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Sales manager pay

How much do home services sales managers make?

Home services sales managers range from a selling manager who still runs leads to a director over several branches. BLS splits them into two codes, and the gap between them is the story.

The data

Two job codes, three trade groups.

BLS publishes first-line sales supervisors and sales managers separately. We show both for specialty trade contractors, then broken out by HVAC, exteriors and remodeling.

Annual wage · BLS · May 2025

First-line sales supervisors, specialty trades

41-1012 · NAICS 238 · 2,850 on W-2

10th $48,370Median $89,43090th $154,120

Sales managers, specialty trades

11-2022 · NAICS 238 · 6,640 on W-2

10th $68,110Median $126,76090th $214,930

First-line sales supervisors, all industries

41-1012

10th $50,320Median $87,52090th $164,070

Light band: 10th to 90th percentile. Dot: median. Annual wages for W-2 employees, commission included.

Both codes are small at specialty trade contractors, with 2,850 supervisors and 6,640 managers on W-2 payrolls, so expect the estimates to move between releases. Supervisors' mean pay is $98,050; managers' is $137,420.

BLS covers W-2 employees only. Reps paid as 1099 contractors are not in any of these bars.

By trade group

Median annual wage and W-2 employment for sales supervisors and sales managers, by trade group, May 2025
Trade groupSupervisor medianSupervisors on W-2Manager medianManagers on W-2
HVAC, plumbing & electricalNAICS 2382$89,9801,560$135,4403,150
Roofing, siding & exteriorsNAICS 2381$87,670480$107,5001,380
Residential building & remodelersNAICS 2361$87,6101,090$129,9403,340

Supervisor pay barely moves across trade groups. Manager pay moves a lot, and the exterior contractors' figure rests on a small W-2 count.

Source by source

Scroll sideways on a phone. Each source name opens the original page.

Pay sources for home services sales manager roles, with what each measures, the figure, its date and notes
SourceWhat it measuresFigureDateNotes
BLS OEWS, 41-1012 in NAICS 238BLSMedian annual wage, first-line supervisors of non-retail sales workers (41-1012) at specialty trade contractors (NAICS 238)$89,430May 2025Supervisors of non-retail sales workers. Fits a selling manager.
BLS OEWS, 41-1012 in NAICS 238BLSMean annual wage, first-line non-retail sales supervisors (41-1012) at specialty trade contractors (NAICS 238)$98,050May 2025W-2 only, bonuses and commission included.
BLS OEWS, 11-2022 in NAICS 238BLSMedian annual wage, sales managers (11-2022) at specialty trade contractors (NAICS 238)$126,760May 2025Sales managers. Fits a director, or a manager over several teams.
BLS OEWS, 11-2022 in NAICS 238BLS90th percentile annual wage, sales managers (11-2022) at specialty trade contractors (NAICS 238)$214,930May 2025The highest percentile BLS publishes.
BLS OEWS, 11-2022BLSMedian annual wage, sales managers (11-2022), all industries$148,270May 2025All industries, including large B2B sales teams.
JobNimbus Peak Performance reportTrade pressPoint at which to add a sales manager (practitioner advice, not survey data)5-10 reps2026Practitioner advice, not survey data.
OptifaiVendorAnnual turnover for sales managers (B2B data, not home services)28% a year2026B2B data, not home services.
Level placementsLevel dataPay of reps hired through LevelNot yetn/aNot published yet. We will add pay data from our own placements here once it is compiled by role and trade.

Reading the numbers

Why manager pay is hard to compare.

  • Which job code

    Titles don't map neatly to BLS codes. A sales manager who runs four reps and still closes may be coded as a supervisor; a director of sales over three branches as a manager. Compare the job, not the title.

  • W-2 vs 1099

    BLS only counts employees. A manager paid overrides as a 1099 contractor isn't in either figure.

