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Sales Managers

SOC 11-2022.00Job Zone 4 · Considerable Preparationv.26.05

Context coveredThis framework covers Sales Managers operating across retail, B2B, manufacturing, and service-sector environments, from supervised entry-level coordination through executive leadership of enterprise-wide sales organizations.

Sources:O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.SkillsCrosswalkSkillsCrosswalk — O*NET enrichment + adjacency index. Opens in new tab.
Emerging
Entry / Apprentice
  1. Customer complaint records — document and escalate under supervisor guidance within a structured sales service environment.
  2. CRM software entries — input and retrieve customer account data under direct supervision in a retail or B2B sales office.
  3. Sales operational reports — review and summarize basic metrics with guidance from a senior sales manager.
  4. Customer preference data — assist in collecting and organizing market feedback under direction in a regional sales territory.
  5. Price schedules and discount tables — apply established rate structures to customer quotes under managerial review.
  6. Sales team activity logs — monitor daily outputs and flag anomalies to a supervising manager in a structured sales department.
  7. Product and service knowledge — describe equipment features and basic purchase options to potential customers during supervised client interactions.
  8. Presentation software tools — prepare standard sales decks and reporting summaries following templates provided by senior staff.
  9. Staff scheduling requests — coordinate calendar entries and meeting logistics using scheduling software under managerial direction.
  10. Sales training materials — assist in delivering onboarding content to new sales associates under the oversight of an experienced sales manager.
Developing
Mid-level / Established
  1. Customer complaints regarding sales and service — investigate and resolve with moderate independence using established escalation protocols in a regional sales office.
  2. CRM and database platforms — generate pipeline reports and customer segmentation queries routinely to support territory-level sales planning.
  3. Customer preference trends — analyze purchase patterns and adjust focal sales efforts for a defined product line or geographic territory.
  4. Equipment needs assessments — conduct consultative conversations with potential customers and recommend appropriate product configurations in a B2B sales setting.
  5. Operational records and profitability reports — review and interpret data to project quarterly sales targets with limited supervisory input.
  6. Sales representative performance — conduct structured evaluations and provide developmental feedback in alignment with established performance management frameworks.
  7. Discount rate applications — determine appropriate pricing adjustments within approved authority levels to close deals in competitive market conditions.
  8. Local sales staff activities — coordinate day-to-day tasks and priorities across a small team, ensuring alignment with departmental sales objectives.
  9. Financial analysis software — use tools to track revenue variances and identify profitability gaps across assigned accounts or product categories.
  10. Active listening and social perceptiveness — apply during client and team interactions to identify unstated needs and adapt communication strategies in routine sales contexts.
Proficient
Senior / Expert IC
  1. Regional and local sales managers and their staffs — oversee performance, guide strategic priorities, and resolve escalated operational issues across a multi-location sales organization.
  2. Complex customer complaints — resolve autonomously by applying negotiation and judgment to protect client relationships and organizational reputation in high-stakes service scenarios.
  3. Market and customer preference intelligence — synthesize cross-channel data to determine strategic focus of sales efforts across product lines and customer segments.
  4. Price schedules and enterprise discount structures — design and implement rate frameworks that balance competitive positioning with margin targets across a full sales portfolio.
  5. Staffing, training, and performance evaluation programs — plan and direct end-to-end talent development initiatives that strengthen sales capability organization-wide.
  6. Sales of manufactured products, services, or commodities — direct and coordinate all channel activities to achieve revenue goals across a full territorial or vertical scope.
  7. Non-routine profitability challenges — apply complex problem-solving and systems evaluation to diagnose underperforming segments and recommend corrective action.
  8. Cross-functional coordination — align sales operations with marketing, finance, and operations teams to ensure integrated execution of go-to-market strategies.
  9. Cloud-based data sharing and reporting platforms — leverage enterprise tools to provide real-time visibility into sales performance metrics for distributed teams.
  10. Inductive and deductive reasoning — apply to evaluate competing market signals and develop evidence-based sales strategies in ambiguous or rapidly shifting industry environments.
Advanced
Lead / Principal / Executive
  1. Organizational sales strategy — set long-range direction and resource allocation frameworks that drive sustainable revenue growth across all business units and markets.
  2. Senior sales leadership teams — develop and mentor regional and local sales managers, building bench strength and succession pipelines at executive scale.
  3. Enterprise pricing philosophy — establish discount authority structures, margin governance policies, and competitive pricing models that shape company-wide profitability.
  4. Sales culture and performance standards — define organizational norms for accountability, achievement orientation, and customer-centricity that elevate team performance across the enterprise.
  5. Executive-level customer relationships — engage C-suite stakeholders of major accounts to resolve systemic service issues and forge long-term strategic partnerships.
  6. Sales forecasting and capital planning — translate market intelligence and operational data into board-level revenue projections and investment recommendations.
  7. Cross-industry go-to-market models — lead the design and deployment of diversified sales programs spanning products, services, real estate, and emerging revenue streams.
  8. Organizational learning systems — champion adoption of advanced CRM, financial analysis, and AI-driven tools that institutionalize data-driven decision-making across sales functions.
  9. Enterprise talent management — direct company-wide staffing, compensation design, and leadership development programs that attract and retain high-performing sales professionals.
  10. Industry thought leadership — represent the organization in external forums, shaping sales and marketing best practices and influencing sector-wide standards in alignment with organizational mission.

