Career Development

What Does a Sales Development Manager Do?

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

Sales development managers are responsible for overseeing the sales efforts of their company. They work with a team of salespeople to develop and implement strategies that will help increase revenue and market share.

Sales development managers commonly oversee multiple teams, each of which is tasked with selling different products or services to different types of customers. Sales development managers must be able to effectively manage all of these teams at once while still ensuring that each one is meeting its individual goals.

Sales Development Manager Job Duties

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

  • Maintaining relationships with past clients by following up with them regularly to ensure satisfaction with the products or services they purchased
  • Conducting research to identify potential new markets for the company’s products or services
  • Preparing reports on sales activities, including leads generated and their status, to managers in the company
  • Identifying opportunities for new business within existing markets for growth, by contacting potential clients to introduce new products or services
  • Developing training programs to help improve sales skills for other employees in the organization
  • Researching new technologies in the industry to determine how they might affect the company’s products or services
  • Scheduling meetings with potential clients to discuss their needs and determine whether the company can meet them
  • Training new employees on how to sell the company’s products or services
  • Negotiating contracts with clients

Sales Development Manager Salary & Outlook

Sales development 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: $82,500 ($39.66/hour)
  • Top 10% Annual Salary: $162,000 ($77.88/hour)

The employment of sales development managers is expected to grow faster than average over the next decade.

Demand for these workers will be driven by the need for companies to increase revenue and market share. Sales development managers will be needed to help develop new markets and find new customers for their companies’ products and services.

Sales Development Manager Job Requirements

A number of qualifications are necessary to become a sales development manager. They include:

Education: Sales development managers are typically required to have a bachelor’s degree in a related field, such as business, marketing or communications. Some employers prefer candidates who have a master’s degree in business administration (MBA). An MBA is useful for sales development managers who want to advance their careers and increase their earning potential.

Training & Experience: Sales development managers typically have several years of sales experience. They may have worked as a sales representative, sales associate or sales manager. They may have worked in a related industry, such as marketing or advertising, but this is not required. Sales development managers typically receive on-the-job training to learn about the company’s products and services, the company’s sales process and the company’s sales and marketing strategies. They may also learn about the company’s computer systems and software.

Sales development managers can also receive off-the-job training in the form of seminars and conferences. These professionals can attend seminars to learn about new products, strategies and trends in the industry. They can also attend conferences to network with other professionals in the industry.

Certifications & Licenses: Certification is rarely a requirement for a sales development manager. However, earning a sales certification can make you a more appealing candidate when applying for a job, show you have ambition and drive and help you master the skills you need to succeed in this role.

Sales Development Manager Skills

Sales development managers need the following skills in order to be successful:

Communication: Communication is the act of conveying information to others. As a sales development manager, you may need to communicate with clients, colleagues and other stakeholders. You can use communication to convey information about products, services and company policies. You can also use communication to convey your team’s sales goals and strategies.

Relationship building: Relationship building is the ability to form and maintain positive relationships with others. This skill is important for sales development managers because it allows them to build trust with potential clients and encourage them to make purchases. Relationship building can also help sales development managers form connections with other sales representatives, which can help them share information and collaborate on sales strategies.

Prospecting: Prospecting is the act of finding potential customers. Sales development managers use prospecting skills to find new leads and convert them into customers. They may use a variety of methods to find prospects, including social media, email marketing and cold calling.

Product knowledge: Product knowledge is the ability to understand the features and benefits of a product. This is an important skill for sales managers because it allows them to explain the value of a product to a potential customer. It also allows them to answer questions about the product and provide information that can persuade a customer to make a purchase.

Leadership: Leadership skills can help sales managers motivate their teams and encourage them to achieve their goals. You can use your leadership skills to help your team develop strategies, encourage them to work together and hold them accountable for their actions.

Sales Development Manager Work Environment

The work environment for a sales development manager is usually in an office setting, although some travel may be required for meetings with clients or potential customers. The job is typically a full-time position, although some overtime may be required to meet deadlines or quotas. The job can be stressful at times, as the sales development manager is responsible for meeting or exceeding sales targets. However, the job is also very rewarding, as the sales development manager is directly responsible for the success of the sales team.

