8 answers
Joseph
Student
La Puente, California
1
Question
Updated
1081 views
What does a typical career path look like for someone who wants to become a sales manager, and what challenges should I expect along the way?
I’m especially interested in what entry-level jobs or experiences help build toward that role, and how long it usually takes to move into management. Also, what are some of the biggest challenges people face along the way—like hitting sales targets, handling rejection, or leading a team—and how did you personally overcome them?
8 answers
Rafael Diaz Montelongo
Consultant
563
Answers
Raleigh, North Carolina
Updated
Rafael’s Answer
Hi Joseph! The path to sales management usually starts with an entry-level role where you learn the product, build relationships, and grind through the fundamentals. In my own career, I started as an analyst managing over suppliers and building reports, which taught me how to handle relationships at scale and stay organized under pressure. From there I moved into consulting where things got much more client-facing and sales-oriented. At one point I was delivering sales demos for prospective customers to build relationships, which is basically the same muscle you use in sales: pitching, handling objections, and closing. Over time I progressed into senior roles where I was leading workshops with stakeholders, and driving team collaboration, which is really what sales management is all about. It took me roughly 4 to 5 years to move from entry-level into roles with real leadership responsibility, and management tends to follow a similar timeline. The biggest challenges along the way are handling rejection, staying consistent with targets, and learning to lead others when you're used to being an individual contributor. What helped me most was focusing on genuine relationships over quick wins, constantly upskilling through certifications in project management and scrum, and eventually pursuing grad school to sharpen my strategic thinking. Start in any role that puts you in front of people, embrace the grind, and never stop learning. You've got this!
Thanks for the advice.
Joseph
Erika Araujo
Technology Partners Executive
3
Answers
São Paulo, Brazil
Updated
Erika’s Answer
Hi Joseph!
In addition to the sales representative, inside sales roles suggested by the others, you can also start in the channel role as partner account manager, as this is a sales career, but not working directly with the end user customer.
The main challenge is to lead by influence and develop market, demand and strategic plans to grow their business.
In this role you can co-sell with the partner and it's a really nice career to learn sales and management.
In any career choice the key is perseverance, keep learning every day and embrance new opportunities.
Wish you all the best !
In addition to the sales representative, inside sales roles suggested by the others, you can also start in the channel role as partner account manager, as this is a sales career, but not working directly with the end user customer.
The main challenge is to lead by influence and develop market, demand and strategic plans to grow their business.
In this role you can co-sell with the partner and it's a really nice career to learn sales and management.
In any career choice the key is perseverance, keep learning every day and embrance new opportunities.
Wish you all the best !
Birgit Adrion
Service and Solution VP
2
Answers
Leverkusen, North Rhine-Westphalia, Germany
Updated
Birgit’s Answer
A lot of tips were already given and they go all into the same direction starting as an Sales Assistant (inside Sales), moving into Sales Representative and then into a Team lead before becoming a Sales Mgr. But equally important are your skills around listening well, asking the right questions to understand what a customer wants, translating their problems into solutions which provide answers to their questions and in taking and owning the problem till it's solved for a customer. That makes you a good sales person and if you are a good and successful sales person, the career path will open for wider and more complex sales assignments.
Wong Loke Yuen
Head of Programme cum Senior Lecturer
650
Answers
Johor Bahru, Johor, Malaysia
Updated
Wong’s Answer
Hi Joseph. A typical career path usually starts with an entry-level sales position, like a sales representative or account executive. In these roles, you learn how to sell products or services, understand customer needs, and develop communication skills.
It usually takes around 3 to 7 years to move into a sales manager role, depending on performance, company size, and opportunities for advancement. Along the way, you will face challenges like hitting ambitious sales targets, dealing with rejection from potential clients, and learning how to motivate and guide a team. When leading a team, focusing on clear communication, setting realistic goals, and celebrating small wins kept morale high and helped the team grow together. Building patience and resilience is key to succeeding as a sales manager.