AI-at-Work Competency Framework

Sources:Anthropic Economic IndexAnthropic Economic Index — release_2026_03_24. Opens in new tab.Jadhav & Danve, 2026Skill Automation Feasibility Index — Jadhav & Danve, 2026 (arXiv:2604.06906). Opens in new tab.WEF Skills TaxonomyWEF Skills Taxonomy 2021 — Building a Common Language for Skills at Work. Opens in new tab.
Subscriber feature

Authoritative source data identified for 998 occupations

How a worker at each mastery level uses, directs, and evaluates AI tools in this occupation. Each statement cites its evidence inline; click a citation chip to verify the source.

Emerging
  1. AI-generated sales report summaries — uses an LLM to condense operational records and performance data into readable overviews, reducing time spent on manual data review Anthropic Economic IndexAnthropic Economic Index — release_2026_03_24. Opens in new tab..
  2. Customer complaint drafting — submits complaint details to an AI assistant to generate initial response templates, then reviews and personalizes each reply before sending Anthropic Economic IndexAnthropic Economic Index — release_2026_03_24. Opens in new tab..
Developing
  1. Pipeline forecasting support — directs an AI tool to analyze regional sales records and flag profitability trends, then applies personal judgment to finalize projections for leadership Anthropic Economic IndexAnthropic Economic Index — release_2026_03_24. Opens in new tab. Jadhav & Danve, 2026Skill Automation Feasibility Index — Jadhav & Danve, 2026 (arXiv:2604.06906). Opens in new tab..
  2. Customer preference monitoring — delegates initial synthesis of customer feedback and market signals to an AI assistant, then interprets patterns to redirect sales team focus Anthropic Economic IndexAnthropic Economic Index — release_2026_03_24. Opens in new tab..
  3. Sales staff briefing preparation — uses an LLM to draft talking points and performance summaries before team meetings, retaining authorship of strategic direction and coaching decisions WEF Skills TaxonomyWEF Skills Taxonomy 2021 — Building a Common Language for Skills at Work. Opens in new tab..
Proficient
  1. Equipment recommendation research — instructs an AI tool to compile product comparisons and customer-need mappings, then applies negotiation expertise and domain knowledge to advise customers directly Jadhav & Danve, 2026Skill Automation Feasibility Index — Jadhav & Danve, 2026 (arXiv:2604.06906). Opens in new tab. WEF Skills TaxonomyWEF Skills Taxonomy 2021 — Building a Common Language for Skills at Work. Opens in new tab..
  2. Cross-regional performance analysis — orchestrates an AI workflow that aggregates operational records across territories, validates the output against known business conditions, and presents findings to senior leadership Anthropic Economic IndexAnthropic Economic Index — release_2026_03_24. Opens in new tab..
  3. Customer objection scripting — leverages an LLM to generate and iterate objection-handling scripts for the sales team, evaluating each variant for tone and strategic fit before deployment Anthropic Economic IndexAnthropic Economic Index — release_2026_03_24. Opens in new tab. Jadhav & Danve, 2026Skill Automation Feasibility Index — Jadhav & Danve, 2026 (arXiv:2604.06906). Opens in new tab..
Advanced
  1. AI-augmented sales strategy design — coordinates multiple AI tools to model market scenarios, forecast revenue outcomes, and stress-test territory plans, while retaining final accountability for all strategic commitments Anthropic Economic IndexAnthropic Economic Index — release_2026_03_24. Opens in new tab. WEF Skills TaxonomyWEF Skills Taxonomy 2021 — Building a Common Language for Skills at Work. Opens in new tab..
  2. Human-technology workflow governance — establishes team-wide protocols for which sales tasks are delegated to AI versus handled through direct human interaction, grounding the policy in collaboration patterns and automation-feasibility evidence Jadhav & Danve, 2026Skill Automation Feasibility Index — Jadhav & Danve, 2026 (arXiv:2604.06906). Opens in new tab. WEF Skills TaxonomyWEF Skills Taxonomy 2021 — Building a Common Language for Skills at Work. Opens in new tab..
  3. High-stakes negotiation preparation — uses AI to rapidly surface counterpart data, competitive pricing intelligence, and deal-history summaries, then leads every live negotiation through human judgment and interpersonal skill where automation feasibility is bounded Jadhav & Danve, 2026Skill Automation Feasibility Index — Jadhav & Danve, 2026 (arXiv:2604.06906). Opens in new tab..
Evidence pack
AEI usage
Task observations: 607
Augment share: 60.7%
Time saved: 82.1%
AI autonomy: 2.96
SAFI positioning
Top skill: Speaking
Score: 48.5 / 100
Quadrant: Q2_ai_augmented
precision: exact
WEF cluster
Human-Technology Interaction
human_technology_interaction
Sources:Anthropic Economic IndexAnthropic Economic Index — release_2026_03_24. Opens in new tab.Jadhav & Danve, 2026Skill Automation Feasibility Index — Jadhav & Danve, 2026 (arXiv:2604.06906). Opens in new tab.WEF Skills TaxonomyWEF Skills Taxonomy 2021 — Building a Common Language for Skills at Work. Opens in new tab.