Sales Development Manager Trends

Here are three trends influencing how sales development managers work. Sales development 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 Need for a More Agile Sales Model

The sales industry is changing rapidly, and businesses are increasingly moving towards a more agile model. This means that sales teams need to be able to move quickly and adapt to changes in the market.

Sales development managers will need to be able to manage this new model by being more flexible and nimble. They will also need to be able to communicate effectively with other members of the team, such as marketing and product management.

More Focus on Digital Marketing

As digital marketing becomes more important, sales development managers will need to focus on developing skills in this area.

Digital marketing can include a wide range of activities, such as social media marketing, search engine optimization, and email marketing. By focusing on these areas, sales development managers can help their companies reach a wider audience and generate more leads. In addition, they can also use digital marketing to track the success of their campaigns and make adjustments as needed.

A Greater Emphasis on Customer Experience

Customer experience has become an increasingly important factor in business decisions, and sales professionals are feeling the impact.

Sales development managers can capitalize on this trend by ensuring that their team is focused on providing a great customer experience. This includes everything from training employees on how to interact with customers to setting up systems to track customer feedback.

How to Become a Sales Development Manager

Sales development managers have a lot of responsibility. They are in charge of training and developing their team members, as well as leading the sales process with customers. This means they need to be able to think on their feet and come up with creative solutions to problems.

To become a successful sales development manager, you need to have strong leadership skills and be able to build relationships with both customers and employees. You should also be able to manage your time effectively so that you can stay on top of all your responsibilities.

Related: How to Write a Sales Development Manager Resume

Advancement Prospects

Sales development managers typically advance in their careers by taking on larger territories, more responsibility, and more complex sales targets. As they gain experience, they may also be promoted to sales management positions, where they will oversee a team of sales representatives. In some cases, sales development managers may also move into marketing or product management roles.

Sales Development Manager Job Description Example

The Sales Development Manager (SDM) is responsible for managing and developing a team of sales development representatives (SDRs). The SDM will work closely with the SDRs to set and achieve quarterly and annual sales targets. The SDM will also be responsible for developing and executing sales strategies, managing the sales pipeline, and providing feedback and coaching to the SDRs. The ideal candidate will have previous experience managing a sales team, developing sales strategies, and achieving sales targets. He or she will be a strong communicator with excellent people management skills.

Duties & Responsibilities

  • Achieve and exceed quarterly and annual sales targets by developing and executing effective sales strategies
  • Create, maintain, and update a database of potential customers (leads) through market research, trade shows, website inquiries, etc.
  • Work with marketing team to develop targeted campaigns (email, direct mail, events, webinars, etc.) to generate new leads and move prospects through the sales pipeline
  • Qualify leads generated by marketing campaigns to determine fit with our products/services and budget
  • Develop and deliver engaging presentations to potential customers via phone, webinar, or in-person meeting
  • Negotiate pricing and contract terms with customers while maintaining profitability for the company
  • Manage relationships with current customers, ensuring satisfaction and identifying upsell opportunities
  • Serve as primary point of contact for assigned accounts, managing day-to-day interactions and communications
  • collaborate closely with other departments (customer success, product, engineering, etc.) to ensure customer needs are being met
  • Stay up-to-date on industry trends and news, competitor activity, and new product/service offerings
  • Provide input to marketing team on lead generation strategies, messaging, and content
  • Prepare weekly and monthly reports for management on sales pipeline activity, closed deals, forecasted revenue, etc.

Required Skills and Qualifications

  • Minimum 4 years sales development or related experience in a fast-paced environment
  • Proven ability to manage, coach, and develop a team of sales professionals
  • Demonstrated success achieving quotas through direct selling efforts
  • Excellent verbal and written communication skills
  • Strong organizational skills and attention to detail
  • Proficient in Salesforce.com or similar CRM software

Preferred Skills and Qualifications

  • Bachelor’s degree
  • Experience working in the software or technology industry
  • Experience with outbound lead generation campaigns
  • Familiarity with marketing automation software (e.g., Marketo, Pardot)
  • Ability to travel up to 50%

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