It usually takes around 3 to 7 years to move into a sales manager role, depending on performance, company size, and opportunities for advancement. Along the way, you will face challenges like hitting ambitious sales targets, dealing with rejection from potential clients, and learning how to motivate and guide a team. When leading a team, focusing on clear communication, setting realistic goals, and celebrating small wins kept morale high and helped the team grow together. Building patience and resilience is key to succeeding as a sales manager.
Bill Liebler
Sales Management
5
Answers
Huntersville, North Carolina
Updated
Bill’s Answer
My professor in college once said, "You don't start as a sales manager; you become one by being a great seller first." I've worked in sales and management for 40 years. My advice is to aim to be one of the top sellers in your company, as this can lead to management opportunities. However, being a great seller doesn't always mean you'll be a great manager. Pay attention to managers you admire, learn from them, and consider asking one to be your mentor. Be open to coaching as you progress in your career.
You might find you love selling and decide not to pursue management, or you might, like me, discover a passion for leading teams. But first, you need to excel in your roles to move into management. Always stay curious about selling, watch successful people, and learn from them. Find the right mentors and coaches to help you grow and understand what it means to be a good manager and leader. Hope this helps.
You might find you love selling and decide not to pursue management, or you might, like me, discover a passion for leading teams. But first, you need to excel in your roles to move into management. Always stay curious about selling, watch successful people, and learn from them. Find the right mentors and coaches to help you grow and understand what it means to be a good manager and leader. Hope this helps.
Malisa Gill
Sr. Director, Audit, Controls & Complaince
43
Answers
Fort Lauderdale, Florida
Updated
Malisa’s Answer
Starting your journey to become a sales manager often begins with gaining experience in roles like Sales Development Rep, Account Executive, or Customer Success. It's crucial to set up systems that help you stay focused, disciplined, and always looking to improve. Equally important is caring about people—knowing what you offer, why it's valuable, and how it benefits customers.
Moving up to management usually requires steady performance, showing leadership, and supporting your team, not just meeting sales targets. This step can take a few years, but seeking advice and feedback from managers and peers can speed up your progress. It's also important to learn how to analyze sales data, as understanding trends and performance helps you coach your team better.
Dealing with rejection is tough in sales. While it doesn't get easier, you can learn to take useful feedback, learn from it, and let go of what doesn't help. Sometimes, it's just not the right match or timing.
Remember, management isn't for everyone. Leading a team needs patience, empathy, and a real interest in helping others grow. Success comes from achieving results while building trust, communicating clearly, and setting a good example.
Moving up to management usually requires steady performance, showing leadership, and supporting your team, not just meeting sales targets. This step can take a few years, but seeking advice and feedback from managers and peers can speed up your progress. It's also important to learn how to analyze sales data, as understanding trends and performance helps you coach your team better.
Dealing with rejection is tough in sales. While it doesn't get easier, you can learn to take useful feedback, learn from it, and let go of what doesn't help. Sometimes, it's just not the right match or timing.
Remember, management isn't for everyone. Leading a team needs patience, empathy, and a real interest in helping others grow. Success comes from achieving results while building trust, communicating clearly, and setting a good example.
Loved reading this, thanks!
Joseph
Evie Uzamere
Senior Consultant
7
Answers
Atlanta, Georgia
Updated
Evie’s Answer
You can begin in an Individual Contributor sales role such as a Sales Representative, Account Executive, Business Development Rep (BDR), or Account Manager. This stage builds core sales fundamentals, including prospecting and pipeline management, objection handling and negotiation, closing discipline, forecast accuracy, and the ability to understand customer pain points and clearly articulate value.
Common challenges at this stage include hitting sales targets, adjusting from selling to managing, and operating under increased visibility and pressure. These challenges are overcome through strong pipeline discipline, a focus on repeatable sales processes rather than one‑off wins, accurate and early forecasting, developing emotional intelligence and self‑awareness, setting clear expectations, and using data‑driven, behavior‑based feedback.
Common challenges at this stage include hitting sales targets, adjusting from selling to managing, and operating under increased visibility and pressure. These challenges are overcome through strong pipeline discipline, a focus on repeatable sales processes rather than one‑off wins, accurate and early forecasting, developing emotional intelligence and self‑awareness, setting clear expectations, and using data‑driven, behavior‑based feedback.