Pathsmith Durable Skills Framework

Sources:Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
Subscriber feature

Ten durable-skill domains mapped to four proficiency/role levels for each occupation. Each statement is aligned to the Pathsmith taxonomy, derived from trusted grounding data and mapped to occupation-specific O*NET tasks and skills.

1Communication12 statements
Emerging
  1. Customer interaction fundamentals — delivers basic product and service information to potential customers using prepared talking points in one-on-one settings Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab. O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
  2. Internal reporting basics — summarizes sales activity data in written form for supervisors using standard templates O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
Developing
  1. Sales pitch delivery — presents equipment options and pricing structures to prospective customers with increasing confidence and audience awareness Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab. O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
  2. Complaint communication — conveys resolution steps clearly to customers with unresolved service issues, maintaining professional tone under mild pressure O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
  3. Team briefing — communicates territory goals and weekly targets to sales staff through structured team meetings Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.
Applying
  1. Customer needs communication — elicits equipment requirements and operational constraints through structured consultative dialogue, translating technical specifications into purchase recommendations Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab. O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
  2. Performance feedback delivery — communicates individual and team performance evaluations to sales representatives with specificity, clarity, and developmental focus O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
  3. Cross-functional reporting — presents sales projections, profitability analyses, and operational findings to senior leadership using data-driven narratives O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
  4. Complaint resolution communication — negotiates mutually acceptable outcomes with dissatisfied customers by actively listening, acknowledging concerns, and articulating remediation plans Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab. O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
Exceeding
  1. Executive-level influence — crafts and delivers strategic sales narratives to C-suite stakeholders and board audiences, aligning market data with organizational vision Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab. O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
  2. Communication system design — establishes standardized communication protocols across regional sales teams to ensure consistency in customer-facing messaging and internal escalation Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.
  3. Negotiation leadership — leads high-stakes contract negotiations with major accounts by synthesizing customer priorities, competitive intelligence, and margin requirements into persuasive, value-based proposals O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
2Leadership12 statements
Emerging
  1. Team awareness — observes how senior sales managers assign territories, set quotas, and direct staff activities to build foundational leadership understanding Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab. O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
  2. Task delegation initiation — assigns routine sales support tasks to team members under guidance from senior managers O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
Developing
  1. Staff direction — oversees daily activities of sales representatives within an assigned territory, providing guidance on customer engagement and pipeline management O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
  2. Performance program support — assists in planning and executing sales training sessions and performance review cycles under senior manager oversight O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
  3. Initiative ownership — takes responsibility for a defined sales initiative or product launch, coordinating team effort toward a specific revenue target Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.
Applying
  1. Regional sales leadership — directs and coordinates the full activities of a regional sales team, setting goals, managing staffing, and holding representatives accountable to targets O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
  2. Staffing and development — plans hiring, onboarding, and performance evaluation processes to build a capable, motivated sales force aligned to organizational objectives O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
  3. Sales program control — develops and enforces sales service programs, discount structures, and pricing schedules that guide team behavior and protect margin O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
  4. Conflict and underperformance management — addresses personnel performance gaps directly, implementing corrective action plans and coaching cycles with measurable outcomes Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab. O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
Exceeding
  1. Sales organization design — architects the structure, roles, and reporting relationships of a multi-tiered sales organization to maximize territory coverage and revenue growth Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab. O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
  2. Leadership pipeline development — identifies high-potential sales representatives and designs individualized development tracks to prepare them for management roles Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab. O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
  3. Cultural leadership — models and institutionalizes a performance culture of accountability, customer focus, and continuous improvement across all levels of the sales organization Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.
3Metacognition10 statements
Emerging
  1. Self-assessment initiation — reflects on personal sales conversations and customer interactions to identify communication gaps and areas for improvement Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.
  2. Learning strategy awareness — recognizes which training formats and feedback mechanisms most effectively build personal sales management competency Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.
Developing
  1. Decision monitoring — tracks the outcomes of pricing and territory decisions to evaluate whether judgment processes produced intended results Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab. O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
  2. Bias recognition — identifies when familiarity with a product line or customer relationship may be influencing sales recommendations in ways that disadvantage the customer or organization Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.
