Career Development

What Does an Inside Sales Manager Do?

Find out what an inside sales manager does, how to get this job, and what it takes to succeed as an inside sales manager.

Inside sales managers are responsible for managing the day-to-day operations of their company’s inside sales department. They oversee all aspects of this department, including recruiting and hiring new employees, training current staff on best practices, and developing strategies to increase revenue and market share.

Inside sales managers may also be tasked with overseeing outside sales teams as well. This means they may have to coordinate efforts between both groups in order to ensure that everyone is working toward the same goals.

Inside Sales Manager Job Duties

An inside sales manager typically has a wide range of responsibilities, which can include:

  • Communicating with clients to understand their needs and recommending solutions that fit their needs
  • Coordinating with other members of the sales team to ensure that all aspects of the sales process are covered
  • Preparing reports on sales activity, forecasts, and other data to aid in decision making
  • Conducting training sessions on products or services to ensure that sales staff members are properly trained
  • Identifying potential clients through networking or other methods of lead generation
  • Managing the day-to-day operations of the sales department, including hiring and training new employees, monitoring progress of current employees, and firing poor performers
  • Establishing and maintaining relationships with existing clients by providing ongoing customer support and service
  • Meeting regularly with clients to discuss new opportunities for growth and identifying potential problems that could arise
  • Monitoring competitors’ prices and offerings to ensure that the company is able to compete effectively in the marketplace

Inside Sales Manager Salary & Outlook

Outside sales managers’ 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: $70,500 ($33.89/hour)
  • Top 10% Annual Salary: $125,000 ($60.1/hour)

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

Demand for inside sales managers will be driven by the continued growth of e-commerce and online retailing. As more consumers shop online, demand for these managers will increase as companies seek to improve their online sales and customer service.

Inside Sales Manager Job Requirements

The following are some of the qualifications that are often looked for in an inside sales manager:

Education: A minimum of a bachelor’s degree is often a requirement to become an inside sales manager. Some companies may prefer a master’s degree in business administration (MBA). An MBA can provide you with the skills and knowledge to be an effective leader and manager.

Training & Experience: Most inside sales managers have at least five years of experience in sales. Some have worked as sales representatives or sales managers before advancing to this role. Others have worked in related fields, such as marketing or advertising, and transfer their skills to sales.

Inside sales managers can also receive on-the-job training to learn about the company’s products and services. They may also receive training in the company’s sales software.

Certifications & Licenses: Certifications can validate a professional’s qualifications to current and future employers. Inside sales managers can earn certifications to gain more practical knowledge of their daily responsibilities, test their professional skills and further advance their careers.

Inside Sales Manager Skills

Inside sales managers need the following skills in order to be successful:

Communication skills: As a sales manager, you may be responsible for training and supervising several inside sales representatives. Effective communication is essential to instructing and guiding your team members. You can also use your communication skills to communicate with clients and customers, as well as other managers and executives.

Leadership skills: A sales manager’s leadership skills can help them motivate their team, delegate tasks and encourage professional development. Effective leadership skills can also help a sales manager create a positive work environment where their team feels valued and appreciated.

Problem-solving skills: As an inside sales manager, you may be responsible for resolving customer issues. Your problem-solving skills can help you identify the best solution for a customer’s problem and help you develop a plan to resolve it. You can also use your problem-solving skills to help your team members resolve customer issues.

Decision-making skills: As a sales manager, you may be responsible for making decisions about company policies, employee compensation and other important business matters. Your ability to make sound decisions can help you be an effective sales manager. Your decision-making skills can also help you make the most of your time, which can be important for someone in a managerial role.

Relationship building: A sales manager in an inside sales role often works with the same customers on a daily basis. This means that they need to build strong relationships with their customers. A sales manager with strong relationship-building skills can build trust with their customers and help them feel comfortable with the company. They can also use their relationship-building skills to help their team members build relationships with customers.

Inside Sales Manager Work Environment

The inside sales manager work environment is usually an office setting, and the manager may be required to work long hours, including evenings and weekends. The manager may also travel to meet with clients or attend sales training seminars. The work can be stressful, and the manager may be under pressure to meet sales quotas. The manager must be able to motivate and lead a team of salespeople, and must be able to handle customer complaints and concerns.

