Sales / Business Development, Strategy / Planning

Director of Sales


A director of sales is responsible for leading a team of sales professionals and overseeing the sales process to ensure revenue goals are met. They may develop sales strategies, identify new business opportunities, and maintain relationships with key clients.

The main responsibilities of a director of sales may include developing and implementing sales strategies, setting sales targets and quotas, managing and motivating sales teams, analyzing and interpreting sales data, and collaborating with other departments to ensure that sales efforts are aligned with overall company goals.

Common tasks 

    TaskRelated trait(s)
    Developing sales strategies to achieve revenue targets and business objectives Cautiousness in Planning Attention to detail Creativity and problem solving Adaptability
    Leading, coaching, and mentoring a team of sales professionals to achieve sales goals Communication skills – Understanding others  Emotional Intelligence – Understanding customers and others
    Identifying current customer needs to inform sales strategies Cautiousness in Planning Emotional Intelligence – Understanding customers and others Creativity and problem solving Adaptability
    Building and maintaining strong relationships with key customers and stakeholders Communication skills – Understanding others  Emotional Intelligence – Understanding customers and others
    Managing budgets and ensuring cost-effectiveness Cautiousness in Planning
    Collaborating with cross-functional teams, such as marketing, product development, and customer success Equality and fairness in leadership  Calmness
    Participating in industry events, conferences, and trade shows to represent the company and generate leads Extroversion Presenting with confidence
    Staying up-to-date with developments in the field Activity Level Curiosity

    Soft skills measured by TraitForward

    TraitNo of QuestionsCronbach’s  alpha (α)
    Communication skills – Understanding others80.71
    Do they understand others?
    Communication skills – Expressiveness110.84
    Do they express themselves effectively?
    Emotional Intelligence – Understanding customers and others60.70
    Do they understand the emotions of others?
    Cautiousness in Planning70.73
    Do they plan carefully?
    Attention to detail50.71
    Do they pay attention to details?
    Equality and fairness in leadership110.73
    Are they biased?
    Creativity and problem solving80.77
    Are they creative problem solvers?
    Are they adaptable?
    Can they handle social situations?
    Activity Level90.78
    Can they multitask? Can they handle demanding workloads?
    Are they calm? Do they respect others?
    Presenting with confidence50.74
    Are they socially confident?
    Are they deep learners?
    Teamplayer Positive group practices90.72
    Do they like being included in a group?
    *Cronbach’s alpha coefficient (α) determines the extent to which the questions consistently measure each trait and it is expressed as a number ranging between 0 and 1 . Higher values indicate higher agreement between questions.  A value of α equal to greater than .7 indicates acceptable reliability or internal consistency.  For more information on the psychometric properties of the solution, please click here.

    Did you Know?

    Source: US Department of Labor – Bureau of Labor Statistics

    Median wage: 

    $193,387 / per year

    $93 / hour

    A relatively low annual wage is $146,680(10th percentile)

    A relatively high salary of the annual wage is $247,386 (90th percentile)

    Entry Education level:

    Τo become a director of sales, one typically needs a bachelor’s degree in a relevant field, such as business, marketing, or sales. They must have strong leadership and management skills and be able to motivate and manage sales teams effectively. Additionally, directors of sales must have strong analytical and problem-solving skills and be able to develop and implement effective sales strategies. They should also have excellent communication and interpersonal skills and be able to build and maintain strong relationships with customers and internal stakeholders. Many directors of sales have several years of experience in sales roles before moving into leadership positions.

    Find out the psychometric properties for the Director of Sales Traitforward questionnaire