Applying
  1. Strategy evaluation — systematically reviews the effectiveness of sales approaches after each cycle, adjusting methods based on conversion rates, customer feedback, and profitability data Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab. O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
  2. Coaching self-calibration — monitors own effectiveness as a coach by tracking whether feedback delivered to sales representatives produces measurable behavioral change over time Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.
  3. Knowledge gap identification — recognizes limitations in understanding of new product categories, regulatory changes, or market segments and proactively pursues targeted learning Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab. O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
Exceeding
  1. Organizational learning design — institutionalizes after-action review processes across the sales organization so that team-level metacognitive habits become embedded in standard operating procedure Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.
  2. Leadership cognition modeling — explicitly shares personal decision-making frameworks with emerging sales managers, making thought processes visible to accelerate their professional development Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.
  3. Adaptive strategy refinement — continuously evaluates and revises personal leadership mental models in response to market shifts, team performance data, and competitive dynamics Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab. O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
4Critical Thinking12 statements
Emerging
  1. Data interpretation basics — reads standard sales reports and identifies surface-level trends in revenue, volume, and customer activity O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
  2. Customer needs analysis — asks clarifying questions to understand what equipment or services a prospective customer requires before recommending solutions O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
Developing
  1. Profitability assessment — analyzes operational records to distinguish high-margin accounts and product lines from low-return activities, informing resource allocation decisions O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
  2. Complaint root-cause analysis — investigates the underlying service or process failures driving customer complaints rather than addressing only surface symptoms O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
  3. Pricing logic evaluation — evaluates proposed discount rates against historical conversion data and competitor pricing to determine optimal price schedule adjustments O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
Applying
  1. Sales forecasting — synthesizes pipeline data, historical performance, market conditions, and customer preference trends to produce reliable revenue projections O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
  2. Territory strategy analysis — evaluates geographic, demographic, and competitive factors to determine optimal allocation of sales staff and effort across territories O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
  3. Evidence-based personnel decisions — applies performance metrics, behavioral observations, and market benchmarks to make defensible hiring, promotion, and termination recommendations Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab. O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
  4. Customer preference interpretation — monitors purchasing patterns and customer feedback data to identify shifts in demand and redirect sales focus accordingly O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
Exceeding
  1. Market disruption analysis — identifies structural changes in customer needs, competitive landscape, or distribution channels before they affect results and reconstructs sales strategy accordingly Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab. O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
  2. Assumption auditing — challenges the validity of long-standing pricing models, territory structures, and sales methodologies by testing underlying assumptions against current market evidence Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.
  3. Cross-functional judgment — integrates inputs from finance, operations, marketing, and customer service to form holistic judgments about sales program viability and organizational risk Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab. O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
5Collaboration12 statements
Emerging
  1. Peer coordination — works alongside fellow sales staff to share customer intelligence and coordinate scheduling to avoid territory conflicts Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.
  2. Cross-department communication — participates in joint meetings with marketing or product teams, contributing sales-floor observations to inform campaign planning O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
Developing
  1. Team goal alignment — facilitates team discussions that connect individual sales representative targets to broader departmental revenue objectives Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab. O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
  2. Customer service collaboration — partners with service and operations teams to resolve customer complaints that require cross-functional coordination O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
  3. Training co-facilitation — co-delivers sales training programs alongside HR or L&D partners, integrating product knowledge with personnel development content O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
Applying
  1. Regional manager coordination — collaborates with peer regional sales managers to share best practices, divide national accounts, and present unified strategies to senior leadership O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
  2. Customer partnership management — builds collaborative relationships with key accounts by jointly developing purchasing plans that align customer operational needs with organizational revenue targets O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
  3. Staffing collaboration — partners with HR to design recruitment processes, competency frameworks, and onboarding programs that reflect the specific demands of the sales role O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
  4. Vendor and supply chain collaboration — works with procurement and product teams to ensure sales commitments align with inventory availability and delivery capabilities O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
Exceeding
  1. Enterprise collaboration architecture — establishes formal structures for ongoing collaboration between sales, marketing, finance, and operations that produce shared accountability for revenue outcomes Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.
  2. Strategic account team leadership — leads cross-functional account teams—including technical, legal, and service specialists—in pursuit of complex enterprise sales opportunities Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab. O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
