Rishi Career

Aspire Prepare Achieve


Sales

Defination:

Sales career can be one of many paths such as sales representative, sales engineer, account manager, sales director etc. each playing a very different but a critical role in closing a sale and maintaining relationship with a customer. Sales career basically involves creating long lasting relationships with the potential and existing clients. Sales is more of customer relationship management career in many medium to large enterprises. For someone to be successful in sales, you not only require passion for the product and the sales process itself, but it’s very important to have traits like patience and perseverance in addition to other related soft skills like excellent communication and presentation skills. People from all walks of life can switch to sales. Many sales careers in medium to big enterprises do tend to involve considerable travel. Compensation for sales people typically involves two components, fixed salary plus commission based on actual sale done.

Typical Day In The Life of a Professional – DILO:

This is a fictitious calendar and is meant to give an idea of the different tasks that the professional performs and different people that the professional needs to coordinate with. This may differ from organization to organization and context.

Context For DILO:

Context: A sales account manager at a big enterprise managing a very important client relationship

DILO Calendar:

Time Activity
9:00am to 11:00 am Program review meeting with all the project managers assigned to the client. Review the status of the ongoing projects, identify potential issues and make a summary note listing the risk mitigation plans presented by the project managers.
11:00am to 12:00 noon Meeting with the client senior management. Listen to client concerns. Respond to their queries. Identify and assign resources from engineer, support and sales to work on the issues raised by the client.
12:30 pm to 2:00 pm Conduct a training session for sales account executives and sales managers on client relationship. Review the sales dashboard and update the sales forecast for the current and the next quarter.
2:00 pm to 3:00 pm Chair the upcoming sales campaign meeting. Prepare for the upcoming trade show. Listen to the campaign proposals and provide suggestions and guidance to the sales team to identify the prospects.
3:00pm to 5:30 pm Make a presentation to the client proposing new solutions and pitch for a cross sell and upsell of the related products and services.

Career Ladder Disclaimer:

Exact ladder may change from organization to organization, but below is a typical path. Note. These are roles. Not necessarily titles in an organization. Titles amy differ for the same role based on the customer facing needs of the organization.

Typical Career Ladder:

Sales_CareerLadder

Certifications:

Certification Description Career Level Certifying Body
Certified Sales Professional The Certified Sales Professional program is a sales certification for professionals who are employed as sales representatives, account managers, distributor representatives, and business development personnel credibility of the profession SMI
SCPS Online Sales Certification Course is self study course provides applicants with a view of the principle areas of sales under the theme “Partnering to Create Value”. Learning Method SMEI
CSE Online Sales Management Certification Course is self study course prepares you for the exciting challenges related to leading sales organizations in today’s hyper-competitive global economy. Learning Method SMEI
PCM The American Marketing Association created the Professional Certified Marketer program to officially recognize the knowledge and expertise of marketing professionals. Study Circle AMA
Strategic Selling The Miller Heiman Certified Sales Professional programme is advanced professional B2B training, based on the proven Miller Heiman Sales System that will take your performance to the next level and elevate your status within the global sales community. Foundation level Miller Heimen

Associations and Groups:

Association Description More Info
SMEI Sales & Marketing Executives International SMEI
NASP National Association of Sales Professionals NASP
AMA American Marketing Association AMA
SMI Sales and Marketing Institute International SMI

Sales Tools:

Tool Purpose More info
SalesForce Cloud based CRM solution SalesForce
GetResponse Powerful email marketing and analytical tool GetResponse
Consumer Barometer Offers companies trying to attract clients online crucial information about online consumers, of whom they need to make more informed business decisions Consumer Barometer

Sales Methods:

Method Description
Direct sales Involving person to person contact. Door to door, retail sales etc.
Agency based Ex: Real Estate agents, B2C (aka Business to Consumer) utilizing contact centers etc.
RFP Request for proposal – An invitation for suppliers, through a bidding process, to submit a proposal on a specific product or service. An RFP usually represents part of a complex sales process, also known as “enterprise sales”.
B2B Business-to-business – Business-to-business (“B2B”) sales are much more relationship-based owing to the lack of emotional attachmentto the products in question. Industrial/professional sales involves selling from one business to another
Indirect Ex: Mail-order, vending machine etc.

Sales Experts:

Advertisements