Career Development

What Does a Head Of Sales Do?

Find out what a head of sales does, how to get this job, and what it takes to succeed as a head of sales.

Head of sales is a senior-level position in an organization that oversees the entire sales department. They are responsible for setting and achieving company goals, managing all aspects of the sales team, and ensuring that everyone is working towards the same objectives.

Heads of sales often have extensive experience in their field and may even be considered experts in their industry. This gives them a unique perspective on how to best approach sales strategies and tactics. They also tend to have strong leadership skills and are able to motivate their teams to perform at their best.

Head Of Sales Job Duties

A head of sales typically has a wide range of responsibilities, which can include:

  • Leading a team of sales representatives and supporting them by providing feedback on their performance
  • Working with marketing teams to develop new product lines or promotions to increase sales
  • Helping to identify new markets where the company can expand its operations
  • Maintaining relationships with key clients and partners within an industry or sector to build business opportunities
  • Managing a team of sales representatives to ensure they are meeting goals and deadlines
  • Developing a plan to increase customer purchases by identifying customer needs and recommending products or services that will satisfy those needs
  • Ensuring that the company’s products are available in retail outlets or other locations where consumers can purchase them
  • Meeting with potential clients to discuss product offerings and determine pricing for those offerings
  • Establishing a plan to increase customer retention and satisfaction through improved customer service or satisfaction with products or services

Head Of Sales Salary & Outlook

Head of sales salaries vary depending on their level of education, years of experience, and the size and industry of the company. They may also earn additional compensation in the form of commissions and bonuses.

  • Median Annual Salary: $125,000 ($60.1/hour)
  • Top 10% Annual Salary: $226,000 ($108.65/hour)

The employment of head of sales is expected to grow at an average rate over the next decade.

Demand for these workers depends on the overall health of the economy and the performance of individual companies. As the economy grows, demand for goods and services increases, leading to greater demand for sales representatives. However, as economic growth slows, demand for sales representatives may decline.

Head Of Sales Job Requirements

The following are some of the requirements that are often looked for in a head of sales candidate:

Education: A minimum of a bachelor’s degree is often a requirement to become a head of sales. Many companies prefer candidates to have a master’s degree in business administration (MBA). An MBA is a four-year program that includes coursework in finance, accounting, marketing, economics and business law.

Training & Experience: Most head of sales roles require at least five years of experience in a sales position. Some employers may prefer candidates with 10 or more years of experience. Sales training can be obtained through internships, entry-level sales positions and on-the-job training. Sales training teaches candidates how to interact with clients, how to present products and services and how to close sales.

Certifications & Licenses: Certifications allow professionals to prove their qualifications to current and future employers. Head of sales professionals can earn certifications to gain more theoretical knowledge of their responsibilities, test their professional skills and further advance their career.

Head Of Sales Skills

Heads of sales need the following skills in order to be successful:

Communication: Communication is the act of conveying information to another person. In sales, communication is essential to building trust with customers and convincing them to make a purchase. Communication skills can also help you to collaborate with other sales representatives and managers to develop strategies for increasing sales.

Leadership: Leadership skills are another important aspect of a salesperson’s skill set. As a sales manager, you may be responsible for training and developing your team of sales representatives. Leadership skills can help you guide your team to success. You can also use leadership skills to motivate your team and encourage them to work hard.

Relationship building: Relationship building is the ability to form connections with others. This skill is important for sales professionals because it allows them to form relationships with customers and clients. This can help them build trust with their customers and encourage them to make purchases. It can also help them form connections with other sales representatives, which can help them collaborate on sales campaigns and share information.

Negotiation: Negotiation is the ability to persuade others to agree to your terms. This is a crucial skill for sales professionals, as they often need to negotiate with customers to close deals. For example, if a customer is hesitant to buy a product, the head of sales may be able to persuade them to make a purchase by offering a discount or other incentives.

Persuasion: Persuasion is the ability to convince others to take action. In sales, this skill is essential. You need to persuade customers to buy your product or service. You also need to persuade your manager to give you a raise or promotion.

Head Of Sales Work Environment

The head of sales typically works in an office environment, although travel may be required for sales meetings, conferences, and client visits. The job may be stressful, as the head of sales is responsible for meeting sales targets and ensuring that the sales team meets its quotas. The head of sales may work long hours, including evenings and weekends, to meet deadlines or to take advantage of business opportunities.

