8 skills needed to be a successful sales executive – WAU
The sales executive position does not require a specific qualification, but, on the other hand, it requires that the professional has several essential skills. Do you know what these skills are? It is about them that we will dedicate ourselves throughout this post!
Have you ever imagined yourself as a sales executive? The position is extremely important in the corporate world, as it represents the exact point of connection between a company and its customers.
The work includes offering tips and new products for consumers, negotiating contracts, organizing professional visits, among other things.
As his main function is sales management, this professional is common in several sectors, from retail to service providers.
There is no qualification required for the position, although courses and experiences can be beneficial. The fact is that companies tend to pay more attention to skills essential to the role.
Thinking about it, we created this post with 8 skills necessary for you to prosper as a sales executive. Check out!
1. Excellent communication
This skill should come as no surprise to anyone. A professional who deals directly with sales and negotiations needs to be an excellent communicator.
It is essential to have the ability to present offers to the customer in a clear and objective manner, showing confidence in what you are talking about. But does speaking clearly and confidently summarize the qualities of a good communicator? We believe not.
More than speaking, it is necessary to communicate efficiently, with body gestures consistent with the tone of voice used. This detail facilitates – and greatly – the correct interpretation of the interlocutors, whether they are clients or coworkers.
So, excellent communication is not just beautiful speeches and inspiring presentations. In addition to combining this with appropriate body gestures, an essential part of communication is the ability to listen and interpret.
Let’s imagine that you are presenting a new product to a customer, who insists on interrupting your pondering with doubts.
Absorb, interpret and develop an immediate response for his questions is what will really differentiate an excellent sales executive from an average one.
2. Ease of handling rejection
The life of a sales executive is not usually easy. For every customer converted into a sale, several others are lost. Understanding that this is part of the process and not letting yourself down in times of downturn is simply crucial.
In fact, a customer’s rejection can – and should – be used as fuel to improve their sales techniques and tools.
So when you see a “no” on your face, smile at him. Do not show any signs of shock or be afraid to continue the conversation.
The client will certainly notice the way the denial was received and, who knows, he may even start to wonder if he really made the right decision.
At the end of an unsuccessful sale, the professional must seek strength to rise. It is what many like to call resilience. So, why not ask for feedback from your service?
Understanding the reasons that led the negotiation to failure is a perfect way to start an improvement process.
3. Efficient time management
In many cases, the sales executive must deal with a huge number of customers in different locations.
Sometimes, meetings are held with a short rest period between one and the other, which can create chaos in the professional’s agenda. Well, that’s just part of the job.
To know manage your time efficiently is essential for the effective fulfillment of the function. Few things hinder a negotiation as much as a salesperson’s delay.
Therefore, an aspiring sales executive must have the ability to organize in order to have a full schedule, but at the same time, with the guarantee that he will be able to attend all events without delay.
For this, all variables must be taken into account. It is important to plan to arrive in advance of the meetings, in order to compensate for any delay caused by an unforeseen event.
No, it is not. But when we talk about sales, sometimes “no” means “maybe”. Never give up on a customer after the first attempt is unsuccessful.
We talked throughout the text about the importance of dealing with negatives well and trying to learn from them. Well, persistence is the next step in this process.
The only care to be taken here is not to confuse persistence with impertinence. Filling the other party with calls and messages asking for the offer to be reconsidered will not help.
On the contrary, this practice harms the salesperson’s image and affects his reputation, and it may have repercussions even in the relationship with other people in the area.
A sales executive’s persistence must be smart and timely. Rather than insisting on continuing a failed negotiation, it is worth suspending negotiations and taking the time to think of a new approach to dealing with objections.
Thus, the image that remains is that of a secure seller of his strategy, without the desperate need to convert a sale.
What does it take to be an outstanding sales manager?
Sales analyst: what are your responsibilities, characteristics and skills
5. Ability to generate and interpret reports
A successful sales executive does not only deal directly with customers. It defines goals, monitors results and works on the elaboration of sales strategies.
So, it is essential to know how to gather and analyze data relevant to the business, in order to generate a complete report on the performance of the sales department.
The presentation of a well-prepared report facilitates the internal work of a sales executive. With it, it is possible to identify gaps and take actions to improve the strategy.
For example, moving a sales team to a location with greater potential for conversion. In addition, the report can indicate the channels that are most efficient and involve the least cost in acquiring customers for the company.
6. Ease of dealing with technology
We are in the age of digital transformation. In all areas of professional activity, new technologies are launched with increasing frequency, generating a real race to dominate their use.
For a sales executive, the ease of handling these new features provides an increasing optimization of his time, efficiency and productivity.
New technologies can be used on several fronts. Software data analysis, for example, facilitate the activity of gathering the most relevant information and organizing it in an objective way.
To show this data to superiors, there are several programs that create interactive presentations, also excellent for showing new products to customers. Therefore, it is necessary that the professional is able and willing to learn how to take better advantage of these news.
7. Having good personal marketing
Marketing is often defined as the set of activities adopted by a company to understand and meet customer needs.
How can we take this to the personal scope? Simple! See yourself as a company, and try to fit your customers’ expectations. For example, you know that every successful company has a well-crafted visual identity.
On a personal level, this is equivalent to caring for appearance. It may seem superfluous, but a good salesperson must convey confidence and authority to the customer. For that, nothing better than to present yourself appropriately.
A good sales executive should dress according to the occasion. This does not mean a suit and tie at every meeting, as some customers may prefer a more casual conversation. The point is to present yourself in a way that has a positive impact on your target’s perception.
8. Know how to work alone or in a group
The activity scenarios for a sales executive are extremely variable. Depending on the size and importance of the client, or the characteristics of the firm, the professional may be asked to work in teams or on their own, often mixing a little of the two.
Thus, it is essential to be adaptable to both scenarios. Working alone means that you will be responsible for the entire organization, planning and executing any strategy, which requires much more attention to detail.
In such a scenario, the professional needs to be extremely proactive, but also has the advantage of creating his own environment.
Group work can cause apprehension in some people, but dealing with the situation in a professional manner is essential. In addition, a well-connected and collaborative team can be a hand in the wheel to optimize the sales process.
The sales executive is an important professional in basically all commercial sectors. It is of enormous value to the company, given its importance in the elaboration and execution of sales strategies.
A good professional in this area must have a confident personality, know how to communicate properly and understand the requirements of the job in depth.
The position does not usually come with a requirement related 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 an even more intense competition among the candidates for the vacancy.
By mastering the skills presented throughout this text, you are halfway to becoming a successful sales executive.
So, 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 what is already here and check out this post about the advantages of having an insatiably curious sales consultant! Come on?