CareerGPS

Sales Managers
Summary Occupational Forecast Data for Sales Managers
Employment Employment Change Average Annual Job Openings Wage & Training Levels
2018 2023 Numerical Percent New Jobs Replacement Jobs Total Median Hourly Median Annual Training Levels
3,936 4,191 255 6.49% 51 341 392 $42.71 $88,838 Bachelor's degree
Description: Direct the actual distribution or movement of a product or service to the customer. Coordinate sales distribution by establishing sales territories, quotas, and goals and establish training programs for sales representatives. Analyze sales statistics gathered by staff to determine sales potential and inventory requirements and monitor the preferences of customers.
Staffing Pattern Data Forecast Data Source: EMSI (2nd Quarter 2018)

Occupation Details

The information in this section represents occupational characteristics included in O*NET which defines key features of an occupation as a standardized, measurable set of variables called "descriptors". These distinguishing characteristics of an occupation are described in greater detail in the O*NET Content Model. All items are listed in descending order of importance.

  • Resolve customer complaints regarding sales and service.
  • Monitor customer preferences to determine focus of sales efforts.
  • Determine price schedules and discount rates.
  • Review operational records and reports to project sales and determine profitability.
  • Confer or consult with department heads to plan advertising services and to secure information on equipment and customer specifications.
  • Prepare budgets and approve budget expenditures.
  • Plan and direct staffing, training, and performance evaluations to develop and control sales and service programs.
  • Oversee regional and local sales managers and their staffs.

Knowledge

94%
Sales and Marketing - Knowledge of principles and methods for showing, promoting, and selling products or services. This includes marketing strategy and tactics, product demonstration, sales techniques, and sales control systems.
82%
Customer and Personal Service - Knowledge of principles and processes for providing customer and personal services. This includes customer needs assessment, meeting quality standards for services, and evaluation of customer satisfaction.
73%
Administration and Management - Knowledge of business and management principles involved in strategic planning, resource allocation, human resources modeling, leadership technique, production methods, and coordination of people and resources.
73%
English Language - Knowledge of the structure and content of the English language including the meaning and spelling of words, rules of composition, and grammar.
58%
Personnel and Human Resources - Knowledge of principles and procedures for personnel recruitment, selection, training, compensation and benefits, labor relations and negotiation, and personnel information systems.
56%
Economics and Accounting - Knowledge of economic and accounting principles and practices, the financial markets, banking and the analysis and reporting of financial data.
56%
Psychology - Knowledge of human behavior and performance; individual differences in ability, personality, and interests; learning and motivation; psychological research methods; and the assessment and treatment of behavioral and affective disorders.
54%
Education and Training - Knowledge of principles and methods for curriculum and training design, teaching and instruction for individuals and groups, and the measurement of training effects.
52%
Mathematics - Knowledge of arithmetic, algebra, geometry, calculus, statistics, and their applications.

Skills

81%
Speaking - Talking to others to convey information effectively.
78%
Social Perceptiveness - Being aware of others' reactions and understanding why they react as they do.
78%
Active Listening - Giving full attention to what other people are saying, taking time to understand the points being made, asking questions as appropriate, and not interrupting at inappropriate times.
75%
Persuasion - Persuading others to change their minds or behavior.
72%
Service Orientation - Actively looking for ways to help people.
72%
Coordination - Adjusting actions in relation to others' actions.
72%
Monitoring - Monitoring/Assessing performance of yourself, other individuals, or organizations to make improvements or take corrective action.
72%
Critical Thinking - Using logic and reasoning to identify the strengths and weaknesses of alternative solutions, conclusions or approaches to problems.
69%
Judgment and Decision Making - Considering the relative costs and benefits of potential actions to choose the most appropriate one.
69%
Management of Personnel Resources - Motivating, developing, and directing people as they work, identifying the best people for the job.
69%
Writing - Communicating effectively in writing as appropriate for the needs of the audience.
65%
Active Learning - Understanding the implications of new information for both current and future problem-solving and decision-making.
65%
Negotiation - Bringing others together and trying to reconcile differences.
65%
Instructing - Teaching others how to do something.
65%
Time Management - Managing one's own time and the time of others.
65%
Complex Problem Solving - Identifying complex problems and reviewing related information to develop and evaluate options and implement solutions.
62%
Reading Comprehension - Understanding written sentences and paragraphs in work related documents.
62%
Systems Evaluation - Identifying measures or indicators of system performance and the actions needed to improve or correct performance, relative to the goals of the system.
62%
Systems Analysis - Determining how a system should work and how changes in conditions, operations, and the environment will affect outcomes.
60%
Learning Strategies - Selecting and using training/instructional methods and procedures appropriate for the situation when learning or teaching new things.
50%
Mathematics - Using mathematics to solve problems.
50%
Operations Analysis - Analyzing needs and product requirements to create a design.

