The sales profession can be highly rewarding, especially for those who acquire the leadership skills to lead sales teams and work cross-functionally with finance, marketing and the C-suite. An online Master of Business Administration (MBA) in Management program from a reputable institution like Fitchburg State University can provide the managerial skills needed to ascend from a top salesperson into a leadership role.
Sales Manager Responsibilities
Sales managers must excel at selling to or influencing others to achieve a desired outcome, such as purchasing a product or service. According to O-Net, additional daily responsibilities of a sales manager include advising customers on technical and procedural issues, supervising and motivating employees, resolving customer problems, conferring with organizational members to accomplish work activities and approving expenditures.
A quick perusal of high-paying sales manager positions on ZipRecruiter confirms the need for these and related managerial skills. Employers commonly seek candidates with managerial abilities, including planning and organization, communication, problem-solving, financial management and analytical skills. Increasingly, such positions require some level of familiarity with technology, data, analysis and reporting — all of which can be learned in a managerial MBA program.
The U.S. Bureau of Labor Statistics (BLS) reports a median 2022 income for sales managers of $130,600. BLS also provides a list of skills required for management roles in sales:
- Analytical skills involve collecting, analyzing and interpreting complex data to target ideal geographic areas and demographic groups while using analysis-driven insight to develop effective sales strategies.
- Communication skills are imperative for working with colleagues, subordinates, leadership and customers. Sales managers must communicate effectively with various constituents through multiple channels.
- Customer service skills help sales managers provide customers with exceptional, engaged service when making or assisting in a sale. Sales managers must actively listen and respond to the customer’s needs.
- Leadership skills include evaluating sales staff performance and developing strategies to meet sales goals. Sales managers inspire and motivate staff to meet quotas while providing guidance and support to avoid employee burnout.
The Value of an Established Network and Networking Experience
To succeed in sales, whether as a salesperson or manager, one must be an effective networker and have an established web of professionals to build leads. One reason for high attrition in sales is that salespeople face pressure to build a stream of leads quickly through a limited network, often leading to failure and burnout. In the incubation chamber of an MBA program, students learn effective networking techniques without the pressure of meeting sales quotas.
In addition, an MBA provides valuable networking opportunities through professors, peers, university contacts, alumni and other resources that can prove invaluable throughout a sales career. The network offers sales professionals more avenues for building a client roster. Even more important for sales managers, the experience gained through business school networking and the network itself are both vital assets to any sales team.
Fitchburg State University Provides the Sales Managerial Training Employers Require
The Fitchburg State University online MBA in Management program provides training in these areas through courses in leadership and culture, strategic management, marketing management, managerial theory and more. These studies and the professional relationships students develop in the program provide the confidence and capabilities graduates need to reach their sales career aspirations.
Learn more about Fitchburg State’s online MBA in Management program.
