What strategic skills are essential for someone stepping up from a sales manager to a sales director?

Stepping up from sales manager to sales director requires shifting from tactical execution to strategic leadership.

Forecasting and Planning: Ability to set long-term goals, build territory or segment strategies, and drive sustainable pipeline growth.

Cross-Functional Leadership: Collaborating with marketing, product, and operations to align sales efforts with broader business objectives.

Data-Driven Decision Making: Using metrics and insights to guide strategy, identify trends, and influence senior stakeholders.

Team Development: Building a high-performing leadership bench by mentoring managers, not just reps.

Change Management: Leading through change, whether it’s new tools, org structures, or go-to-market models with clarity and resilience.

Executive Communication: Presenting plans, challenges, and results clearly and credibly to senior leadership.

Check out my answer to this question: Gartner Peer Community: What is a common myth or misunderstanding about your role that you wish others knew about?
 https://www.gartner.com/peer-community/post/common-myth-misunderstanding-about-role-wish-knew-about

Carving out time with other leaders on the team to work on the business rather than in the business is also been very important in my career development. Tools such as a running 'Issues List' is extremely helpful and great way to measure success and/or failure.