  • Advertised vs earned

    Manager postings can quote on-target earnings that assume a full, producing team. Ask what the plan would have paid on last year's team, not next year's.

  • Base vs total

    A manager's offer can be base only, base plus an override on team sales, or a personal commission on leads they still run, plus bonuses. BLS counts all of it as wages; a quoted base counts none of the rest.

Pay structures

What a manager plan is built from.

We haven't found a reliable public source for typical override rates in home services, so we don't quote one. These are the pieces a manager plan is built from.
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  • Base salary

    The fixed part, for hiring, training, ride-alongs and the sales meeting. The bigger the team, the more of the job it covers.

  • Override on team sales

    A percentage of what the team sells, paid to the manager. It ties pay to the team's results. Define it on net sales, after cancels, or it rewards volume that never installs.

  • Personal commission

    For a selling manager who still runs leads. Pay it at the rep rate and decide up front which leads they keep, or the reps will notice.

  • Team bonuses

    Paid on targets such as net sales, close rate, cancel rate or reps still in the field after their first months. Pick two or three you can measure cleanly.

Run any of these plans at your own ticket, close rate and lead count before you put it in an offer.

Open the calculator

What drives earnings

What moves a manager's pay.

  • 01

    Team size

    Most roofing sales teams have 4 or fewer reps. JobNimbus's advice is to add a manager at 5-10 reps, and an override on a small team doesn't pay much.

  • 02

    Lead flow and mix

    Overrides are only as good as the leads the team runs. A manager who inherits a thin lead calendar inherits a thin paycheck.

  • 03

    Team close rate and ticket

    An override pays on what the team sells, so the team's close rate and average ticket are the manager's numbers too. Coaching that lifts a bottom rep toward the median shows up in the manager's check.

  • 04

    Retention

    Sales managers turn over at about 28% a year in B2B data, and B2B sales teams overall at 35% a year. A manager who keeps reps keeps their override.

For owners and for reps

For owners

The offer that pulls a proven sales manager

A good manager is leaving a team that pays them. Show the team they'd inherit: how many reps, their close rates and the lead flow. Work the override math at your current volume, not the volume you hope for.

If you want them to keep running leads, say so and pay for it. Hire for coaching and a record of building reps, not just personal sales: a manager who keeps reps earning keeps your sales growing. Hiring across several branches? See hiring for multiple locations.

Get a sales managerThe roleJob description

For reps

Moving up from rep

Ask whether you keep your own leads, what the override is paid on and who makes hiring calls. A manager seat works best when you have a real say in who joins the team.

Apply, free, and tell us whether you want to keep selling.

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Methodology

How we built this page.

  • Two BLS codes fit: first-line supervisors of non-retail sales workers (SOC 41-1012) and sales managers (SOC 11-2022). We show both at specialty trade contractors (NAICS 238), by trade group, and nationally.
  • BLS figures are from the May 2025 OEWS release, checked on 20 Oct 2026. They include bonuses and commission for W-2 employees.
  • The trade-group estimates rest on small W-2 counts. Treat small differences between them as noise. NAICS 2361 includes new-home builders as well as remodelers.

Written by [Author name, title]. Last updated Oct 20, 2026.

FAQ

Common questions about this pay.

  • How much does a home services sales manager make?

    It depends on the seat. BLS shows a median of $89,430 for first-line sales supervisors at specialty trade contractors and $126,760 for sales managers in the same industry, as of May 2025.

  • When should I hire a sales manager?

    JobNimbus's practitioner advice is to add one at 5-10 reps. Below that, a selling manager or the owner can cover it.

  • Do home services sales managers still sell?

    Some do. A selling manager runs leads and coaches; a director over several teams rarely has time to. Decide which you need before you write the plan, because it changes the pay mix.

  • What is a sales manager override?

    A commission paid to the manager on the team's sales, on top of base. We haven't found a reliable public benchmark for override rates in home services, so test any plan against last year's team numbers before you offer it.

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