Senior and leading · Leadership · also called Regional Sales Manager, Sales Director, VP Sales

Sales Manager or Head of Sales

Hires, coaches and forecasts for a sales team, and sets the standard for what the team may promise.

No credential gets anyone a job or a salary, and ASTRA does not promise either. An ASTRA credential attests that the holder passed an examination; it does not certify performance in a job. External programmes and certifications are listed because people in these roles commonly hold them. ASTRA is not affiliated with their issuers and does not endorse them; names are trademarks of their owners. Details change, so check the issuer's site before you buy. Last reviewed 12 October 2026.

What you do

• Hire and onboard sellers
• Run deal reviews and forecast
• Set rules for claims, discounts and approvals
• Coach on discovery and commercial structure

What you need to be able to show

• Forecast discipline
• Deal review that catches over-promising early
• Hiring for judgement, not only energy
• Working with presales, CS and partners as one system

Where ASTRA fits

Credentials people in this role commonly hold

• Sales leadership and management programmes · Business schools, vendors' partner executive programmes, employers · Cost varies
  Forecasting, coaching, hiring and territory design. Track record matters more than any certificate at this stage.
• Sales methodology training (MEDDICC, Sandler, Challenger, Command of the Message and similar) · Various training companies; usually bought by employers · Usually free through your employer
  A shared language for qualifying and running deals. Valuable inside the company that uses it; not a standardised credential.