Head Of Sales Trends

Here are three trends influencing how the head of sales works. The head of sales will need to stay up-to-date on these developments to keep their skills relevant and maintain a competitive advantage in the workplace.

The Rise of the Digital Sales Rep

The rise of the digital sales rep is a trend that is quickly changing the way businesses sell their products and services. With the increasing popularity of online shopping, customers are now more likely to research and buy products online rather than in-store.

This means that sales reps need to be well-versed in digital marketing techniques in order to reach potential customers. They also need to be able to effectively communicate with customers through social media channels and email.

More Focus on Customer Experience

As customer experience becomes more important, businesses are beginning to focus more on hiring professionals who can create a positive experience for customers. This is where the head of sales comes in—he or she is responsible for creating a positive experience for customers by developing strong relationships with them and understanding their needs.

In order to be successful in this role, the head of sales will need to be able to understand what makes customers tick and how to meet their needs. He or she will also need to be able to manage a team of salespeople and ensure that they are providing excellent service to customers.

A Greater Emphasis on Data-Driven Decision Making

As data becomes an increasingly important part of business decision making, the role of the head of sales will become more important.

Sales professionals will need to be able to use data to make informed decisions about which products to sell and how to market them. They will also need to be able to interpret data and use it to improve the overall performance of their company.

How to Become a Head of Sales

A head of sales career can be a great way to advance your marketing career. As the head of sales, you’ll have the opportunity to lead and manage a team of salespeople. This is a great way to develop your leadership skills and learn how to motivate people.

You’ll also need to have a strong understanding of the market and competition in order to effectively sell your products or services. This means that you should always be up-to-date on the latest trends and developments in your industry.

Advancement Prospects

The head of sales is responsible for the overall sales strategy and performance of the sales team. In order to advance to this position, you will need to have several years of experience in sales, preferably in a management role. You will also need to have a proven track record of success in meeting and exceeding sales targets.

As the head of sales, you will be responsible for developing and implementing sales strategies that will enable the company to reach its sales targets. You will also be responsible for managing and motivating the sales team to ensure that they are meeting their targets. In addition, you will be responsible for analyzing sales data and trends in order to identify new opportunities for growth.

Head Of Sales Job Description Example

[CompanyX] is a rapidly growing startup that is shaking up the status quo in the [industry] industry. We are looking for a Head of Sales to lead and grow our sales team as we continue to scale our business. The ideal candidate will have experience building and managing a sales team, developing and executing sales strategy, and achieving targets in a fast-paced environment. He/she will be a strong leader with a track record of success in sales and a deep understanding of the [industry] industry. The Head of Sales will report directly to the CEO and will be based in our [city] office.

Duties & Responsibilities

  • Achieve or exceed quarterly and annual sales targets by developing and executing effective plans
  • Create, maintain, and update an accurate pipeline of opportunities through the entire sales cycle
  • Proactively manage relationships with key customers and partners to ensure satisfaction and continued business
  • Understand customer requirements and work with cross-functional teams to develop solutions that address them
  • Deliver engaging presentations virtually and in person to promote company products and services
  • Negotiate pricing and contractual terms to close deals while maximizing profits
  • Stay up to date on industry trends and competitor activity to identify new business opportunities
  • Train, coach, and mentor members of the sales team to help them improve their skills and performance
  • Develop and implement processes and tools to improve efficiency and effectiveness across the sales organization
  • collaborate with marketing to create demand generation campaigns that drive awareness and generate high-quality leads
  • Work with finance to establish budgets and track expenses
  • Report regularly to upper management on progress against objectives, KPIs, and other metrics

Required Skills and Qualifications

  • 10+ years in sales leadership roles, with a proven track record of achieving quotas
  • Proven experience developing and executing business strategy
  • Experience building and managing high-performing sales teams
  • Significant general management and P&L experience
  • Ability to craft and execute a business strategy
  • History of decision-making based on business metrics

Preferred Skills and Qualifications

  • Strong technical experience with Salesforce and other commercial tools
  • MBA—or equivalent advanced degree
  • Experience working in a startup or high-growth environment
  • Track record of success in complex sales cycles


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