Account Executive
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Sales & Retail career
Sales Manager
Also called: Sales Director · Regional Sales Manager · VP of Sales · Sales Team Lead
What sales managers do, what they earn, how long training takes and how to get started, with official BLS pay data and practical, job-level detail.
What does a sales manager do?
Sales managers direct sales teams, set goals and quotas, hire and coach reps, analyze sales data and develop strategies to grow revenue. The median pay is $148,270 per year (BLS, May 2025), most people train for about 4 years plus 3–5 years in sales, and employment is projected to grow +4.5% from 2025–35.
Pay data: BLS OEWS, May 2025 · Outlook: BLS 2025–35 · Checked October 15, 2026
- Median pay$148,270$71.28/hour · May 2025
- Job growth+4.5%2025–35, about as fast as average
- Openings per year47,300Average, 2025–35
- Typical entry educationBachelor's degreeBLS classification
- Time to train4 years plus 3–5 years in salesTypical program length
- U.S. jobs650,100Employment, 2025
What sales managers do
Sales managers lead the people who bring in revenue. They hire, train and coach sales reps, set territories and quotas, review pipelines, forecast results, help close big deals and work with marketing and product teams on strategy.
Most sales managers have a bachelor’s degree and years of successful sales experience. Leadership, coaching and data skills separate great managers. Compensation often includes large bonuses tied to team results.
Typical duties
- Hire, train and coach sales reps
- Set quotas and territories
- Review pipelines and forecasts
- Analyze sales performance data
- Help close key deals
- Develop sales strategies and plans
- Collaborate with marketing and leadership
Work environment and schedule
Sales managers work in offices or remotely and travel to visit clients and teams.
Schedule: Most work full-time, often more than 40 hours, with pressure at month and quarter end.
A day in the life
- Review the weekly pipeline dashboard.
- Lead the team’s sales meeting.
- Hold one-on-ones with two reps.
- Join a rep’s call with a major prospect.
See a full day in the life of a sales manager →
Sales Manager salary
Half of sales managers earned more than $148,270 and half earned less in May 2025. Pay ranged from about $73,170 for the lowest 10% to $290,540 for the top 10%.
Full sales manager pay scale and hourly rates →
How to become a sales manager
- Succeed as a sales rep
- Mentor others
- Become a team lead
- Build management skills
- Advance
A bachelor’s degree in business or a related field plus years of sales experience is typical.
Step-by-step guide to becoming a sales manager →
Skills and tools
Technical skills
- Sales forecasting
- Pipeline management
- Coaching
- Hiring
- CRM analytics
People skills
- Leadership
- Motivation
- Communication
- Decision making
All sales manager skills and tools →
Pros and cons
Pros
- High earning potential
- Leadership and strategy
- Develop people
- Many industries
Cons
- Pressure to hit targets
- Responsible for team performance
- Long hours
- Turnover challenges
Certifications and licenses
- Certified Sales Leader: Credentials for sales management.
- Certified Sales Professional (CSP): Sales credential.
- Salesforce certifications: CRM administration and analytics.
- Leadership development programs: Company or university leadership training.
Career path
- Sales Representative: Sell and exceed quota.
- Sales Team Lead: Lead a small team.
- Sales Manager: Manage a team.
- Director or VP of Sales: Lead sales organizations.
Learn the job before day one
Our Sales Manager training (12 hours, $109.99) covers the role, 15+ key terms, step-by-step procedures such as run a weekly pipeline review and coach a sales rep, safety and how to land your first job.
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Compare: Sales Manager vs. Account Executive · Sales Manager vs. Marketing Manager · Sales Manager vs. Retail Store Manager · Sales Manager vs. Wholesale Sales Rep
Sales Manager FAQ
Do sales managers need a degree?
Usually, though results matter most.
How are sales managers paid?
Salary plus bonuses tied to team results.
How do you become a sales manager?
By excelling in sales and developing leadership skills.
How much does a sales manager make?
The median annual wage for sales managers was $148,270 ($71.28 per hour) in May 2025, according to the U.S. Bureau of Labor Statistics. The lowest 10% earned less than $73,170 and the highest 10% earned more than $290,540.
How long does it take to become a sales manager?
Most people need about 4 years plus 3–5 years in sales of training. A bachelor’s degree in business or a related field plus years of sales experience is typical.
Do you need a degree to be a sales manager?
Usually. BLS lists a bachelor’s degree as typical plus experience. Many sales managers are promoted for strong sales results, with or without a degree.
More sales manager questions →
Sources
- U.S. Bureau of Labor Statistics, BLS Occupational Employment and Wage Statistics (OEWS), May 2025, SOC 11-2022 (Sales managers).
- U.S. Bureau of Labor Statistics, BLS Employment Projections, Table 1.2 (2025–35).
- O*NET OnLine summary for Sales managers (U.S. Department of Labor).
- BLS Occupational Outlook Handbook.
Reviewed by the Career Education Institute Curriculum Team. Pay figures are national estimates; local pay varies. See our editorial policy.