We know that you will need to hire talent for this role in the future. Therefore, we have developed a comprehensive manual to make your job easier. This is the first post in the series.
Here are the posts related to the topic of Sales Executive
What is a Sales Executive? (This post)
The 4 skills that a sales executive must have.
The 4 tools you should consider in a sales executive.
The 5 KPIs you should consider in a Sales Executive.
The 4 questions you should ask in your interview with a Sales Executive.
In this post, we explain what a Sales Executive is, their responsibilities, average salary in the labor market, and the studies required for the position.
What is a Sales Executive?
A sales executive is responsible for offering and promoting a company's products or services. To do this, he or she builds and cultivates a business relationship with the client. He or she also works as a team to meet area goals.
To achieve this, the professional uses his knowledge of persuasion, strategy, organization and sales to determine the best way to meet the company's business objectives. With this, he decides which are the best clients for the company and how the product should be offered to them.
Depending on the size of the company, the Sales Executive reports to the Sales Manager or Area Manager. In addition, the Sales area works hand in hand with Marketing and Product.
Companies that have a sales executive have greater market growth and revenue. This is because the professional not only promotes the company and its product, but also maintains relationships with customers by creating long-term bonds, which gives greater authority to the brand and better word of mouth.
Responsibilities
Customer prospecting
Lead generation
Presentation of products or services
Negotiation and closing of sale
Presentation of results and sales analysis
1. Customer prospecting
Prospecting is a search process that identifies potential customers for a brand or company. These customers are selected because they have a possible interest in purchasing or using the products and services offered by the company. In other words, customer prospecting is the creation of a database of potential customers for a brand.
This is the step-by-step process of prospecting clients:
Active search for potential clients.
Qualification of customer profiles as qualified profiles.
Building and consolidating a database of prospects.
Prospect tracking.
Once the customer prospects have been established and defined, the Sales Executive creates a database with these profiles. This allows him to realistically align the customer's needs and how the product or service meets their need.
2. Lead generation
Lead generation, on the other hand, aims to expand the company's customer database. This is done through marketing strategies and supporting the user until a sale is made.
These are the stages of the process:
Awareness: Here the company is contacted and the product is made known.
Education: At this point, the customer learns what the product does, why they need it, and why it is a good idea to purchase it.
Samples: the customer has a sample of the product and recognizes its usefulness.
Conversion: the company decides to purchase the product and becomes a customer.
Based on the database and customers, the Sales Executive plans the best ways to contact customers, establish a bond of trust and, finally, sell them the product or service.
3. Presentation of products or services
Product or service presentation is the way in which a company introduces its product to the market. The main function of this is to show the product to a specific audience and to retain the interest of consumers. Presentations include a description of the product or service and establish the first expectations about it.
Some of the most common options are:
Presentation by telephone.
Submission via email.
Presenting the product philosophy with a slogan.
Presentation to the client.
Quick or elevator presentation.
A sales executive uses his or her knowledge of data presentation, effective communication, and strategic thinking to choose the best way to present a product to a customer.
4. Negotiation and closing of sale
Negotiation is a process in which two parties come to an agreement on a subject, usually a commercial one. Broadly speaking, throughout the negotiation the parties involved will do everything possible to come out in the best position possible.
Closing the sale is the last stage of the negotiation process, and consists of finalizing a deal with the prospect so that he or she acquires the product or service offered.
Some of the most used techniques are:
Direct closing: This is used when the seller already has a business relationship with the customer. That is, when the customer has purchased from the company several times.
Closing Order: Used to persuade the client to close the deal. Typically, yes or no questions are asked until the time of signing the contract.
Closing Scale: Used to measure how effectively the value of the product is being communicated and how interested the lead is in continuing with the process.
Scarcity Closing: This technique alludes to “now or never” and persuades the customer of the benefits of the product if they make the purchase right away.
