How to Become a Sales Manager: Get a High-Paying Job in 2025

Prachi Sachdeva -

The role of a sales manager is one of the most dynamic, rewarding, and high-paying career paths in today’s job market. As companies aim to boost revenue, enter new markets, and build stronger customer relationships, the demand for skilled sales managers continues to rise. With an average annual salary exceeding $130,000 in 2023, this position is not only financially lucrative but also offers immense professional growth.

In this comprehensive guide, we’ll explore what a sales manager does, the skills and qualifications needed to become one, and how this role is critical in different industries. By the end, you’ll have a clear roadmap to secure this coveted role in 2025.

In this blog post:

What Does a Sales Manager Do?

A sales manager is the driving force behind a company’s revenue-generating engine. They lead the sales team, set targets, and ensure the team achieves (or exceeds) its goals. While the role may vary slightly across industries, the core responsibilities remain the same:

Setting Sales Targets

Sales managers determine achievable revenue targets based on the company’s goals and market trends. These targets motivate the team and align efforts with the organization's broader objectives.

Developing Sales Strategies

Crafting sales strategies involves identifying new market opportunities, analysing competitor behaviour, and determining the best way to position the company’s products or services.

Team Management

Leading a team means hiring, training, and mentoring sales representatives. Sales managers must ensure their team is well-equipped to handle challenges and deliver results.

Performance Monitoring

Tracking metrics such as lead conversion rates, revenue growth, and client retention helps sales managers identify areas for improvement and refine strategies accordingly.

Building Client Relationships

Sales managers often play a role in managing key accounts, resolving conflicts, and ensuring client satisfaction to foster long-term partnerships.

Impact in Numbers

According to a study by McKinsey, companies with highly effective sales managers outperform their competitors by 15% in revenue generation. This statistic underscores the importance of strong leadership in the sales function.

How to Become a Sales Manager?

Becoming a sales manager is a journey that requires dedication, planning, and the right mix of education and experience. Here’s a step-by-step guide to help you transition into this role:

Get the Right Education

While some sales managers rise through the ranks without a formal degree, many employers prefer candidates with a bachelor’s degree in fields such as business administration, marketing, or communications. These programs teach critical concepts like sales techniques, customer behavior, and market analysis.

For those who want an additional edge, pursuing a master’s degree in business administration (MBA) can open doors to high-level positions.

Gain Sales Experience

Before you can manage a team, you need firsthand experience in selling. Starting as a sales representative or associate helps you understand the challenges of the job, develop rapport-building skills, and achieve sales targets.

"You can’t lead a team if you’ve never walked in their shoes," says Sarah Mitchell, a sales management coach.

Hone Your Leadership Skills

Sales management is as much about leadership as it is about selling. Volunteering for team leadership roles, mentoring junior colleagues, or taking courses in people management can prepare you for the challenges of leading a team.

Build a Strong Professional Network

Networking is invaluable in the sales world. Attend industry conferences, join professional groups on LinkedIn, and seek mentorship from experienced sales managers to gain insights and opportunities.

Get Certified

Certifications like the Certified Sales Leadership Professional (CSLP)or proficiency in Customer Relationship Management (CRM) tools like Salesforce can boost your resume and demonstrate your expertise to potential employers.

Skills for a Sales Manager

To succeed as a sales manager, you need a blend of hard and soft skills. Here are the top skills employers look for:

  • Communication: Sales managers must be excellent communicators. Whether it’s presenting a sales plan to senior management, coaching the team, or negotiating with clients, clear communication is key.
  • Analytical Thinking: Analysing sales data, market trends, and team performance metrics helps sales managers identify opportunities for improvement and fine-tune their strategies.
  • Leadership and Team Management: As a sales manager, you’re responsible for motivating your team and ensuring everyone performs at their best. Strong leadership fosters a positive, productive environment.
  • Problem-Solving: From addressing underperformance to managing difficult clients, problem-solving skills are crucial in this role.
  • CRM Software Proficiency: Familiarity with tools like Salesforce, Zoho CRM, and HubSpot is essential for tracking customer interactions, managing leads, and analysing performance.

What Do Sales Manager Qualifications Mean?

Understanding sales manager qualifications can help you tailor your resume and skill set to match employer expectations.

  • Education Requirements: Most sales manager roles require a bachelor’s degree, but some companies focus more on experience. Advanced certifications can compensate for a lack of formal education in many cases.
  • Experience in Sales: Having at least 5–10 years of experience in sales is typically a prerequisite. Employers value a proven track record of achieving and exceeding targets.
  • Industry Knowledge: In-depth knowledge of the industry you’re applying to can set you apart. For example, selling in real estate is vastly different from selling in the pharmaceutical industry.
  • Leadership Experience: Prior experience leading a team—even in an informal capacity—shows potential employers that you’re capable of managing and motivating others.

Importance of Sales Managers in Different Industries

Sales managers are critical across industries, but their roles vary depending on the sector:

  • Technology: In tech, sales managers sell complex solutions like software and hardware. Their ability to simplify technical jargon and align solutions with client needs is key to closing deals.
  • Retail and FMCG: Sales managers in retail drive product placement, promotional campaigns, and distributor relationships to ensure a smooth flow of products from manufacturers to customers.
  • Real Estate: In the competitive real estate market, sales managers oversee high-value transactions, manage client expectations, and lead teams to close lucrative deals.
  • Healthcare and Pharmaceuticals: This industry demands sales managers who can navigate strict regulations while training their teams to effectively communicate product value to healthcare professionals.
  • Financial Services: In banking and fintech, sales managers create strategies to attract new clients, retain existing ones, and drive revenue in a highly competitive market.

Fun Fact: In 2024, sales managers in tech and healthcare earned 20–30% more on average than their counterparts in other industries, thanks to the growing demand in these sectors.

Who Can Become a Sales Manager?

The role of a sales manager is open to a variety of professionals, including:

  • Experienced Salespeople: If you’ve spent several years achieving success in sales roles, you’re a natural candidate for a management position.
  • Entrepreneurs: Business owners often possess the skills required to manage sales teams, as they’ve experienced selling and leadership firsthand.
  • Career Switchers: Professionals from related fields, such as marketing or customer service, can transition into sales management by leveraging their transferable skills.
  • Recent Graduates: Some companies hire recent graduates into sales management trainee programs, giving them a fast track to leadership roles.

Interview Questions for Sales Managers

Preparing for a sales manager interview involves anticipating questions that assess your leadership, strategy, and problem-solving abilities. Here are some examples:

  • How do you set sales targets for your team?
  • What strategies have you used to improve team performance?
  • How do you handle a challenging client situation?
  • What metrics do you track to measure success?
  • How do you keep your team motivated during tough times?

Conclusion

Becoming a sales manager is an exciting and rewarding career path. This role offers the opportunity to lead teams, develop strategies, and significantly impact a company’s growth. Whether you’re an experienced salesperson, an entrepreneur, or a career switcher, with the right skills and mindset, you can achieve this high-paying role.

As demand for skilled sales managers grows in 2025, take steps today to build your qualifications, network, and leadership skills. Remember, every great sales manager starts as someone willing to learn and adapt. As Zig Ziglar once said:

"You don’t have to be great to start, but you have to start to be great."

With determination and preparation, your journey toward becoming a successful sales manager can begin today.