Why Sales Management? And Why Now?
It takes a special skill set to be successful in sales. Not everyone can do it and not everyone wants to. But for those who can, the rewards are there for the taking.
Equally unique is the skill set needed to effectively manage a sales team. Successful sales managers don’t have to be top sellers. But they do need a comprehensive understanding of all the ingredients that go into motivating and coaching a successful team.
“Sales people have to be in a very positive and motivated place,” said Adam Griffith, MBA, and Graduate Admissions Director at Chancellor. “They need a positive leader as a sales manager.”
Indeed, for sales managers, not only is a positive motivational style a must, they must also have an in-depth knowledge of business practices as a whole. More importantly, they must possess a deep understanding of the psychology behind the sale, something most MBA focused programs – like marketing – can’t teach.
That is why Chancellor University is pleased to be part of a small but cutting-edge group of schools that recognize that sales management has its own special needs, and therefore requires a master’s level focus in its own right. At Chancellor, aspiring sales leaders can complete a Master of Business Administration (MBA) or Master of Management (MM) in Sales Management and learn the skills they need to succeed in less than one year.
“It’s a needed degree,” said Griffith. “We’re extremely excited to offer it to our students, especially in an online format.”
How do you know when the time is right to pursue your sales management degree?
There is no perfect time to go back to school. Depending who you ask, different opinions abound.
“The best time to start school is when you know that management is right for your career and you’re ready to make the transition into management,” said Kevan Ford, former sales account executive and current Senior Direct of Admissions and Development at Chancellor University. “A sales management MBA can give you an advantage over some of the people who are talented sales people, have industry knowledge, but lack the education to see the overall picture.”
He added, “Ten years from now these positions are going to need a master’s degree, they’re going to demand it. You need to be ready before the demand arrives to be marketable.”
Adam Griffith, who also earned his MBA from Chancellor, said, “I don’t know if there’s ever a right time to go back to school. When you have that gut feeling, I think that’s the right time.”
What both men agree on: It’s never too late to get started, no matter how long you’ve waited.
What Will You Learn?
One of the most important aspects of managing a sales team involves knowing the right strategies to position the company into growth mode. An MBA can help professionals become better leaders by exposing them to the entire gamut of business from the leadership perspective – something that can help them in more ways than one.
“One of the biggest benefits of pursuing your MBA, especially as a sales person, is to be able to talk shop with executives,” said Ford. “Understanding the application of business strategies shows the CEO you are knowledgeable and valuable.”
Mentoring and coaching are two more critical aspects of managing a sales team. Sales representatives tend to naturally be charismatic, but managerial skills within the sales division require more understanding.
“You may know how to sell, but not how to manage people,” said Griffith. “This program is designed to provide you with a tool kit you can use to more effectively mentor your team. The psychology of the sale, in regard to the people, the culture of sales, buyer behavior – you have to be an expert in these areas to be a good sales manager.”
Bottom Line – Is It Worth It?
Chancellor’s Sales Management program allows students to immediately apply this multifaceted approach to their careers – what students learn in the classroom, they take to work with them the next day.
“It’s an investment in money and time,” said Griffith. “You have to ask yourself ‘What’s the payoff and what’s the reward?’”
“Going back to school is hard but attainable. You have to look at it as a small investment of time for the bigger picture,” added Ford. “If you want to advance into management, own your own company or expand your expertise, you have to take that time. For the person who says, ‘I can’t afford the time,” I say, ‘You can’t afford not to.’”
For more information about Chancellor University’s Master of Business Administration Sales Management focus, please visit www.ChancellorU.edu/MBA-MM-Sales-Management.aspx
or contact an admissions representative by emailing CUAdmissions@ChancellorU.edu
or calling (888) 316-9377.