What does a Sales Manager do?

A Sales Manager leads a team of sales reps toward revenue targets by coaching on deals, running forecasts, and enforcing a consistent sales process. They are also responsible for hiring, onboarding, and developing reps, and for turning performance data into practical coaching.

What are the main responsibilities of a Sales Manager?

The core duties are leading and coaching the team, owning the forecast and pipeline, and hiring and developing reps. Most Sales Managers also set quotas and territories, inspect deals in the CRM, and partner with marketing on pipeline generation.

What skills does a Sales Manager need?

Coaching, forecasting, and pipeline management are the essentials, along with the leadership to build a motivated, accountable team. Comfort with CRM reporting and sales metrics is key, since good managers coach from data rather than gut feel alone.

What should a Sales Manager job description include?

A strong Sales Manager job description opens with a definition and brief, then lists the key duties, full responsibilities, and required leadership experience. Specifying team size, target market, and the sales tools and methodology used helps attract the right caliber of leader.

Who does a Sales Manager work with?

Sales Managers work most closely with the reps they lead, plus sales operations for forecasting and reporting and marketing for pipeline. They coordinate with recruiting on hiring and with enablement on training, and typically report to a sales director or VP of sales.

Sales

Sales Manager Job Description

Sales Executive Account Executive Business Development Manager Sales Development Representative Inside Sales Representative Regional Sales Manager Key Account Manager Sales Operations Manager VP of Sales

About the role

We are looking for a Sales Manager to lead a team of reps toward ambitious revenue goals. You will coach on live deals, run a disciplined forecast, set the standards for pipeline and process, and hire and develop the talent that scales the team. The ideal leader has carried a quota themselves, knows how to turn data into coaching, and gets energy from watching their people win.

Key responsibilities

Lead and coach a sales team to hit revenue targets
Own the team forecast and pipeline health
Hire, onboard, and develop high-performing reps

Responsibilities

Set individual and team quotas and track attainment against them
Coach reps through live deals in one-on-ones and call reviews
Run an accurate weekly forecast and report on pipeline health
Inspect deal stages and enforce a consistent sales process in the CRM
Hire, onboard, and ramp new sales reps to productivity
Design territory, account, and quota plans that balance the team
Analyze conversion metrics to find and fix bottlenecks in the funnel
Partner with marketing on lead quality and pipeline generation
Remove blockers and escalate to help reps close key deals
Build a performance culture with clear goals, feedback, and accountability

Requirements

5 or more years in sales, including 2 or more managing a team
A proven record of leading a team to consistently hit quota
Experience coaching reps and running forecast and pipeline reviews
Strong command of CRM reporting and sales metrics
Bachelor's degree or equivalent leadership and sales experience

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