Vice President of Sales Career Guide

What is a VP of sales?

A VP of Sales is a big boss in charge of the sales team at a company. They make sure the team sells a lot, hitting targets that match up with the company’s big plans. Their decisions can make or break a company’s profits. This job is like being the main link between the sales crew and other top bosses.

Duties and responsibilities

• Create sales strategies: They come up with plans to sell more and better.
• Lead the sales team: They’re in charge of guiding the sales team towards meeting their targets.
• Set goals: They lay out what needs to be achieved daily, monthly, or yearly.
• Keep an eye on sales: They watch how well the sales are going and step in when things need a boost.
• Build the team: They find and train new salespeople and make sure everyone’s doing their best.
• Understand the market: They need to know all about what’s happening in the market and how to use that info to their advantage.

Work environment

Mostly, a VP of Sales works in an office, but nowadays, working from home is pretty common too. They meet a lot with their team and other company leaders, and they often travel for work meetings or sales events.

Typical work hours

VPs of Sales usually work a lot of hours, not just nine-to-five. They might have to work late or on weekends, especially if they need to meet certain sales goals or deal with urgent tasks. They keep busy, juggling lots of responsibilities and adapting to new sales challenges.

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How to become a VP of sales

Becoming a VP of Sales isn’t just about knowing how to sell. It’s about leading a team, understanding business, and building relationships. Here’s a simple plan to help you get there:

Step 1: Get educated

Start by getting a bachelor’s degree in business, marketing, or something similar. This teaches you about how businesses work and how to manage things. You can also take courses that focus just on sales to give you a head start.

Step 2: Start selling

Next, get a job in sales. Start at the beginning, maybe as a sales associate, and learn all about selling, from making deals to taking care of customers. The goal? Do really well and go beyond your sales targets.

Step 3: Lead the way

Once you’re good at sales, start leading others. You could become a team leader or a sales manager. This gives you a chance to show you can guide others and make big sales plans. You might also want to do some extra leadership courses or workshops.

Step 4: Keep learning

You might think about doing a master’s in business or getting special sales certifications. These can make you stand out when you want a bigger job. Here are a few certifications that might help:

• The Certified Professional Sales Person (CPSP) is a six-week certification program designed to help you hit sales targets 
• The Certified Professional Sales Leader (CPSL) program educates on how to be a better sales boss. 
• Consider the Certified Master Sales Professional (CMSP) program, the world’s most dominant sales and leadership certification. 

Step 5: Make connections

Networking is huge. Go to industry events, join groups, and talk to people who do what you want to do. This helps you learn from others and find out about jobs like VP of Sales.

Step 6: Go for the job

With a strong background in sales and leadership, and a network of contacts, you’re ready to apply for VP of Sales jobs. Make sure your resume and cover letter show off your skills and big wins.

Step 7: Never stop learning

Even as a VP, keep up with new sales strategies and industry changes. Online courses are a great way to stay sharp and ahead of the curve. Here are some examples of online courses you can complete:

• In Udemy’s Sales Training: Practical Sales Techniques course you will learn how to close deals with confidence.
• Coursera’s Sales Training for High Performing Teams Specialization course discusses a variety of sales strategies and how to apply it to your own organization.
• Sales Skills Mastery: The Ultimate Sales Shortcuts from Udemy offers valuable advice on creating presentations, converting objections into agreements, and how to quickly build rapport.

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How much do VP of sales make?

Many variables go into determining how much a vice president of sales can earn, such as company size, experience, and education. While not reflected below, compensation through bonuses, profit-sharing, and other incentives can significantly increase overall earnings.

Browse VP of sales salary data by market

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Types of VP of sales

A VP of Sales can choose from different special areas depending on what they like and what they’re good at. These special areas can be based on the industry, the type of sales, or different parts of selling. Here’s a quick look at some common types of VP of Sales:

Inside sales vice president

This VP runs the inside sales team that sells products or services over the phone or online. They make sure their team is great at turning potential customers into real ones. They work closely with the marketing team to come up with ways to make sales better and grow the business.

Outside sales vice president

This VP handles the team that meets customers face-to-face, maybe at their offices or other places. They make sure their team does a great job at getting new customers and keeping the ones they already have happy. Their job is to see that the team offers top-notch service and support.

Enterprise sales vice president

This VP works with big clients, managing huge accounts. They make sure their team provides excellent service and support, builds good relationships, and negotiates contracts that benefit the company. They work with other departments like marketing to make sure they’re doing everything they can to grow this part of the business.

Channel sales vice president

This VP manages sales that happen through partners, like resellers or distributors. They choose the right partners, help them get good at selling their products, and manage these relationships. They work on strategies with the marketing team to meet sales targets and grow the business.

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Top skills for VP of sales

To be a top VP of Sales, you need a mix of great leadership, smart strategy, excellent communication, and a solid understanding of how to sell. Here are the key skills that make a VP of Sales successful:

Strong leadership 

A great VP of Sales is a strong leader who knows how to motivate their team. They are good at setting clear goals, giving guidance, and making sure everyone is working well together. They create a workplace where everyone feels valued and where new ideas can bloom.