  3. Collaborative culture development — builds a sales team environment where information sharing, mutual accountability, and collective problem-solving are normalized behaviors rather than exceptions Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.
6Character10 statements
Emerging
  1. Ethical sales conduct — represents product capabilities and pricing terms accurately to prospective customers, avoiding exaggeration or omission of material limitations Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab. O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
  2. Accountability orientation — acknowledges errors in customer quotes or sales forecasts and corrects them promptly without deflecting responsibility Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.
Developing
  1. Consistent professionalism — maintains composure, punctuality, and respectful conduct with customers and team members even during high-pressure sales periods Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.
  2. Confidentiality discipline — protects sensitive customer account data, pricing structures, and personnel information in accordance with organizational policy and legal requirements O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
Applying
  1. Ethical personnel management — applies performance standards and disciplinary processes consistently across all sales staff, avoiding favoritism or bias in evaluation and advancement decisions Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab. O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
  2. Customer trust stewardship — recommends products and pricing that genuinely serve the customer's operational needs, preserving long-term relationship value over short-term commission gain Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab. O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
  3. Transparent reporting — presents sales performance data to leadership accurately, including unfavorable trends, without manipulation or selective omission Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab. O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
Exceeding
  1. Integrity modeling — demonstrates and publicly reinforces ethical sales practices across the organization, creating a culture where honesty with customers and colleagues is a competitive differentiator Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.
  2. Ethical conflict navigation — identifies and resolves situations where sales incentive structures, customer requests, or competitive pressures create ethical dilemmas, establishing principled organizational responses Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab. O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
  3. Accountability culture creation — holds self and all levels of the sales hierarchy to transparent, measurable standards of conduct and performance, making accountability a defining organizational trait Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.
7Creativity10 statements
Emerging
  1. Solution ideation — generates alternative product or service configurations to address customer equipment needs that standard packages do not fully satisfy Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab. O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
  2. Sales approach experimentation — tests new customer outreach methods or presentation formats under supervision to identify more effective engagement strategies Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.
Developing
  1. Incentive program design — proposes novel sales incentive structures—beyond standard commission tiers—to motivate specific behaviors such as new account acquisition or product mix diversification Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab. O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
  2. Territory development creativity — devises non-traditional prospecting strategies for underperforming territories by identifying untapped customer segments or partnership opportunities O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
Applying
  1. Sales campaign innovation — designs differentiated sales campaigns that combine pricing strategy, customer targeting, and timing to capture demand in ways competitors have not yet replicated Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab. O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
  2. Customer problem-solving — constructs customized purchasing arrangements—including financing structures, bundled services, or phased delivery schedules—that resolve complex customer acquisition barriers O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
  3. Training content development — creates engaging, scenario-based sales training materials that reflect real customer objections and market conditions faced by the team O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
Exceeding
  1. Go-to-market model innovation — reimagines the organization's sales channel strategy, introducing new distribution models, partnership structures, or digital engagement approaches that expand market reach Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab. O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
  2. Competitive differentiation architecture — develops and systematizes creative value propositions that reframe customer purchase decisions away from price comparison and toward unique organizational capabilities Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab. O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
  3. Organizational creativity enablement — establishes forums, incentives, and psychological safety conditions that enable frontline sales staff to generate and test innovative customer engagement ideas Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.
8Growth Mindset10 statements
Emerging
  1. Feedback receptivity — accepts corrective feedback from senior sales managers regarding customer interactions or pipeline management without defensiveness Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.
  2. Skill development initiation — engages with available product training, sales methodology courses, and market research materials to build foundational competency Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab. O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
Developing
  1. Failure analysis — examines lost deals and missed targets to extract specific lessons that inform adjustments to sales strategy or team coaching approaches Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab. O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
  2. Challenge seeking — volunteers to manage difficult accounts, complex negotiations, or underperforming territories as opportunities to develop advanced sales management capability Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.
Applying
  1. Continuous market learning — regularly updates knowledge of industry trends, competitor offerings, and customer preference shifts to keep sales strategies relevant and effective O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