Abilities

81%
Oral Comprehension - The ability to listen to and understand information and ideas presented through spoken words and sentences.
78%
Speech Clarity - The ability to speak clearly so others can understand you.
78%
Oral Expression - The ability to communicate information and ideas in speaking so others will understand.
75%
Written Expression - The ability to communicate information and ideas in writing so others will understand.
72%
Problem Sensitivity - The ability to tell when something is wrong or is likely to go wrong. It does not involve solving the problem, only recognizing there is a problem.
72%
Speech Recognition - The ability to identify and understand the speech of another person.
69%
Fluency of Ideas - The ability to come up with a number of ideas about a topic (the number of ideas is important, not their quality, correctness, or creativity).
69%
Deductive Reasoning - The ability to apply general rules to specific problems to produce answers that make sense.
69%
Written Comprehension - The ability to read and understand information and ideas presented in writing.
65%
Originality - The ability to come up with unusual or clever ideas about a given topic or situation, or to develop creative ways to solve a problem.
60%
Inductive Reasoning - The ability to combine pieces of information to form general rules or conclusions (includes finding a relationship among seemingly unrelated events).
60%
Information Ordering - The ability to arrange things or actions in a certain order or pattern according to a specific rule or set of rules (e.g., patterns of numbers, letters, words, pictures, mathematical operations).
56%
Near Vision - The ability to see details at close range (within a few feet of the observer).
53%
Category Flexibility - The ability to generate or use different sets of rules for combining or grouping things in different ways.
50%
Mathematical Reasoning - The ability to choose the right mathematical methods or formulas to solve a problem.
50%
Number Facility - The ability to add, subtract, multiply, or divide quickly and correctly.
50%
Memorization - The ability to remember information such as words, numbers, pictures, and procedures.

Work Activities

96%
Selling or Influencing Others - Convincing others to buy merchandise/goods or to otherwise change their minds or actions.
94%
Establishing and Maintaining Interpersonal Relationships - Developing constructive and cooperative working relationships with others, and maintaining them over time.
90%
Communicating with Supervisors, Peers, or Subordinates - Providing information to supervisors, co-workers, and subordinates by telephone, in written form, e-mail, or in person.
85%
Getting Information - Observing, receiving, and otherwise obtaining information from all relevant sources.
84%
Communicating with Persons Outside Organization - Communicating with people outside the organization, representing the organization to customers, the public, government, and other external sources. This information can be exchanged in person, in writing, or by telephone or e-mail.
83%
Guiding, Directing, and Motivating Subordinates - Providing guidance and direction to subordinates, including setting performance standards and monitoring performance.
81%
Developing and Building Teams - Encouraging and building mutual trust, respect, and cooperation among team members.
81%
Making Decisions and Solving Problems - Analyzing information and evaluating results to choose the best solution and solve problems.
80%
Developing Objectives and Strategies - Establishing long-range objectives and specifying the strategies and actions to achieve them.
77%
Coaching and Developing Others - Identifying the developmental needs of others and coaching, mentoring, or otherwise helping others to improve their knowledge or skills.
77%
Resolving Conflicts and Negotiating with Others - Handling complaints, settling disputes, and resolving grievances and conflicts, or otherwise negotiating with others.
74%
Staffing Organizational Units - Recruiting, interviewing, selecting, hiring, and promoting employees in an organization.
74%
Coordinating the Work and Activities of Others - Getting members of a group to work together to accomplish tasks.
74%
Thinking Creatively - Developing, designing, or creating new applications, ideas, relationships, systems, or products, including artistic contributions.
71%
Organizing, Planning, and Prioritizing Work - Developing specific goals and plans to prioritize, organize, and accomplish your work.
70%
Interacting With Computers - Using computers and computer systems (including hardware and software) to program, write software, set up functions, enter data, or process information.
66%
Updating and Using Relevant Knowledge - Keeping up-to-date technically and applying new knowledge to your job.
65%
Provide Consultation and Advice to Others - Providing guidance and expert advice to management or other groups on technical, systems-, or process-related topics.
65%
Scheduling Work and Activities - Scheduling events, programs, and activities, as well as the work of others.
64%
Training and Teaching Others - Identifying the educational needs of others, developing formal educational or training programs or classes, and teaching or instructing others.
64%
Judging the Qualities of Things, Services, or People - Assessing the value, importance, or quality of things or people.
62%
Interpreting the Meaning of Information for Others - Translating or explaining what information means and how it can be used.
61%
Analyzing Data or Information - Identifying the underlying principles, reasons, or facts of information by breaking down information or data into separate parts.
61%
Processing Information - Compiling, coding, categorizing, calculating, tabulating, auditing, or verifying information or data.
60%
Monitoring and Controlling Resources - Monitoring and controlling resources and overseeing the spending of money.
56%
Performing Administrative Activities - Performing day-to-day administrative tasks such as maintaining information files and processing paperwork.
55%
Identifying Objects, Actions, and Events - Identifying information by categorizing, estimating, recognizing differences or similarities, and detecting changes in circumstances or events.
51%
Documenting/Recording Information - Entering, transcribing, recording, storing, or maintaining information in written or electronic/magnetic form.
50%
Performing for or Working Directly with the Public - Performing for people or dealing directly with the public. This includes serving customers in restaurants and stores, and receiving clients or guests.
Title Job Zone Four: Considerable Preparation Needed
Overall Experience A considerable amount of work-related skill, knowledge, or experience is needed for these occupations. For example, an accountant must complete four years of college and work for several years in accounting to be considered qualified.
Job Training Employees in these occupations usually need several years of work-related experience, on-the-job training, and/or vocational training.
Job Zone Examples Many of these occupations involve coordinating, supervising, managing, or training others. Examples include accountants, sales managers, database administrators, teachers, chemists, environmental engineers, criminal investigators, and special agents.
Education Most of these occupations require a four-year bachelor's degree, but some do not.

