A sales consultant is someone who helps a company improve its sales providing analysis and training. Some people confuse this term with sales associate or salesperson, which refers to someone who sells things to other people. A sales consultant’s training and responsibilities vary depending on the type of consultant: one who advises businesses and other salespeople often has years of experience and training, whereas one who sells products may not require much training at all. Both of these professions have a fast-paced work environment that requires a lot of interpersonal interaction.
People who work in sales
responsibilities
Retail sales consultants promote a company’s products or services to attract new customers and retain existing ones. Their exact responsibilities vary depending on the products or services they work with, but they are generally in charge of ensuring that a certain amount of product is sold to customers within a certain time frame. They can do this in person, as retail salespeople do, or managing a team of junior salespeople, as a regional manager does. Many salespeople also follow up with customers to ensure that they are satisfied and will return for more business.
Preparation
In most cases, a salesperson’s education is less important than his or her experience in the field, or willingness to put in the time to gain the necessary experience. In the auto industry, for example, a successful sales consultant would have a firm grasp on how to communicate with clients as well as business partners such as vendors and suppliers. It is not necessary to have a bachelor’s degree to work in this position, as many employers provide on-the-job training for their salespeople.
Despite this, many aspiring sales consultants enroll in local or online schools to study management, finance, and business writing. Many salespeople continue their education after they are hired in order to stay current with the latest selling techniques and sales-related technology. Certain industries, such as real estate or insurance, may require certification from governing bodies before working, but this varies region.
Workplace Culture and Skill Set
Salespeople may work 9 to 5 jobs, but depending on the type of sales they do, they may also be required to work weekends and holidays. Because of the increased shopping, retail workers, for example, often work longer hours during the holidays. Any salesperson must be articulate, good with people, and capable of quickly educating a customer about a product. In this industry, it’s also important to have thick skin and not take rejection personally. Supervisors must also be able to motivate others, advise them on effective selling techniques, and provide clear and comprehensive reports to senior management on the performance of their division.
Consulting on Sales
responsibilities
A sales consultant examines a company’s sales structure and performance, assesses how well it functions, and advises the company on how to improve. He or she examines various aspects of a company to determine how it makes money, and then assists the owner in understanding how the sales department contributes to that. Many also offer ancillary services such as market research and competitor analysis, as well as assisting clients with the implementation of online client interfaces and employee data management systems. Some also provide sales training and may speak at trade shows or hold corporate events to motivate and train salespeople.
Preparation
Sales consultants, in general, have a lot of experience working as salespeople and, depending on their specialty, some educational background in business analytics, IT, or marketing. Because some work for consulting firms, others own their own consulting firms, and others work independently, the training for those in this position varies greatly. Individual consultants may have a lot of sales experience but no formal education training, whereas consulting firms often have set minimums of experience or education that they require before hiring someone. Regardless of their initial training, sales consultants frequently attend continuing education courses to stay current on market conditions and sales trends.
Workplace Culture and Skill Set
A sales consultant’s work environment is typically more office-based than that of a salesperson, but they also spend a lot of time visiting clients’ businesses to observe their sales performance and process. Firm employees may work more consistent hours than those who work independently, but this is dependent on the firm and the preferences of the individual employee. Consultants, like salespeople, must be excellent communicators because they frequently interact with business owners. They must be highly analytical and adept at detecting patterns and errors in the sales process. Consultants must also be creative, as they deal with a wide range of sales processes and must be able to come up with solutions that are tailored to the problems of individual businesses.