  2. Team learning culture — creates an environment where sales representatives openly share losses and objections as learning inputs, normalizing growth through failure rather than concealment of it Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.
  3. Personal leadership development — actively seeks mentorship, peer feedback, and stretch assignments to advance management competency beyond current role requirements Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.
Exceeding
  1. Organizational learning system — embeds structured learning cycles—post-mortem reviews, win-loss analyses, and market intelligence updates—into the operating rhythm of the entire sales organization Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab. O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
  2. Growth mindset mentorship — coaches emerging sales managers through significant setbacks, helping them reframe failure as diagnostic data and maintain motivation toward long-term performance goals Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.
  3. Industry thought leadership — contributes insights from organizational sales experience to industry publications, conferences, or peer networks, advancing field-wide understanding of effective practice Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.
9Mindfulness10 statements
Emerging
  1. Situational awareness — recognizes when personal stress from quota pressure is affecting the quality of customer interactions and takes corrective action before engagement Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.
  2. Active listening practice — maintains focused attention during customer discovery conversations without mentally rehearsing the sales pitch while the customer is still speaking Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab. O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
Developing
  1. Emotional regulation in conflict — manages frustration and reactive impulses during difficult customer complaint resolutions, responding with deliberate professionalism rather than defensiveness Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab. O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
  2. Meeting intentionality — enters sales team meetings with a clear agenda and attentional focus, minimizing distraction and ensuring that time with staff is purposeful and productive Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.
Applying
  1. Presence in negotiation — maintains full attentional engagement during high-stakes pricing negotiations, detecting subtle customer signals—hesitation, enthusiasm, concern—that inform real-time strategy adjustments Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab. O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
  2. Stress management modeling — demonstrates and communicates healthy responses to sales cycle pressure, preventing team anxiety from escalating into counterproductive urgency or ethical compromise Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.
  3. Decision pacing — resists pressure to make impulsive pricing or personnel decisions during peak-demand periods, applying deliberate pause and structured evaluation processes Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab. O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
Exceeding
  1. Organizational climate awareness — maintains ongoing attentiveness to team morale, interpersonal tensions, and motivational dynamics within the sales organization, intervening proactively before issues affect performance Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.
  2. Mindful leadership under uncertainty — navigates market downturns, organizational restructuring, or product failures with composed, intentional leadership that stabilizes team confidence and sustains productive effort Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.
  3. Attention architecture — designs the sales team's workflow, meeting cadence, and communication norms to minimize distraction and maximize focused, high-quality engagement with customers and strategic priorities Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.
10Fortitude10 statements
Emerging
  1. Rejection tolerance — maintains motivation and professional conduct following repeated customer rejections or unsuccessful sales calls during early career development Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.
  2. Target persistence — continues disciplined pipeline-building activity during slow sales periods rather than reducing effort when immediate results are absent Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab. O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
Developing
  1. Underperformance response — addresses a declining sales trend in the assigned territory with sustained analytical effort and strategy adjustment rather than avoidance or discouragement Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab. O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
  2. Team adversity support — maintains team direction and morale when the sales organization is facing a challenging quota cycle, competitive pressure, or product supply disruption Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.
Applying
  1. Market downturn leadership — sustains strategic sales planning and team motivation during prolonged economic contractions or industry-wide demand reductions without retreating to short-term, margin-eroding tactics Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab. O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
  2. Difficult personnel decisions — executes necessary performance terminations or territory restructurings with resolve and fairness, accepting the relational discomfort required to uphold organizational standards Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab. O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
  3. Customer adversity management — persists through extended, high-stakes sales cycles involving multiple stakeholders, prolonged negotiations, and repeated objection cycles without abandoning the engagement O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
Exceeding
  1. Organizational crisis navigation — leads the sales organization through major disruptions—product recalls, market collapse, leadership transitions—maintaining strategic clarity and team cohesion under sustained pressure Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.
  2. Courageous advocacy — challenges senior leadership on flawed pricing strategies, unrealistic quota assignments, or unethical sales directives, accepting personal risk in defense of organizational and customer interests Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab. O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
  3. Resilience culture building — institutionalizes practices that develop the collective fortitude of the sales team, including structured after-action reviews of failures, recognition of persistence, and normalization of uncertainty as a permanent operating condition Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.
Sources:Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
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Source anchors that ground each statement