Thanks, can't wait to put this advice into action!
Joseph
Roger Marshall
Managing Partner - SLED Sales
1
Answer
Boston, Massachusetts
Updated
Roger’s Answer
Hi Joseph - thank you for the question and your interest in getting into Sales Mngt.
Most sales managers don't start in management; they start in the "trenches." It varies, but I would say it takes 3-5 years before you can get a Leadership position within the Sales field. It takes a couple of years to demonstrate that you're an effective individual seller who can exceed assigned quotas and targets. Overdriving your goals in key KPI metrics and providing an exceptional customer experience are two of the most important things you can do to show your current Leadership team that you're ready to make the move from player to coach.
Sales Apprentice or Account Executive/Representative entry-level type roles -
You learn about the products you're selling and how to position them most effectively with your customers. You'll learn about the art of prospecting, how to effectively handle objections to cold calls, and strengthen your qualifying skills. You'll handle customer service requests which will give you insights into some of the foundational requests that customers will have and that you'll have to handle when you get your own deck of accounts. Another very important skill to learn is how to run an effective meeting to uncover the true needs of your customer and what is driving their decision to look for a new or replacement solution/product.
In these entry-level roles, be very curious about your customers' business and what you can do to help them. Learn everything you can about their business and how your organization can align with the priorities of your customers. Become a SME on the products you're selling and presenting to your customers. Get your hands dirty as much as possible and learn the business inside and out. Use every customer touch point as an opportunity to learn something new from your customers.
The biggest challenge you'll face in sales is building your short-term and long-term funnel up enough so you can consistently hit and exceed your sales targets. every month or quarter. You overcome those challenges by becoming an industry subject matter expert and getting in front of the right people who are decision makers for your customers. You have to be a consistent prospector and have the drive to want to make one more phone call to schedule that next customer meeting. Sales is all about helping your customers overcome pain points and solving problems to make them more efficient, productive, compliant...
The Sales team plays a critical role for any organization, as we help to drive new revenue streams for the company. It's a great career choice that is very satisfying as you are helping your customers to achieve their mission or goals as well! Good luck in your search!
Most sales managers don't start in management; they start in the "trenches." It varies, but I would say it takes 3-5 years before you can get a Leadership position within the Sales field. It takes a couple of years to demonstrate that you're an effective individual seller who can exceed assigned quotas and targets. Overdriving your goals in key KPI metrics and providing an exceptional customer experience are two of the most important things you can do to show your current Leadership team that you're ready to make the move from player to coach.
Sales Apprentice or Account Executive/Representative entry-level type roles -
You learn about the products you're selling and how to position them most effectively with your customers. You'll learn about the art of prospecting, how to effectively handle objections to cold calls, and strengthen your qualifying skills. You'll handle customer service requests which will give you insights into some of the foundational requests that customers will have and that you'll have to handle when you get your own deck of accounts. Another very important skill to learn is how to run an effective meeting to uncover the true needs of your customer and what is driving their decision to look for a new or replacement solution/product.
In these entry-level roles, be very curious about your customers' business and what you can do to help them. Learn everything you can about their business and how your organization can align with the priorities of your customers. Become a SME on the products you're selling and presenting to your customers. Get your hands dirty as much as possible and learn the business inside and out. Use every customer touch point as an opportunity to learn something new from your customers.
The biggest challenge you'll face in sales is building your short-term and long-term funnel up enough so you can consistently hit and exceed your sales targets. every month or quarter. You overcome those challenges by becoming an industry subject matter expert and getting in front of the right people who are decision makers for your customers. You have to be a consistent prospector and have the drive to want to make one more phone call to schedule that next customer meeting. Sales is all about helping your customers overcome pain points and solving problems to make them more efficient, productive, compliant...
The Sales team plays a critical role for any organization, as we help to drive new revenue streams for the company. It's a great career choice that is very satisfying as you are helping your customers to achieve their mission or goals as well! Good luck in your search!
Delete Comment
Flag Comment