Enhancing the chances of getting hired as a Sales Manager: Insights from a LinkedIn-based study
Hiring the right sales manager is a vital factor for the success and growth of a company in every industry. Sales managers are the key to build strong customer relationships, increase revenue and lead the sales teams to achieve set targets. However, as the current industry demands are so volatile, the skills and competencies required for a sales manager also have shifted. Accordingly, sales managers are expected to have not only sales expertise but a mix of factors such as leadership skills, technical knowledge, educational background in the respective industry and the ability to adapt.
This article is based on study conducted with a sample of 45 LinkedIn job advertisements published in English from various industries in Finland to understand what companies look for in sales managers and offers practical advice for both employers and job seekers in today’s competitive job market.
Prior Experience, Soft and Hard Skills
To be recruited as a sales manager in Finland, prior experience adds a great value in a candidate’s profile. Obviously, that has to be a “must have qualification” as the position is on manager category. The LinkedIn advertisements imply the fact that, companies increasingly look for candidates who have previously led sales teams, handled complicated sales tasks and built good relationships with clients both B2B and B2C. According to the study done by Deeter-Schmelz et al., (2008) the perceived characteristics of a typical sales manager are categorized as communication and listening skills, human relations skills, organization and time management skills, coaching skills, knowledge possession, motivation skills, honest and ethical tendencies, selling skills, leadership skills and willingness to empower.
Moreover, negotiation, good communication and client management skills are now required in many industries. Leadership and teamwork are also highlighted, showing that being good with people is still a must for sales managers today. The requirement for hard skills are significantly higher than earlier studies and that sets a clear message: companies now frequently seek sales managers with technical expertise, especially in using CRM systems and data analyzing. In industries such as IT, Energy, Mining, Maritime, Life Sciences and Pharmaceuticals, knowledge in specialized software and data-driven decision-making are now essential elements. This shift highlights the growing importance of technology-related skills in the role of a sales manager today.
Industry Specific Requirements
The relevant educational background is now become a mandatory prerequisite particularly in the industries such as Pharmaceuticals, Biotechnology, IT, Marine, Mining and Energy. Sales managers in these fields are expected to be technically sound and validated through specific educational degrees such as engineering, biology or chemistry. This is essential as sales managers collaborate and engage in conversations with professionals in the same domain.
Sales expertise is another must have requirement for candidates especially in complex B2B fields such as Pharmaceuticals, Energy and IT. Sales experience is the period that a candidate has been in sales and the knowledge gathered during the tenure whereas sales expertise demonstrate how well the knowledge is utilized in real world scenarios. In fact, this is an element that has been stated in early study conducted by Spenser (1972), which considered to be the first study on characteristics of a sales manager. Therefore, not only in high-tech environments, but in customer-facing industries such as Retail and Insurance, also the sales expertise highly valued, with more emphasis on direct customer interactions and meeting immediate sales goals.
Regardless of being technical or non-technical industry, all sales managers need to have good communication skills. This factor is discussed as a fundamental skill in early studies and in the latest study by Gabrevičienė et al. (2019) too. Along with that, language skills are also top rated and English is the commonly required language across all industries coupled with Finnish. That is may be because most of the companies operates globally and sales managers need to connect with the representatives from other countries also. If a candidates is looking at the opportunities in industries such as Automobile, Energy, Entertainment, IT and Maritime then the candidate must be fluent in the regional languages namely Swedish, German, Italian, Spanish or French as an additional language apart from English.
The expectation of sales manager’s job role has evolved and now it goes beyond just traditional selling. It requires strong analytical thinking, especially in industries like Energy, IT, Life Sciences, Biotech and Pharmaceuticals. Modern sales managers need to analyze data, understand market trends and accordingly make strategic decisions.
As Guest & Meric (1989) correctly mentioned adaptability, referred to as behavioral flexibility, as an important trait for sales managers, those are now have become key qualities for sales managers. They must be able to adjust to changing market conditions, new technologies and evolving customer needs to succeed in today’s fast-paced industries.
Key Takeaways for Companies and Job Seekers
Companies
• Highlight the important requirements such as educational qualifications, prior work experience and industry knowledge.
• Ensure the balance between behavioral competencies and technical expertise.
• Clearly state analytical skills as a mandatory qualification.
• Avoid framing language proficiency as a communication skill.
Job Seekers
• Maintain updated LinkedIn profiles
• Showcase adaptability and relationship management skills with clear examples.
• Enhance the level of expertise in technical and analytical skills.
Companies now are in seek of sales managers who not only have sales skills but an all-rounder who possess strong leadership, good communication, industry knowledge and technical know-how. Therefore, candidates must move beyond the traditional sales manager role and acquire new knowledge and develop specialized skills to qualify as modern sales managers.
References
Deeter-Schmelz, D. R., Goebel, D. J., & Kennedy, K. N. (2008). What are the Characteristics of an Effective Sales Manager? An Exploratory Study Comparing Salesperson and Sales Manager Perspectives. Journal of Personal Selling & Sales Management, 28(1), 7-20. DOI: 10.2753/PSS0885-3134280101
Gabrevičienė, A., Petrošienė, B., & Šidlauskienė, D. (2019). Personal qualities in the context of sales manager competence development. Economics and Culture, 16(2), 76–84. https://doi.org/10.2478/jec-2019-0021
Guest, D. B., & Meric, H. J. (1989). The Fortune 500 Companies’ Selection Criteria for Promotion to First Level Sales Management: An Empirical Study. The Journal of personal selling & sales management, 9(3), 47-52. https://doi.org/10.1080/08853134.1989.10754535
Spencer, H. (1972). Salesmen and Sales Managers Look at the District Manager. California Management Review, 15(1), 98-105. https://doi.org/10.2307/41164406.
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