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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.

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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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O*NET enrichment · skillscrosswalk.com

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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.