A day in the life of a sales representative!
Sales representatives work towards completing targets set by the organization they represent. Usually they focus on a particular product line and work off a sales plan. Sales and marketing are different and should not be confused. While salespeople are often in the field, working on meeting numbers, the marketing team usually works on planning, creatives and strategy.
- Influencing skills: The key to becoming a strong sales representative is to achieve the targets set out for you. Being able to effectively convince and influence your customers is critical. This requires the ability to communicate, innovate, inspire and close your sale. One of the best principles to follow is first connecting, then uncovering needs, presenting solutions and eventually securing commitment. Being solution oriented and understanding the needs of the customer is most important.
- Understand your customer’s mindset:It is important for a sales representative to understand the buyer. Be aware of customer preferences and the underlying segment you are targeting. Customer behavior differs according to region, income level, mindset and age. Having a clear understanding of what is driving them will make you more effective.
- Comfort with data: Many sales organizations are using technology to become more efficient and shorten the length of the average sales cycle. A sales team should be aware of technology like CRM software, IT skills, Excel and PowerPoint skills. They should also be aware of the different sales channels and how to analyze the sales funnel for each. Looking at the data and leveraging different channels will help the representative to analyse the strategy properly and conduct effective implementation.
- On a daily basis, a sales representative may start by making their target list and catching up on new trends in the market. They conduct a quick team meet and send emails to potential and existing clients. They speak to the prospects and work on their pitches. They plan their day ahead through check-ins with their managers. What stays constant amongst most sales people is their unending enthusiasm and passion for selling, meticulous planning, and drive to achieve their targets.