Employment Annual Median Salary
Barnstable Town 190 $98,760
Gardner 120 $105,960
Leominster 120 $105,960
New Bedford 120 $124,420
Pittsfield 80 $100,730
     
Metro Area (Michigan) Total Employment Annual Median Salary
Dearborn 5630 $129,080
Detroit 5630 $129,080
Warren 5630 $129,080
Grand Rapids 1530 $114,430
Wyoming 1530 $114,430
Ann Arbor 550 $125,860
Flint 280 $90,970
Lansing 280 $108,120
East Lansing 280 $108,120
Kalamazoo 240 $97,430
Portage 240 $97,430
Saginaw 140 $96,990
Midland 100 $109,460
Muskegon 90 $105,120
Jackson 90 $115,520
Battle Creek 80 $113,410
Benton Harbor 80 $150,750
Niles 80 $150,750
Bay City 60 $98,010
Monroe 50 $94,710
     
Metro Area (Minnesota) Total Employment Annual Median Salary
St. Cloud 380 $85,290
Rochester 310 $93,630
Mankato 170 $114,060
North Mankato 170 $114,060
     
Metro Area (Mississippi) Total Employment Annual Median Salary
Jackson 410 $74,450
Pascagoula 180 $79,780
Biloxi 180 $79,780
Gulfport 180 $79,780
Hattiesburg 50 $53,890
     
Metro Area (Missouri) Total Employment Annual Median Salary
Springfield 330 $85,340
Columbia 130 $80,860
Joplin 120 $103,990
Jefferson City 80 $92,330
     
Metro Area (Montana) Total Employment Annual Median Salary
Billings 80 $91,040
     
Metro Area (Nebraska) Total Employment Annual Median Salary
Lincoln 250 $103,370
Grand Island 60 $102,390
     
Metro Area (Nevada) Total Employment Annual Median Salary
Paradise 2550 $83,520
Henderson 2550 $83,520
Las Vegas 2550 $83,520
Reno 620 $105,730
Carson City 50 $106,130
     
Metro Area (New Hampshire) Total Employment Annual Median Salary
Manchester 300 $140,300
     
Metro Area (New Jersey) Total Employment Annual Median Salary
Trenton 580 N/A
Atlantic City 140 $129,220
Hammonton 140 $129,220
Vineland 80 $137,480
Bridgeton 80 $137,480
Ocean City 30 $121,130
     
Metro Area (New Mexico) Total Employment Annual Median Salary
Albuquerque 760 $83,170
Las Cruces 70 $78,160
Santa Fe 70 $89,430
Farmington 60 $101,610
     
Metro Area (New York) Total Employment Annual Median Salary
Niagara Falls 1070 $103,710
Cheektowaga 1070 $103,710
Buffalo 1070 $103,710
Rochester 990 $129,980
Albany 610 $111,640
Schenectady 610 $111,640
Troy 610 $111,640
Syracuse 510 $117,380
Utica 120 $130,820
Rome 120 $130,820
Binghamton 80 $149,230
Elmira 50 $113,640
Glens Falls 50 $129,300
Kingston 40 N/A
Ithaca 30 $100,160
     
Metro Area (North Carolina) Total Employment Annual Median Salary
Raleigh 1200 $122,240
Greensboro 550 $125,530
High Point 550 $125,530
Chapel Hill 490 $135,770
Durham 490 $135,770
Salem 300 $135,290
Winston 300 $135,290
Asheville 220 $102,920
Wilmington 170 N/A
Morganton 150 $118,450
Hickory 150 $118,450
Lenoir 150 $118,450
Greenville 130 $101,170
Fayetteville 130 $102,110
Burlington 60 $88,110
Goldsboro 40 $75,320
     
Metro Area (North Dakota) Total Employment Annual Median Salary
Bismarck 130 $117,700
     
Metro Area (Ohio) Total Employment Annual Median Salary
Elyria 2630 $115,020
Cleveland 2630 $115,020
Columbus 2350 $112,390
Akron 850 $118,120
Dayton 570 $114,230
Toledo 540 $102,280
Canton 300 $100,710
Massillon 300 $100,710
Springfield 50 $89,940
Mansfield 50 $117,270
Lima 40 $101,600
     
Metro Area (Oklahoma) Total Employment Annual Median Salary
Oklahoma City 1720 $80,760
Tulsa 1210 $87,610
Lawton 50 $79,510
     
Metro Area (Oregon) Total Employment Annual Median Salary
Eugene 410 $95,610
Salem 240 $82,580
Redmond 190 $79,870
Bend 190 $79,870
Medford 190 $101,680
Albany 90 $86,290
Grants Pass 40 $109,370
Corvallis N/A $53,370
     
Metro Area (Pennsylvania) Total Employment Annual Median Salary
Pittsburgh 1880 $120,500
Carlisle 440 $106,160
Harrisburg 440 $106,160
Reading 360 $131,610
Lancaster 350 $117,810
Barre 280 $101,670
Hazleton 280 $101,670
Wilkes 280 $101,670
Scranton 280 $101,670
Erie 180 $127,010
Hanover 170 $127,930
York 170 $127,930
East Stroudsburg 60 $94,420
Altoona 60 $119,880
State College 60 $124,290
Lebanon 40 $104,250
Williamsport 30 $81,500
Johnstown 30 $122,610
     
Metro Area (Puerto Rico) Total Employment Annual Median Salary
Carolina 1650 $71,570
Caguas 1650 $71,570
San Juan 1650 $71,570
Ponce 50 $61,400
Aguadilla 50 $68,980
Isabela 50 $68,980
Mayag�ez 40 $59,290
     
