Sales executives are central to profit and growth in an organization. They drive business by marketing an organization’s products and services to consumers. While keeping an eye out for prospective new customers is an integral part of their job, sales executives also focus on developing positive relationships with past and existing clients to gain regular and loyal customers. This leads to repeat business.
Therefore, an impactful position like a sales executive comes with diverse responsibilities. Let’s delve deep into them!
Role And Responsibility Of Sales Executive
From conducting market research to negotiating with customers, a sales executive fulfills multiple roles throughout a sales project. Following are some of the most significant role and responsibility of sales executive:
Analyzing The Market
Market analysis is the single most important ingredient in a successful sales plan. It’s the responsibility of sales executive to conduct market research to highlight selling prospects, identify target customers and understand customer needs. Pursuing the right segments for a particular product or service is crucial for success. In-depth research also helps sales executives assess their organization’s current market reach and spot threats in the form of potential competition.
Seeking Sales Opportunities
Actively looking for new sales opportunities is part of the sales executive duty and responsibility roster. Among the many channels sales executives use, networking and social media are some of the most effective. Asking questions and active listening help sales executives uncover hidden opportunities in their network. The right prompts allow them to spot areas that excite and trouble a potential client. Then there’s ‘social selling’—using social media to connect with new prospects and sharing relevant content. Once prospective sales leads have been identified, the role of sales executive is to develop these opportunities and attempt to close the deal.
Creating presentations for a product or service is crucial to a successful sales deal. It makes a good first impression and sets the tone for the entire process ahead. It’s the responsibility of sales executive to deliver impactful presentations. A compelling sales presentation highlights the key value of the proposition to the client. Sales executives also need to customize the contents of the presentation to directly address individual customers.
The role and responsibility of sales executive include creating frequent sales reports. These are clear, to-the-point reports that comprise sales analysis, customer insights and the methods used. Sales reports enable an organization to assess the success of their sales and others departments. Such reports can have a huge impact on future workflow. Senior management may decide to halt the production of a particular product, launch new services or hire new salespersons.
Complaints are part and parcel of the sales role. Sales executives frequently need to field complaints from customers in a tactful manner to maintain client relationships. It’s the responsibility of sales executive to be aware of the circumstances leading up to the complaint and the organization’s track record with the customer. This not only allows them to effectively resolve the issue but also win over an annoyed client. Negotiating with angry customers to arrive at a reasonable solution is part of every sales executive duty and responsibility.
Qualities Of A Good Sales Executive
We now know the role and responsibility of sales executive, their diverse duties and what the position demands. But what makes one a good sales executive? Here are a few top traits:
A good sales executive is aware of their strengths and areas of proficiency. They’re confident in their abilities and can deliver even in challenging environments.
A person’s tone of voice can speak volumes. A good sales executive is polite, professional and respectful while communicating with clients. It’s the role of sales executive to keep clients engaged and interested.
A good sales executive is a good leader, capable of leading a team of enthusiastic salespersons. It’s the role of sales executive to create a positive workspace and inspire their team to deliver their best.
Ability To Handle Rejection
Sales is a demanding field where new entrants fear rejection. A good sales executive is resilient and understands not every deal can be closed. Nor can every client be satisfied. Rejection doesn’t impact their drive.
The Magic Toolkit of Excellence
Sales professionals are the revenue drivers of an organization. If you want to take your organization to the next level of success, inspire and coach your sales executives to deliver excellence.
Harappa’s Impactful Sales Program is specifically designed for professionals in sales roles who are committed to acquiring the ‘magic toolkit’ of excellence in selling. It seamlessly combines the best of a rich, blended and integrated online-first learning journey that delivers transformative behavior shifts.
With a skill map based on extensive industry research, the program highlights 15 must-have “Thrive Skills” for sales professionals. Harappa’s signature 10-on-10 pedagogy combines 10 key elements across three critical phases—activation, cultivation and elevation of the cohort’s performance.
Activation focuses on cohort engagement and skills benchmarking. Cultivation encompasses prompt-rich nudges, self-paced online courses and live masterclasses. Elevation involves a behavior custodian, meaningful milestones and observed feedback.
Harappa’s Impactful Sales Program hinges on eight crucial outcomes that help sales executives deliver excellence. These include sharpening value propositions and making compelling sales pitches, identifying appropriate persuasion methods and applying human-centered techniques to co-create and customize solutions.
Equip your sales executives with the Harappan toolkit of magic and watch everything they touch turn to gold!
Explore Harappa Diaries to learn more about topics such as Top Sales Skills Required For A Salesperson, Top Qualities of a Sales Executive, Who is a Sales Professional & The Different Types of Salesperson that will help organizations tap into their employee's potential.