Sales manager
Organise, coach and lead a team of sales representatives to work towards agreed sales targets.
Also known as: lead sales representative
About the job
What it's like
You would organise, coach and lead a team of sales representatives to work towards agreed sales targets.
You would be responsible for a team of sales representatives who are selling a product or service. You may specialise in a field such as business to business sales. You may also be the area manager for sales across a set area or sales patch.
You would:
Hire and train sales staff
Allocate areas to sales reps
Develop sales strategies and set sales targets
Check on the team’s performance and push them to reach targets
Give feedback and coaching to team members
Gather and analyse sales figures
Collect customer feedback and market research
Report back to senior managers
Keep up to date with products and competitors
In some jobs you may also handle some major customer accounts yourself, or you may be involved with marketing as well as sales.
Hours
You would usually work standard office hours, 9am to 5pm, Monday to Friday. Visits to customers and sales staff may often make your working day longer.
Environment
You would usually be based in an office but would also spend time travelling.
Travel
You may need to attend conferences, trade fairs and exhibitions which could involve working in the evening and at the weekend. This could involve spending time abroad. You may be expected to have a full driving licence.
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Related industries
Many jobs can be done in lots of different industries. We've highlighted the ones we think are most important for this job.
Food and drink
Top skills
Skills are things you're good at. Whether you know what yours are or not, everyone has them!
It's useful to learn which ones are important in a job so you know the areas you need to brush up on. It can also help you work out if you're suited to a career.
Top specialised skills
These are the top specialised skills that have been found in job vacancies across Scotland. From March 2024 to March 2025.
- sales management
- selling techniques
- sales strategy
- sales excellence
- key account management
- promotional campaigns
- renewable energy markets
- performance analytics
- flow control
- information lifecycle management
Meta skills
Here are some of the meta skills you'll need to do this job.
- taking responsibility
- motivating others
- delegating
- managing resources
- attention to detail
- respecting
- working with numbers
- verbal communication
- cooperating
- positive attitude
Your skills are important
Our unique skillsets are what make us stand out from the crowd. Learn about each skill in depth and discover what employers look for in your applications and interviews.
Getting in
Explore each section to find more information about getting into this career.
Colleges and universities will list subjects you'll need for entry to a course. Some useful subjects include:
Business
Business Management
Skills for Work: Retailing
There is no single entry route to this profession but previous sales experience, product knowledge and the ability to meet targets is often essential.
Many employers look for a Higher National Certificate (SCQF level 7), a Higher National Diploma (SCQF level 8) or a degree (SCQF level 9/10) in areas such as retail or business management.
You can enter a Higher National Diploma in Retail Management (SCQF level 8) with National 4/5 qualifications and one to two Highers or equivalent qualifications.
To enter a degree in Retail Management or Marketing (SCQF level 9/10) usually requires National 5 qualifications and a minimum of four Highers at B or above or a relevant HNC/HND.
Employers also value relevant work-based experience and qualifications such as a Scottish Vocational Qualifications in Retail (SVQ level 2/3).
Qualifications and experience in customer services and sales such as Skills for Work Retailing (SCFQ level 5) may also be of value when applying to courses or entry level sales jobs.
Once in a job you can work towards relevant qualifications such as a Scottish Vocational Qualification in Retail: Management (SVQ level 3) or Institute of Sales and Marketing Management (ISMM) management qualifications.
You will also need a driving licence for some jobs.
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