Making the leap from sales rep to manager is a big step – and not just in title. It may be surprising to learn that sales management is less about closing sales and more about leading a team. The truth is that the two positions have very different responsibilities, and as a manager, you will need to focus on coaching your team, setting goals, and creating the right environment for success.
If you are considering pursuing a promotion from sales representative to sales manager, it’s important to understand the responsibilities of the role and the practical steps you can take to make the leap.
What it takes to be a sales manager
A sales manager is more involved in managing a team than making individual sales. As a sales manager, you can expect to move away from cold calls and closing deals to overseeing a team of sales representatives. If you are not passionate about leading and coaching others, you may be better off staying in a sales role.
A sales manager is responsible for building and maintaining the framework that drives a sales team to meet targets. This includes:
Coaching new hires
A big part of being a sales manager is onboarding, building confidence, and sharpening the skills of sales representatives on the team. Effective coaching can significantly enhance a team’s sales performance. According to the Center for Management and Organizational Effectiveness, coaching leads to an 88% increase in productivity, while training alone yields only a 23% increase.
Being accountable for team performance
As a sales manager, you’ll no longer have personal sales targets. Instead, your success will be measured by the sales performance of your team. To succeed as a sales manager, you will need to lead effectively, whether it’s by motivating underperforming sales reps or setting a clear sales strategy.
Reporting to upper management
Sales managers are held responsible for the sales performance of the team. You will be expected to report sales outcomes to upper management, advocate for your team, and implement changes in line with the executive strategy.
The increase in responsibility comes with a rise in earning potential and employee perks. Holding a management position also creates additional opportunities for advancing your career into higher-level roles, whether at your current workplace or the next.
Steps to take from sales rep to manager
To transition to a management position, you’ll need to prove that you are ready to take on more responsibility while continuing to excel in sales performance. Here are practical steps you can take to increase your chances of becoming a sales manager.
Build relationships
If you want to manage people, you’ll need to establish trust. It’s important to be consistent in how you work with others and show a genuine interest in achieving success together.
Build relationships with other sales representatives by collaborating with them on difficult deals and sharing knowledge that you’ve picked up. When you transition to sales management, you can rely on these relationships to manage the team’s performance better.
Build relationships up the corporate ladder. Connect with your direct manager and make your interest in leadership known. Establishing a positive relationship with upper management will keep you in sight of future promotion opportunities.
Focus on hitting KPIs
Most companies promote top performers to management positions – good performance in sales denotes a keen understanding of key sales principles, which is what a sales manager needs. After all, if you can’t sell effectively, you won’t be taken seriously as someone capable of leading others to do the same.
Consistently hitting (or exceeding) your sales targets places you in a prime position to be considered for a promotion to sales manager.
Take the initiative to show leadership
Exercise leadership skills in preparation for the transition. When someone on the team hits a roadblock, offer solutions or volunteer to help. It’s not just about offering unsolicited advice but also about stepping in and helping your team when it counts, whether it’s by rewriting an email, sitting in on calls, or guiding a colleague through new processes.
A big part of being a leader is serving the team. By demonstrating that you can lead others to success, you’ll be more likely to be considered for a sales management position.
Train for the job
While sales experience is valuable, it’s not enough to succeed in the role. Getting the proper training for a sales management role increases your chances of being considered for a promotion.
Beyond formal training, attend specific sales management courses to better understand the role of a sales manager, as well as how you can transition into it. Short-format courses in sales management provide a quicker way to understand the theory behind effective sales leadership, offering direct insight into coaching strategies, performance systems, reporting structures, and even common pitfalls for new managers.
LinkedIn’s 2025 Workplace Learning Report revealed that leadership and management training is the number one priority for learning and development programs in companies across the world. Given the large focus on management training, it makes sense that you should enrol in a sales management course to show that you’re ready for the next step in your career.
If the goal is to transition from sales rep to sales manager, don’t wait for an opportunity to present itself. Equip yourself with the right skills now with Entry Education’s online sales management course. Our sales management course is suitable for sales reps who are looking beyond individual performance to enhance overall sales performance for a team. Learning is completely self-paced and can be completed within 100 hours. Register for the sales management course and learn what it takes to be an effective sales manager.
