Sales Manager: How to Succeed and Earn More

Olena Karas, consultant at White Sales and curator of the Sales Basic course at Projector, answers these and other questions about the profession.

Olena Karas
Sales Manager: How to Succeed and Earn More
Olena Karas

What Does a Sales Manager Do, How Much Do They Earn, and Do You Need to Be a Pushy Extrovert?

Olena Karas, consultant at White Sales and curator of the Sales Basic course at Projector, answers these and other questions about the profession.

Who Is a Sales Manager and Why Is This Profession in Demand?

A sales manager is a key figure ensuring the financial success of a company. By attracting new clients and generating orders, sales managers help companies earn revenue, pay salaries, and grow. Undoubtedly, this is one of the most crucial roles in any business.

What Does a Sales Manager Do and Where Do They Work?

Sales managers work in various industries, ensuring successful sales of goods and services through client interactions—be it text messages, phone calls, online or offline meetings. The demand for professional sales managers consistently exceeds supply, guaranteeing stability and growth potential in this profession.

Responsibilities of a Sales Manager

The main task of a sales manager is to sell products or services, ensuring repeat sales and client recommendations. Key responsibilities include:

  • Finding new clients
  • Communicating and negotiating with clients
  • Preparing and overseeing contract signing
  • Issuing and monitoring invoice payments
  • Maintaining communication with clients throughout the sales process and beyond

Pros and Cons of Being a Sales Manager


  • Continuous professional growth
  • Ability to influence your income
  • Changing industries without losing professional value
  • Constant networking and interesting acquaintances


  • Negative perception by some people
  • Need for extra effort to build positive relationships with clients
  • Negative impact of cold calling on motivation and reputation

Common Myths About the Sales Manager Profession

  1. Pushy and obnoxious: Modern sales managers are attentive and honest, selling only when the client has a need.
  2. Low-paying job: Professional sales managers can earn from $2000 and up.
  3. Must be an extrovert: Success in sales depends on the ability to listen to the client and find solutions, not on temperament.
  4. Born with the talent: Selling is a skill that can be developed through practice.

Sales Manager Salary

Sales managers typically receive a percentage of sales. A junior specialist's salary starts at $500, while experienced professionals can earn up to $10,000 per month.

How to Become a Sales Manager

Essential skills for a sales manager include product knowledge, negotiation skills, time management, analytical abilities, and technological competence. Communication skills, empathy, and proactivity are also crucial.

Education for Sales Managers

Formal education can help understand the basics, but practical experience and results in sales are more important. Courses like Sales Basic at Projector and The Sales at White Sales provide in-depth understanding of the sales process and client negotiations.

How and Where to Find a Job as a Sales Manager

  1. Job search websites
  2. LinkedIn
  3. Direct search
  4. Personal contacts
  5. Recruitment agencies

Career Development for Sales Managers

Opportunities for horizontal and vertical development include entering new markets, gaining expertise in specific areas, expanding competencies, and achieving leadership positions.

Resources for Professional Development

Recommended movies, podcasts, and books:

  • Movies:
    • "The Wolf of Wall Street"
    • "The Pursuit of Happyness"
    • "The Founder"
    • "Boiler Room"
  • Podcasts:
    • "How It Sells?"
  • YouTube Channels:
    • White Sales


  • "SPIN Selling" by Neil Rackham
  • "Agile Selling" by Jill Konrath
  • "Delivering Happiness" by Tony Hsieh
  • "Shoe Dog" by Phil Knight

Don't stop learning—practice and achieve success!

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