Technical Sales Manager Job Description
Technical sales managers specialize in selling technical services and electronic products. As managers, they play a part in every stage of the sales process—from planning the sales script to closing the sale. New technology comes on the scene seemingly every day, so success in this position requires someone passionate about the tech industry. Technical sales managers are employed mostly by the telecommunications, consumer electronics, and software industries. They could either work directly for a company selling its suite of products, or they could be employed by an agency that sells technical services. Regardless of setting, technical sales managers work predominantly in an office environment. Some portion of their day can take place in the field if they have client meetings.
The role of technical sales manager is a management position. Ascending to this role requires proven success as a technical sales associate. According to the National Bureau of Labor Statistics, the demand for sales managers, which includes technical sales managers, is set to rise 7 percent through 2026.
Technical Sales Manager Duties and Responsibilities
Work with Senior Management on Sales Strategy
Technical sales managers work with senior management to create a sales strategy based on market research and sales data. This includes crafting a replicable sales pitch that every sales associate can use as a guide.
Train and Develop Associates
Technical sales managers are responsible for handpicking and grooming their team of sales associates. This duty includes sitting in on the interview process and onboarding new hires, covering things such as product knowledge and sales strategies. They are also responsible for the continual professional development of their associates.
Conduct Product Presentations
While sales associates may conduct product presentations on their own when they have built up enough experience, these presentations are developed and conducted by technical sales managers. One must have a thorough knowledge of the product or service being demonstrated to convey benefits and answer questions accurately.
Analyze Employee Sales Productivity to Make Strategy Decisions
Technical sales managers have to possess an analytical mind to make meaning out of sales data. It is their responsibility to determine the key performance indicators for a given sales campaign, monitoring each employee’s productivity to make sure the team is meeting or exceeding the key performance indicators. They use this data to make strategic decisions, such as hiring, firing, or making tweaks to the sales pitch.
Present Sales Reports to Senior Management
Technical sales managers are in constant communication with senior management. They create reports based on sales data at regular intervals and present the data in a way that helps senior management make clear decisions.
Technical Sales Manager Skills
Technical sales managers require more technical skills and knowledge to succeed than the average sales manager. They must be experts on whatever electronic product or technical service they sell and be tech-savvy to conduct product demonstrations. In addition to technical knowledge, technical sales managers must possess leadership qualities. In addition to these traits and areas of knowledge, the following skills are needed to find employment:
- Mastering technical features of products and services being sold
- Using client relationship management software to track and analyze sales productivity
- Evaluating and selecting sales talent based on company needs
- Training and coaching team to be great salespeople
- Conducting product demonstrations using public speaking and sales skills
Technical Sales Manager Tools of the Trade
- The product being sold – This differs from employer to employer, but the number one tool of technical sales managers is the product they sell; they use it in every product presentation
- Client relationship management software – this software is used to analyze sales and keep track of prospects as they move through the sales cycle
Technical Sales Manager Education and Training
The most important factor for technical sales managers is technical sales experience. Most get this position after 3-5 years of succeeding as a technical sales associate. With that being said, some in this position possess a bachelor’s degree in business administration or marketing. The most relevant skills and knowledge come through on-the-job training.
Technical Sales Manager Salary
According to Glassdoor, the national average salary for technical sales managers is $91,050. Those at the bottom of the scale make $63,000, and those at the top of the scale make $123,000. The gap is based on location and commission structure.
Technical Sales Manager Resources
Are you passionate about sales and technology? If so, a career in technical sales may be for you. Check out the list of resources below to learn more about the career path of technical sales managers:
National Association of Sales Professionals – The National Association of Sales Professionals is an organization for sales professionals from all industries and has many technical sales managers among its ranks. Its website offers a career center and webinars covering general sales strategies applicable to all industries.
The Sales Management Association – The Sales Management Association serves sales managers in all industries. In addition to a national conference, this organization hosts regional conferences in several major cities across North America. It also has a blog, called “Management Matters,” that is updated regularly with the latest sales news and management strategies.
Jill Konrath’s Blog – Jill Konrath is the best-selling author of three books on selling in a technical environment. Her blog has great articles on the success mindset, as well as hard tips and strategies for making sales. She also has e-books and webinars for download.
The Salesforce Blog – Salesforce is the client relationship management software used by many sales professionals. The company blog is updated regularly with the latest sales news, sales strategies, and case studies on the role of data in today’s sales decisions.
Cracking the Sales Management Code: The Secrets to Measuring and Managing Sales Performance – The principles in this book are based on the latest research into the best ways to effectively manage sales performance. Every technique presented is backed by a real-world case study involving an industry expert. It is a great read for technical sales managers.
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