Update the sales forecast
Open the forecast, ask a rep why a buyer's purchase slipped, then revise expected revenue and give reasons.
Career profile
Sales Manager
Sales managers lead a team that sells a company's goods or services.
Setting the team's targets, coaching reps through tough deals and picking a fix when the numbers fall short all land on you.
A day in the life
Rehearse a tough product question
Playing the customer, ask a rep a likely question, then tell them how clearly they explained and listened.
Set territories and goals
Pull up sales results, split customer territories among reps, and tell each rep which goals they'll chase.
Settle a customer complaint
Open the order, hear out the complaint, and plan a response, sometimes deciding whether to offer a discount.
Quick facts
Usually a degree + sales experience
United States · 2025–2035
$148,270 median annual wage
United States · May 2025
4.5% projected growth
United States · 2025–2035
Quick orientation
Preparation, pay & outlook
Preparation
Usually a degree + sales experienceA bachelor's degree and related work experience are typical preparation.
Pay
$148,270 median annual wageThe national hourly equivalent is $71.28.
Outlook
4.5% projected growthAbout 47,300 openings annually, including replacement openings.
Fit, tradeoffs & changing tools
You might like this if…
- You enjoy helping someone improve through specific feedback.
- You like checking numbers before choosing a plan.
- You can discuss disappointing results without making the conversation personal.
Things to weigh
- Missed sales deadlines can threaten job security.
- Travel, evenings, weekends, and long weeks may be required.
Where AI may help
Some sales software, including Salesforce, uses artificial intelligence to estimate revenue from past deals and highlight changes in the team's forecast.
What people still lead
You question the assumptions, discuss uncertain deals with representatives, and decide whether to adjust the forecast or coach someone.
What we can’t predict yet
How much forecast review software can take over remains uncertain, especially when customer behavior changes or sales records are incomplete.
Pay in context
Earnings
These are managers' wages, not starting sales-representative pay.
The national spread
The bottom 10% earned under $73,170; the top 10% earned over $290,540. These aren't beginner and experienced pay bands.
Industry makes a difference
Annual medians were $100,000 in retail, $149,980 in wholesale, and $174,440 in finance and insurance.
Understand the incentive plan
Salary often comes with commissions or bonuses. Published wages include commissions and production bonuses; they exclude overtime premiums and self-employed earnings.
Openings exceed net growth
Employment is projected to add about 29,000 jobs over 2025–2035. The 47,300 annual openings also cover people leaving the occupation; they aren't all newly created jobs.
Getting started
Combine college with sales experience
- What the route involves
- Study business or a related subject, then build experience as a sales representative.
- What it can lead to
- Together, these provide typical preparation for management applications.
Build industry experience first
- What the route involves
- Develop a record of growing profitable sales in an industry such as foodservice distribution.
- What it can lead to
- Some district-management jobs accept relevant industry experience instead of a bachelor's degree.
- What to check
- This substitution depends on the employer; experience does not guarantee promotion.
Management usually follows experience selling.
After entry
Career paths
This starts where the entry routes leave off: early work, growing capability, and advancement or specialization.
Get established
Learn how your team records potential sales. Set a review routine so representatives use consistent evidence when they say a deal is likely.
Improve your judgment
Compare forecasts with actual results. Use recurring gaps to choose coaching topics and change the team's sales approach.
Lead a wider sales operation
A possible next step is sales director, with responsibility across teams. Larger organizations also have regional leaders who manage other sales managers.
Where you can work
Foodservice distributors
You may visit customers alongside representatives and coordinate with delivery or credit staff when orders hit problems. Field coaching sits alongside sales reports.
- Office
- Field work
- Travel
Consumer-facing retail businesses
Your team sells directly to individuals. The retail setting brings customer complaints and sales-staff training close to the buying experience.
- Indoors
Try it
See whether the job clicks before you commit to the path.
Invent weekly results for three salespeople: customer conversations, sales, and revenue. Give each person a different weak spot. Write one question and one coaching action for each. Notice whether you enjoy figuring out how to improve the team's results.
Sources
- O*NET OnLine. 11-2022.00 — Sales Managers. Accessed 2026-10-02.
- U.S. Bureau of Labor Statistics. Occupational Outlook Handbook — Sales Managers. Accessed 2026-10-02.
- U.S. Bureau of Labor Statistics. Table 1.2 — Occupational projections and worker characteristics, 2025–2035. Accessed 2026-10-02.
- Salesforce. View and Set Sales Forecasts. Accessed 2026-10-02.
- Salesforce. Get Started with Sales Forecasting. Accessed 2026-10-02.
- Sysco. District Sales Manager — Dayton/Columbus, Ohio. Accessed 2026-10-02.