Have you ever imagined yourself as a sales executive? The position is very important in the corporate world, since it represents the exact point of connection between a company and its clients.
The work includes offering advice and new products for consumers, negotiating contracts, organizing professional visits, among other things.
Since his main function is sales management, this professional is common in various sectors, from retail to service providers.
In Saas companies, the role of the executive salesperson is closely linked to the digital marketing strategy, working with the contacts generated by the blog or the website in a longer process of negotiations.
There is no qualification required for the position, although courses and experiences may be beneficial. The fact is that companies tend to pay more attention to the essential skills for the role.
With that in mind, we have put together this article with 8 necessary skills for you to prosper as a sales executive. Get to know them below!
1. Excellent communication
This ability should not be surprising to anyone. A professional who deals directly with sales and negotiations must be an excellent communicator.
It is essential to have the ability to show offers to the customer clearly and objectivelyshowing confidence about what you are talking about
But does speaking clearly and confidently sum up the qualities of a good communicator? We think not.
More than speaking, you have to communicate efficiently, with body gestures that are consistent with the tone of voice used. This detail facilitates — and a lot — the correct interpretation of the interlocutors, whether they are clients or co-workers.
So great communication isn’t just beautiful speeches and inspiring presentations. In addition to combining all this with the appropriate body gestures, an essential part of communication is the ability to listen and interpret.
In the case of inside sales, which are usually done over the phone, the best guidance is to be open to listening to the prospect and asking him questions about his needs, establishing a consultative sale.
Let’s imagine that you are presenting a new product to a client, who insists on interrupting your considerations with doubts.
Absorbing, interpreting, and crafting an immediate response to your questions is what will really differentiate a great executive from a middling one.
2. Ease of dealing with rejection
The life of a sales executive is not usually easy. For every business opportunity converted to a customer, there are many that were lost. Understanding that this is part of the process and not giving in to moments of discouragement is simply crucial.
In fact, a customer’s rejection can — and should — be used as fuel to improve your sales tools and techniques.
Therefore, when you find a “no” in your face, smile. Don’t show any signs of shock or be afraid to continue the conversation.
The client will certainly notice the way the objection was received and, perhaps, may begin to question whether he really made the right decision.
At the end of an unsuccessful sales attempt, the professional must find the strength to readjust. It is what many like to say resilience. So why not ask for feedback on your service?
Understanding the reasons that led to the failure of the negotiation is a perfect way to start a process of improvement.
3. Efficient time management
In many cases, the seller must handle a large number of customers in different locations.
Sometimes meetings are held with a short break between them, which can create chaos in the professional’s schedule. Well, that’s only part of the job.
Knowing how to manage your time efficiently is essential for the effective fulfillment of the function. Few things hurt a negotiation more than a seller being late.
Therefore, an aspiring sales executive must have the ability to organize himself to handle a full agenda, but at the same time with the guarantee that he will be able to attend all the events without delay.
For that, all variables must be taken into account. It is important to plan ahead to arrive at meetings, in order to compensate for any delay caused by unforeseen events.
No means no. But when we talk about sales, sometimes “no” means “maybe.” Never give up on a client after the first attempt was frustrated.
We talk throughout the text about the importance of dealing well with negatives and trying to learn from them. Well, persistence is the next step in that process.
The only care to be taken here is not to confuse persistence with impertinence.. Bothering the other party with calls and messages asking for the offer to be reconsidered is not going to help anything.
On the contrary, this practice damages the seller’s image and affects their reputation, and may even affect their relationship with other people in the area.
An executive salesperson’s persistence must be smart and timely. Instead of insisting on continuing an unsuccessful negotiation, it is worth suspending discussions and taking your time to think of a new approach to dealing with the issues. objections.
In this way, the image that remains is that of a seller sure of his strategy, without the desperate need to close a sale.
5. Ability to generate and interpret reports
A successful sales executive does not act only in direct dealings with customers. He also defines goals, monitors results and works on developing sales strategies.
Therefore, knowing how to gather and analyze business-relevant data in order to generate a comprehensive report on sales team performance is critical.
The presentation of a well-prepared report facilitates the internal work of a sales executive. With it, it is possible to identify opportunities and take actions to improve the strategy.
For example, moving a sales team to a location with higher conversion potential. In addition, the report can indicate the most efficient channels that imply a lower cost of customer acquisition for the company.
6. Ease in managing technology
We are in the era of digital transformation. In all areas of professional performance, new technologies are released with increasing frequency, creating a real race to master them.
For a sales executive, the ease of handling these innovations provides an increasing optimization of their time, efficiency and productivity.
New technologies can be used on various fronts of action. CRM software, for example, facilitates the activity of gathering the most pertinent information and organizing it objectively.
To show this data to superiors, there are several programs that create interactive presentations, also great for showcasing new products to customers.
Therefore, it is necessary that the professional is able and willing to learn how to make the most of these developments.
7. Have good personal marketing
Marketing is often defined as the set of activities undertaken by a business to understand and satisfy customer needs.
How can we take this to the personal reach?
Very easy! See yourself as a company, and try to meet the expectations of your customers. For example, you know that every successful company has a well-crafted visual identity.
On a personal level, this is equivalent to taking care of one’s appearance.
It may even seem superfluous, but a good salesperson must convey trust and authority to the customer. To do this, nothing better than presenting yourself appropriately.
A good executive salesperson must dress for the occasion. This does not mean a suit and tie at every meeting, as some clients may prefer a more casual conversation.
The point is to present yourself in a way that makes a positive impact on the perception of your target.
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8. Know how to work alone or in a group
Activity scenarios for a sales executive are extremely variable.
Depending on the size and importance of the client, or the characteristics of the company, the professional may be requested to work in teams or on their own, often mixing a bit of both.
For that reason, it is essential to be adaptable to both scenarios.
Working alone means that you will be responsible for the entire organization, planning and execution of any strategy, which requires much more attention to detail.
In a scenario like this, the professional needs to be highly proactive, but they also have the advantage of creating their own environment.
Group work can be apprehensive for some people, but dealing with the situation professionally is essential. In addition, a well-oiled and collaborative team is always a great help in sales process optimization.
The sales executive is an important professional in basically all business sectors. He is of enormous value to the company, given his importance in developing and executing sales strategies.
A good professional in this area must have a confident personality, know how to communicate appropriately and thoroughly understand the requirements of the job.
The position is not usually accompanied by a requirement linked to the type of graduation of the individual, often employing professionals without a university degree.
This is due to the importance given by the company to the specific skills for the function and generates even stronger competition among the applicants for the vacancy.
By mastering the skills presented throughout this text, you are halfway to becoming a successful sales representative.
What did you think of these tips? Do you agree that these skills are essential to the job of a sales executive? Take advantage of the fact that you are here and see the advantages of having an insatiably curious sales consultant! Go?