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How to Define Your Company's Sales Job - Part 2


By Alan Rigg

Part One:
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Here are seven additional factors to consider as you define the parameters that produce success in YOUR company's sales job. If you are a salesperson, you can also benefit from considering these questions, as they can help you identify target prospects and further refine your sales approach.

9. Administration: Which sales job functions require attention to detail? Examples include making accurate forecasts Tre'Quan Smith Jersey , providing timely updates to the corporate CRM system, analyzing customer records to determine sales strategies, and ensuring regulatory compliance.

Some companies have support personnel that perform administrative tasks on their salespeople's behalf. Other companies expect their salespeople to deal with a certain amount of administration. If a tolerance for process, detail and administration is necessary for success in your company's sales job Marcus Davenport Jersey , some amount of Tolerance for Administration is desirable in your salespeople.

10. Communication: How important are verbal and written communication skills to sales success in your company? Are your salespeople required to make presentations? Are they required to compose letters or proposals?

Sales roles that rely heavily on high quality verbal and written communications require salespeople that have healthy doses of the attributes Communication Skills and Reasoning Ability.

11. Pre-Sales Support: What support resources are available to help your salespeople manage specific steps of the sales cycle? How effective must your salespeople be when managing these resources?

The availability of support resources has a significant impact on the attributes required for sales success. If your salespeople have access to quality internal (employed by your company) or external (employed by suppliers or partners) technical resources, they don't need to invest a lot of time learning technical details. This frees them to focus more time and energy on prospecting and opportunity qualification. By the same token, if your company employs technical writers who can assist salespeople with large proposals and bid responses, there may be less need for your salespeople to have strong Communication Skills.

12. Post-Sales Support: Are your salespeople expected to provide technical or operational support to customers Michael Thomas Jersey , or do other personnel provide this support?

If your salespeople are required to deliver post-sales support, it would be desirable for them to have a lower Sales Drive, be less Competitive, and have a higher Service Drive.

13. Training: What kinds of training does your company provide to salespeople? How much training does your company provide?