Strategic thinking

This skill is all about making plans that help the company grow and meet its goals. A VP of Sales looks for new opportunities, stays ready for changes in the market, and uses data to make smart decisions. This helps the sales team focus on what works best.

Excellent communication

Communication is key. A VP of Sales needs to talk clearly and effectively not just with their team, but also with other leaders, stakeholders, and customers. They need to be good at sharing information, listening to others, and keeping everyone informed and engaged.

Financial management

Understanding and managing money is crucial. A VP of Sales oversees budgets and resources, looks closely at sales data, and makes decisions about where to spend money to help the company do better. They also make sure that any financial actions follow the rules and that they report everything accurately to other company leaders.

Adaptability

The job of a VP of Sales can be intense and demanding. They need to manage lots of tasks at once, figure out what needs attention first, and sometimes deal with unexpected issues even after hours. Being adaptable and able to handle pressure is a must.

Commitment to learning

The best VPs of Sales keep learning. They stay updated on new trends, tools, and strategies in sales and leadership. This helps them keep their team ahead of the curve and ready to tackle new challenges.

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VP of sales career path

Becoming a VP of Sales is a journey that starts with education and early sales experience and can lead to top executive positions. Here’s a straightforward look at the path:

Start with education

Most start with a bachelor’s degree in business, marketing, or something related. This education lays the groundwork for understanding business basics, marketing, and sales principles.

Entry-level sales jobs

After college, you begin in entry-level sales jobs. This might be as a sales associate or a similar position. Here, you learn all about selling techniques, get to know what customers need, and become familiar with the products or services you’re selling.

Move into sales management

Next, you might become a sales manager. This role has you in charge of a sales team, setting their goals, coming up with sales strategies, and helping your team get better through coaching. It’s your chance to grow as a leader.

Step up to sales director

If you do well as a manager, you could become a sales director. Now you’re handling several sales teams and creating broader sales plans. You also start working more with other departments like marketing and product development, which sharpens your ability to think strategically and work with a wider range of people.

Become a VP of sales

With solid experience and proven results, you can become a VP of Sales. In this role, you’re a key player in steering the company’s sales strategies and successes.

Beyond VP of sales

Exceptional VPs might go on to become a Chief Revenue Officer (CRO) or even a Chief Executive Officer (CEO), especially in companies where driving sales is crucial to success.

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Similar job titles

• Account Executive
• Account Manager
• Business Development Manager
• Sales Director
• Sales Manager
• Sales Representative

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Position trends and outlook for vice presidents of sales

The role of a VP of Sales is evolving due to several key trends. Here’s what’s shaping the future for this important job:

• Changing customer behavior: Customers today expect more personalized and smooth experiences. They have lots of choices and know what they want. A VP of Sales needs to deeply understand these expectations to create effective sales strategies that are personalized for each customer.
• Technological advancements: Tech like automation, machine learning, and artificial intelligence is changing the way sales work. These tools help companies customize their interactions with customers and make better sales decisions. A VP of Sales who can use these technologies will be very valuable.
• Importance of data analytics: Data is a big deal in sales now. With lots of data and powerful tools to analyze it, companies can better understand trends and customer needs. A VP of Sales who is good at using data to make decisions will help their company stay ahead.

Employment projections for VP of sales

The job outlook for VPs of Sales looks steady. The Bureau of Labor Statistics expects employment for top executives, including VPs of Sales, to grow by 3% through 2032. This growth is considered average, but the demand for skilled VPs of Sales who can handle modern challenges is strong.

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VP of sales career tips

Here’s how to advance your career and excel as a VP of Sales:

Develop strong sales skills

To lead effectively, a VP of Sales must excel in key sales skills like prospecting for new customers, closing deals, and building lasting relationships. These skills help you guide and grow your sales teams effectively.

Understand sales operations deeply

A solid grasp of how sales work, from the sales process to managing a sales pipeline and making accurate forecasts, is crucial. This knowledge lets you make smarter decisions and manage your resources well.

Build a strong network

Networking is essential. It keeps you informed about what’s new in the industry, expands your knowledge, and connects you with potential clients or employers. Joining groups like the National Association of Sales Professionals (NASP) or the Sales Management Association (SMA) can be very beneficial.

Professional associations and networks for vice presidents of sales:

• National Association of Sales Professionals (NASP)
• Sales Management Association (SMA)
• Association for Talent Development (ATD)
• American Marketing Association (AMA)
• Institute of Sales Management (ISM)

Hone your communication skills

Effective communication is key. Work on your listening, negotiation, and public speaking skills. These abilities help you connect better with your team, stakeholders, and industry peers.

Stay up-to-date on industry trends

The sales field is always changing, with new technologies and strategies developing all the time. Stay current by reading industry publications, attending conferences, and participating in relevant online forums and webinars.

Pursue continuous learning

Keep learning to stay ahead. Additional certifications or even an advanced degree can showcase your expertise and commitment. Regularly attend workshops and training sessions to keep your skills sharp and your knowledge fresh.

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FAQs