Exclusion closure: This method uses reverse psychology, as it indicates to the client that they may not be the best option to work with the product because there are other more suitable clients.
Closing with summary: the properties and characteristics of the product are highlighted to respond to customer needs.
The Sales Executive uses his experience to identify which leads are most interested in the product. He also uses Customer Relationship Management (CRM) tools, Excel and management software to organize and accompany customers throughout the sales process.
5. Presentation of results and sales analysis
The presentation of results is a document that sets out and explains all the actions taken to carry out a project or research. In this case, the presentation of results indicates the success of the sales strategies implemented and the fulfillment of personal and area goals.
Sales analytics, as the name suggests, is about understanding how sales performance can be improved in the short, medium and long term. This allows you to set goals to work towards, determine revenue outcomes and project company performance.
There are four types of sales analysis:
By product: used to measure the product life cycle.
By channel: allows you to identify the channels that work best for closing sales. Visualizing where and when the highest volume of business occurs sets the tone for focusing the company's actions and resources there.
By location: Answer the question 'where do people buy from me the most?'. This can lead to ideas for logistics solutions, optimisation of communication processes with target audiences and more.
By Rep: Rates a worker's overall performance. Identifies in general how well trained sales representatives or consultants are.
The sales executive uses tools such as Tableau to visualize chinese overseas asia phone number data data. He also uses analytics and management software to analyze sales metrics.
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Salary of the position
According to sources such as Computrabajo and Indeed, the average salary for Sales Executives in Latin America for 2023 is USD $536 , with Mexico and Chile being the countries with the highest salaries in the region. The following table is a comparison of Latin American countries.
What is the recommended training for a Sales Executive?
The professional has university training in one of the following areas:
Economy
Business Administration
Marketing and advertising
These types of university courses are a basis for a person to start in the area. However, professionals in this field study to specialize in the subject. Some options they have are:
1. Advanced Sales Certificate - CSMP
This course offers two certifications, one in sales and one in leadership. It also offers tools for conflict management, assertiveness, persuasion and increased productivity.
Certification Information:
Study mode : online.
Ideal for : Salespeople, CEOs and Sales Executives.
Approximate duration : 14 months .
Price : $2,995 USD.
2. Certificate in Sales Course - Edutin
This course trains students to understand the basic fundamentals of Customer Relationship Management (CRM) as well as the basic principles of digital marketing. It also delves into the processes of negotiation and sales consolidation.
Certification Information:
Study mode : online.
Ideal for: Anyone interested in sales or working in customer service.
Approximate duration : 4 weeks.
Price : Free.
3. Salesforce Sales Development Representative Professional Certificate - Coursera
This program focuses on tech sales. Because of this, it offers tools to improve productivity and understand how to convert leads into customers. It also emphasizes how to establish a good relationship with the client.
Certification Information:
Study mode : online.
Ideal for: Anyone interested in learning about sales.
Approximate duration : 6 months
Price : $39 USD per month.
4. Cornell Sales Growth Certificate
This certificate trains professionals in the segmentation of potential clients and market niches to better take advantage of growth opportunities. It also teaches tools to prioritize client accounts and perfect the sales pitch for calls.
Certification Information:
Study mode : online.
Ideal for: Sales Executives, Account Managers and Sales Agents
Approximate duration : 3 months
Price : $2,625 USD.
Conclusion
Now you know the most important things about the Sales Executive position. Keep this in mind when you begin your next recruitment process. Remember, the important thing is to know the main characteristics of the position you are interested in.
Here are the posts related to the topic of Sales Executive
What is a Sales Executive? (This post)
The 4 skills that a sales executive must have.
The 4 tools you should consider in a sales executive.
The 5 KPIs you should consider in a Sales Executive.
The 4 questions you should ask in your interview with a Sales Executive.
If you are looking to recruit your next Sales Executive 100% online, now is the best time to start a free pilot with Aira and update your recruiting tools. Schedule a call with us!