Inside Sales Manager Trends

Here are three trends influencing how inside sales managers work. Inside sales managers will need to stay up-to-date on these developments to keep their skills relevant and maintain a competitive advantage in the workplace.

The Growth of Digital Sales

The growth of digital sales is a trend that is quickly changing the way businesses sell their products and services. As more and more people shop online, businesses are beginning to realize that they need to have a strong presence on the internet in order to be successful.

This means that companies are now looking for professionals who can help them develop and execute digital sales strategies. Inside sales managers are well-positioned to take advantage of this trend, as they have the experience and knowledge needed to build and manage successful digital sales teams.

More Focus on Customer Experience

As customers become more demanding, businesses are starting to focus on providing a better customer experience. This means that sales professionals will need to be able to understand what customers want and how to meet their needs.

Inside sales managers can capitalize on this trend by developing skills in customer service and relationship building. They can also work to create a positive environment where customers feel valued and appreciated.

A Greater Emphasis on Teamwork

In recent years, there has been a growing emphasis on teamwork in the workplace. This is due to the fact that teams are often more efficient than individuals when it comes to completing tasks.

As inside sales managers, you need to be aware of this trend and learn how to effectively manage a team. You also need to be able to communicate with team members and ensure that everyone is on the same page.

How to Become an Inside Sales Manager

A successful inside sales manager career requires a combination of hard and soft skills. Hard skills include knowledge of the company’s products or services, as well as industry trends; soft skills include excellent communication and customer service skills, as well as the ability to work independently.

To become an effective inside sales manager, you need to be able to build relationships with customers, understand their needs, and provide solutions that meet those needs. You also need to be able to manage your time effectively so that you can handle multiple tasks simultaneously.

Related: How to Write an Inside Sales Manager Resume

Advancement Prospects

The most common way to advance in this career is to move up within your current company. As you gain experience and prove yourself to be a valuable asset to the team, you will likely be promoted to a higher position. You may also be able to advance by moving to a different company, where you will have the opportunity to take on more responsibility and earn a higher salary.

Those who are interested in management may eventually become an inside sales manager, where they will be responsible for leading a team of salespeople. Those who are interested in more technical aspects of the job may move into a position such as sales engineer, where they will use their knowledge of the product to help customers solve problems.

Inside Sales Manager Job Description Example

The Inside Sales Manager is responsible for the daily operations of the inside sales team. This position reports directly to the Vice President of Sales and is responsible for leading and motivating a team of sales professionals in a fast-paced environment. The Inside Sales Manager will be responsible for developing and executing strategies to increase sales productivity and achieve quotas. This role will also be responsible for coaching and mentoring sales reps, conducting performance reviews, and managing the sales pipeline. The ideal candidate will have previous experience managing an inside sales team, be highly motivated, and have a proven track record of achieving quotas.

Duties & Responsibilities

  • Achieve and exceed quarterly and annual sales targets by managing a team of inside sales representatives
  • Recruit, hire, train, and coach new and existing sales reps on product knowledge, sales techniques, and pipeline management
  • Monitor individual and team performance against KPIs, providing feedback and coaching to improve results
  • Create and implement territory plans and strategies that maximize coverage and market penetration
  • Manage the sales process from lead generation through close, ensuring timely follow-up and accurate forecasting
  • Work closely with marketing to develop and execute campaigns that generate high-quality leads
  • Partner with other departments within the company to ensure a coordinated and efficient approach to meeting customer needs
  • Keep abreast of industry trends, competitive landscape, and emerging technologies
  • Maintain up-to-date knowledge of company products and services
  • Provide input on product development and enhancements based on customer feedback and market analysis
  • Prepare reports and presentations for upper management on sales results, pipeline activity, and forecast
  • Participate in trade shows and other events as needed

Required Skills and Qualifications

  • Proven experience as an inside sales representative or similar role
  • Experience managing a team of sales representatives
  • Excellent communication, presentation, and negotiation skills
  • Strong organizational and time-management skills
  • Thorough understanding of market research and data analysis methods
  • Highly motivated and target driven with a proven track record in sales

Preferred Skills and Qualifications

  • Bachelor’s degree in business administration, marketing, or related field
  • Previous experience working in a customer service or call center environment
  • Familiarity with CRM software and MS Office
  • Outstanding people and leadership skills
  • Solid understanding of performance metrics

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