Becoming Sales Manager

A sales manager is responsible for overseeing and organizing the work of a team of sales representatives within a specific geographic area or for a defined product or service. This involves more than just managing day-to-day sales activities; it includes crafting a strategic sales plan that aligns with the company's overall objectives. The sales manager works closely with the sales director to set sales targets that the team must achieve.

As a leader, the sales manager ensures that the team is equipped with the necessary skills and tools to succeed. They play a pivotal role in building strong client relationships, ensuring that customer needs are met while also driving sales performance. The manager’s role is crucial in not only selling the product but also in managing the entire sales process from start to finish.

The sales manager acts as the crucial link between sales management and the sales teams operating on the ground. Their daily tasks are divided into two primary aspects: sales and management.

• Define and implement sales strategy: The sales manager is responsible for creating a sales strategy that will help the company meet its market objectives. This strategy involves understanding the market, identifying potential opportunities, and setting realistic but challenging sales goals.
• Set sales targets: Based on the overall strategy, the sales manager sets clear, achievable sales targets for the team. These targets are not just about hitting numbers; they also involve qualitative objectives such as improving customer satisfaction and increasing market share.
• Manage customer relationships: Building and maintaining strong relationships with clients is a key responsibility. The sales manager must ensure that all interactions with clients reflect the company’s values and contribute to long-term customer loyalty.
• Seek out new prospects: Beyond managing existing customers, a sales manager must constantly seek out new business opportunities. This involves identifying potential clients, understanding their needs, and crafting proposals that address those needs effectively.
• Oversee strategic client accounts: For key accounts that are critical to the company’s success, the sales manager takes a hands-on approach, ensuring that these relationships are nurtured and that the client is fully satisfied with the service provided.

• Recruit and train salespeople: The effectiveness of a sales team starts with the right people. The sales manager is involved in the hiring process, ensuring that the team is composed of individuals with the right mix of skills and experience. They also organize training programs to continuously develop the team’s capabilities.
• Form and lead teams: Creating a cohesive team is vital for success. The sales manager must foster a collaborative environment where team members support each other in achieving the collective goals. Leadership skills are essential here, as the manager must inspire and motivate the team to perform at their best.
• Manage careers: In collaboration with the HR department, the sales manager is responsible for career management within the team. This includes handling promotions, organizing further training, and ensuring that the compensation and bonus structures are aligned with performance.

To be a successful sales manager, a professional must possess a versatile skill set that combines both commercial acumen and strong management abilities. Below are the key skills required:

• Analytical and synthesis skills: The ability to analyze market trends and sales data is critical. A sales manager must be able to synthesize this information to make informed decisions that will guide the team’s efforts.
• Negotiation skills: Effective negotiation is at the heart of the sales process. A sales manager must be skilled in negotiating terms that are favorable to the company while also satisfying the client.
• Good presentation: The ability to present ideas clearly and persuasively is essential, whether in meetings with clients or when communicating with the team.
• Dynamism and resilience: The sales environment can be challenging, and a sales manager must be dynamic and resilient, capable of bouncing back from setbacks and driving the team forward.
• Strong industry knowledge: Understanding the specific industry in which the company operates is vital. This knowledge allows the sales manager to identify opportunities and threats within the market.
• Interpersonal ease: Building and maintaining relationships is a key part of the job, whether with clients, team members, or other stakeholders within the company.

For those aspiring to become a sales manager, acquiring the right education is crucial. At emlyon business school, we offer a range of programs designed to equip students with the skills and knowledge needed to excel in sales and management.

The Master in Management - Grande Ecole (MiM): This program, which lasts two to three years, leads to a master’s degree and provides a comprehensive education in business management. The curriculum covers all the essential areas, including commerce, marketing, and management, preparing students for a variety of careers in these fields.

Students are also exposed to international perspectives, thanks to the school’s strong global reputation and partnerships. The program includes courses in strategic planning, digital marketing, and consumer behavior, ensuring that graduates have a deep understanding of market trends and can effectively address the needs of today’s businesses.

The Master of Science in Global Sales Excellence: for those who wish to specialize in sales management, this 18-month program focuses on sales management and transformation within a company. It covers advanced topics such as leadership in sales, client engagement strategies, and the use of sales management softwares to drive sales performance. Graduates of this program are well-equipped to take on high-level roles in sales management, with a deep understanding of both the strategic and operational aspects of the job.

The career path of a sales manager is both lucrative and filled with opportunities for advancement. The average starting salary for a sales manager is around €3,000 gross per month, but this figure can increase significantly with experience. Sales managers with a proven track record of success can expect to see their salary double or even triple over time.

Career progression in this field is robust, with opportunities to move into senior roles such as sales director or product manager. The skills acquired in sales management are also transferable to other areas, such as purchasing or marketing, offering a broad range of career options. Furthermore, the experience gained in managing a team and driving sales performance can open doors to leadership positions within the company.

emlyon business school is a leading institution in the field of business education, renowned for its innovative teaching methods and strong focus on internationalization. Founded in 1872, emlyon is one of the oldest and most prestigious business schools in Europe, and it continues to shape the future of business leaders worldwide.

With triple accreditation (AACSB, EQUIS, and AMBA), emlyon business school is in the top 1% of business schools globally, offering students a world-class education that is recognized internationally. By choosing emlyon, students are not only gaining access to cutting-edge knowledge and skills but also joining a global network of professionals who are leaders in their fields.

The School’s programs are designed to be highly practical, with a strong emphasis on "learning by doing." This approach ensures that graduates are not only knowledgeable but also capable of applying their skills in real-world situations, making them highly attractive to employers in a variety of industries.

Whether you are looking to start a career in sales management, enhance your existing skills, or pivot into a new area of business, emlyon business school offers the education, resources, and support you need to succeed.