Related titles
Account Manager · Area Sales Manager · Area Supervisor · BD Director (Business Development Director) · BD Executive (Business Development Executive) · BD Manager (Business Development Manager) · Business Developer · Channel Manager · Client Relationship Manager · Commercial Director · Commercial Sales Manager · Dealership Manager
RAPIDS apprenticeships
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O*NET skills
SpeakingActive ListeningNegotiationJudgment and Decision MakingReading ComprehensionCritical ThinkingManagement of Personnel ResourcesMonitoringSocial PerceptivenessPersuasionInstructingComplex Problem SolvingTime ManagementActive LearningCoordinationSystems EvaluationWritingService OrientationSystems AnalysisLearning StrategiesMathematicsManagement of Financial Resources
Knowledge domains
Sales and MarketingCustomer and Personal ServiceEnglish LanguageAdministration and ManagementPersonnel and Human ResourcesEducation and TrainingComputers and ElectronicsCommunications and MediaEconomics and Accounting
Abilities
Oral ComprehensionWritten ComprehensionOral ExpressionWritten ExpressionDeductive ReasoningInductive ReasoningProblem SensitivityFluency of IdeasOriginalitySpeech Recognition
Work styles
Leadership OrientationSocial OrientationDependabilityPerseveranceAchievement OrientationSelf-Confidence
Technology
Customer relationship management CRM softwareDocument management softwareDevelopment environment softwareGraphics or photo imaging softwareData base user interface and query softwarePresentation softwareComputer aided design CAD softwareCalendar and scheduling softwareFinancial analysis softwareCloud-based data access and sharing software
Tasks · seed anchors for statements
  1. Oversee regional and local sales managers and their staffs.
  2. Resolve customer complaints regarding sales and service.
  3. Monitor customer preferences to determine focus of sales efforts.
  4. Confer with potential customers regarding equipment needs, and advise customers on types of equipment to purchase.
  5. Review operational records and reports to project sales and determine profitability.
  6. Plan and direct staffing, training, and performance evaluations to develop and control sales and service programs.
  7. Direct and coordinate activities involving sales of manufactured products, services, commodities, real estate, or other subjects of sale.
  8. Determine price schedules and discount rates.
CIP education codes
19.020351.201152.010152.020152.1401

Sources: O*NET v30.2 (CC BY 4.0), SkillsCrosswalk.com, LER.me, Anthropic Economic Index, SAFI (Jadhav & Danve, 2026), WEF Skills Taxonomy 2021, Pathsmith Durable Skills Framework. © 2026 EBSCOed.