1Running head: SALES MANAGEMENTSales Management:How to Acquire a Career as Director of SalesAustin Ray-BriggmanKeiser University
2Running head: SALES MANAGEMENTThere are several different forms of sales managers in the business world. This paper will ex-plore several sources that provide a detailed description of the roles performed by sales man-agers. The main career focus point will be on the Director of Sales (DOS) and what it takes to ac-quire this position. Each source used will provide details on different aspects of sales manage-ment including job roles, certifications, skills, and education. The research will answer questions such as: “What is expected of a manger in sales?”, “What qualifications does one need to obtain a position as a Director of Sales?”, and “Why is this career path a good choice?”. This paper will compare sources to provide information on a career in sales management. The research provided will include both personal experience from sales mangers working in the field and educational experience provided from text book descriptions. Upon concluding this capstone paper, one will be able to determine if this is the right career choice.
3Running head: SALES MANAGEMENTSales Management:How to Acquire a Career as Director of Sales. Sales Directors are high-level executiveswho create both international and national salesplans. After creating the sales plan, it is the SalesDirectors duty to justify the plan to both the boardof directors and CEO. A Sales Director is also re-sponsible for Regional Managers. It is the respon-sibility of the Sales Director to closely monitor theregional manager to ensure that they are teachingtheir teams correctly and continuously providingsupport and mentorship.A Director of Sales does not acquire such atitle overnight. Most Sales directors start from the bottom and work their way to the top through proper education, certifications, training, and a wide variety of skills to match. A well skilled andhighly qualified DOS will probably have gone through several levels of management, to reach their final career position, starting with sales management.Sales management is different from any other management role. To do well at managing a team of sales people a sales manager has several roles to play. A sales manager must be able to be a friend, a person their staff can go to for advice, a confidant, strict task assigner, and an effec-tive business-minded executive, all in one person. Sales managers will deal with emotional highsand lows from their employees. These highs and lows are due to days of great sales and days of
4Running head: SALES MANAGEMENTsales slumps. With not always knowing what to expect from employee emotions, it is important for the sales manager to possess patience and exceptional human relation skills.