Interests

Enterprising - Enterprising occupations frequently involve starting up and carrying out projects. These occupations can involve leading people and making many decisions. Sometimes they require risk taking and often deal with business.
Conventional - Conventional occupations frequently involve following set procedures and routines. These occupations can include working with data and details more than with ideas. Usually there is a clear line of authority to follow.
Social - Social occupations frequently involve working with, communicating with, and teaching people. These occupations often involve helping or providing service to others.
Realistic - Realistic occupations frequently involve work activities that include practical, hands-on problems and solutions. They often deal with plants, animals, and real-world materials like wood, tools, and machinery. Many of the occupations require working outsi

Work Styles

Integrity - Job requires being honest and ethical.
Dependability - Job requires being reliable, responsible, and dependable, and fulfilling obligations.
Achievement/Effort - Job requires establishing and maintaining personally challenging achievement goals and exerting effort toward mastering tasks.
Leadership - Job requires a willingness to lead, take charge, and offer opinions and direction.
Initiative - Job requires a willingness to take on responsibilities and challenges.
Persistence - Job requires persistence in the face of obstacles.
Self Control - Job requires maintaining composure, keeping emotions in check, controlling anger, and avoiding aggressive behavior, even in very difficult situations.
Stress Tolerance - Job requires accepting criticism and dealing calmly and effectively with high stress situations.
Adaptability/Flexibility - Job requires being open to change (positive or negative) and to considerable variety in the workplace.
Attention to Detail - Job requires being careful about detail and thorough in completing work tasks.
Independence - Job requires developing one's own ways of doing things, guiding oneself with little or no supervision, and depending on oneself to get things done.
Analytical Thinking - Job requires analyzing information and using logic to address work-related issues and problems.
Cooperation - Job requires being pleasant with others on the job and displaying a good-natured, cooperative attitude.

Work Values

Independence - Occupations that satisfy this work value allow employees to work on their own and make decisions. Corresponding needs are Creativity, Responsibility and Autonomy.
Working Conditions - Occupations that satisfy this work value offer job security and good working conditions. Corresponding needs are Activity, Compensation, Independence, Security, Variety and Working Conditions.
Achievement - Occupations that satisfy this work value are results oriented and allow employees to use their strongest abilities, giving them a feeling of accomplishment. Corresponding needs are Ability Utilization and Achievement.
Support - Occupations that satisfy this work value offer supportive management that stands behind employees. Corresponding needs are Company Policies, Supervision: Human Relations and Supervision: Technical.