7 years ago
June 6, 2017

Roles and Responsibilities of a Successful Sales Manager

Considering a career as a sales manager? Here are some of the Roles and Responsibilities of a Successful Sales Manager.

Rhys Metler

Most sales manager positions involve somewhat similar roles and responsibilities. But to be a truly successful sales manager, it’s what you do with your role that matters most. To help you gain a better understanding of what successful sales managers do, we’ve outlined common roles and responsibilities one can expect in the role.

Top Responsibilities of Sales Managers

Here are some of the commonly outlined roles and responsibilities in job descriptions:

1. Prioritization:

Help the sales team determine which opportunities to pursue and how much effort and time to spend on various clients or leads.

2. Defining sales targets:

Forecasting and predicting sales and sales goals for the organization and sales team is one of the main roles of sales managers. Your ability to accurately forecast sales and set targets is a key to meeting targets and keeping sales reps motivated.

3. Sales strategy:

Sales strategies vary based on what you are selling and to whom you are selling. Creating, monitoring, and adjusting sales strategies is a key part of a sales manager’s role. They need to have the ability to see when things are not working and make adjustments to improve efficiency.

4. Coaching and training:

The ability to improve the people around you is a highly desirable skill that companies want in their sales managers. The ability to help sales reps grow and keep them motivated and engaged is a key success factor for sales managers.

5. Lead generation:

Finding leads is a vital part of the sales process. Effective sales managers are always looking for new leads or new ideas to re-engage current prospects and move them through the sales funnel.

Responsibilities can emerge as you make the job your own. Every job is different, and roles are constantly changing to meet new market demands. To be truly successful as a sales manager, you need to go above and beyond the job description. The roles and responsibilities in your job description are a guideline, and those who expand upon them and use them as tools to motivate the sales team and strive to achieve more will have success.

More Advice for Sales Managers

Learn more about the roles and responsibilities of sales managers, and get advice for being successful in the position by reading these blog posts:

6 Tips to Be a Successful Sales Manager

10 Tips to Motivate Your Sales Team

The Top 7 Characteristics of a Successful Sales Manager


SalesForce Search is a sales recruiting company which specializes in the recruitment and placement of sales professionals. We recruit sales people in every sector of the economy including, software, manufacturing, financial services and medical devices. Find the right sales person for your organization, start your search here.

Rhys Metler

Rhys is a tenacious, top performing Senior Sales Recruiter with 15+ years of focused experience in the Digital Media, Mobile, Software, Technology and B2B verticals. He has a successful track record of headhunting top performing sales candidates for some of the most exciting brands in North America. He is a Certified Recruitment Specialist (CRS) and has expert experience in prospecting new business, client retention/renewals and managing top performing sales and recruitment teams. Rhys enjoys spending quality time with his wife, son, and daughters, BBQing on a hot summer day and tropical vacations.