Metro Area (South Carolina) Total Employment Annual Median Salary
Mauldin 840 $104,500
Greenville 840 $104,500
Anderson 840 $104,500
Columbia 780 $97,080
North Charleston 670 $93,320
Charleston 670 $93,320
Spartanburg 210 $98,100
Florence 110 $117,060
Beaufort 90 $89,790
Hilton Head Island 90 $89,790
Bluffton 90 $89,790
Sumter 60 $101,540
     
Metro Area (South Dakota) Total Employment Annual Median Salary
Sioux Falls 150 $113,290
Rapid City 50 $122,320
     
Metro Area (Tennessee) Total Employment Annual Median Salary
Murfreesboro 3800 $85,470
Franklin 3800 $85,470
Davidson 3800 $85,470
Nashville 3800 $85,470
Knoxville 1120 $92,020
Johnson City 150 $79,530
Jackson 90 $84,590
Cleveland 60 $88,270
Morristown 50 $65,250
     
Metro Area (Texas) Total Employment Annual Median Salary
Dallas 7810 $132,110
Fort Worth 7810 $132,110
Arlington 7810 $132,110
Houston 6920 $134,190
The Woodlands 6920 $134,190
Sugar Land 6920 $134,190
Round Rock 2400 $137,800
Austin 2400 $137,800
San Antonio 1450 $138,740
New Braunfels 1450 $138,740
El Paso 280 $123,850
Lubbock 210 $103,570
Corpus Christi 190 $119,410
Edinburg 190 $137,530
McAllen 190 $137,530
Mission 190 $137,530
Beaumont 180 $109,140
Port Arthur 180 $109,140
Amarillo 180 $111,000
Midland 180 $129,670
Waco 140 $115,110
Odessa 120 $120,870
Longview 120 $130,950
Killeen 100 $109,590
Temple 100 $109,590
Brownsville 90 $132,500
Harlingen 90 $132,500
Tyler 80 $103,480
Laredo 70 $103,840
Bryan 70 $120,220
College Station 70 $120,220
Abilene 60 $100,120
Denison 60 $107,130
Sherman 60 $107,130
Wichita Falls 50 $100,100
San Angelo 30 $89,740
     
Metro Area (Utah) Total Employment Annual Median Salary
Salt Lake City 2070 $106,710
Orem 530 $97,700
Provo 530 $97,700
Ogden 390 $80,090
Clearfield 390 $80,090
St. George 100 $79,290
     
Metro Area (Vermont) Total Employment Annual Median Salary
South Burlington 230 N/A
Burlington 230 N/A
     
Metro Area (Virginia) Total Employment Annual Median Salary
Richmond 930 $140,570
Roanoke 170 $125,060
Charlottesville 120 $135,350
Staunton 50 $117,050
Waynesboro 50 $117,050
Harrisonburg 40 $103,630
Blacksburg 40 $149,260
Christiansburg 40 $149,260
Radford 40 $149,260
Lynchburg N/A $120,890
     
Metro Area (Washington) Total Employment Annual Median Salary
Tacoma 5420 $117,990
Bellevue 5420 $117,990
Seattle 5420 $117,990
Spokane Valley 640 $87,360
Spokane 640 $87,360
Kennewick 190 $92,120
Richland 190 $92,120
Bellingham 160 $104,310
Tumwater 120 $108,010
Olympia 120 $108,010
Yakima 110 $101,930
Silverdale 100 $131,690
Bremerton 100 $131,690
Mount Vernon 60 $98,040
Anacortes 60 $98,040
Wenatchee 60 $101,530
Longview 60 $113,080
     
Metro Area (West Virginia) Total Employment Annual Median Salary
Charleston 120 $92,410
Morgantown 50 $73,920
Vienna 30 $82,170
Parkersburg 30 $82,170
     
Metro Area (Wisconsin) Total Employment Annual Median Salary
West Allis 2280 $116,000
Waukesha 2280 $116,000
Milwaukee 2280 $116,000
Madison 810 $125,420
Appleton 300 $115,970
Green Bay 290 $121,370
Oshkosh 200 $109,090
Neenah 200 $109,090
Janesville 190 $103,330
Beloit 190 $103,330
Racine 180 $115,890
Sheboygan 160 $120,080
Eau Claire 150 $100,640
Fond du Lac 100 $137,840
Wausau 80 $104,440
     
Metro Area (Wyoming) Total Employment Annual Median Salary
Cheyenne 30 $77,040

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.

2016 Occupational Employment Statistics and 2014-24 Employment Projections, Bureau of Labor Statistics, BLS.gov; 2014-24 State Occupational Projections, Projections Central, projectionscentral.com

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
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Programs
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Programs
  • MS in Finance - H

Johns Hopkins University Carey Business School has brought the philosophy of business with humanity in mind to a part time format. Now offering several degrees to the part-time student, students can now become business leaders at this nationally recognized institution in as little as 2.5 years.

Programs
  • Business Management & Accounting (AAS)
  • Accounting (BS)
  • Students are issued a new laptop at the beginning of their programs.
  • All online services and study materials are available 24/7, with faculty available five days a week.
  • All programs available online, with the MBA program offered on campus in Salt Lake City.
  • Accredited by the Accrediting Commission of Career Schools and Colleges (ACCSC), with programmatic accreditation by the Commission on Accreditation for Respiratory Care (CoARC).
  • Approved by the Better Business Bureau (BBB) since 2010.

Our family of non-profit colleges admits students of any race, color, and national or ethnic origin.

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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