Sales Representatives are the main point of contact between a business and its customers. They ensure that the customers have the right products and services, learn the new markets and customer leads, and engage prospective customers. Sales representatives are like the face of the company, so they do everything from answering phones to checking the competition, all while keeping good customer relations and pursuing current sales opportunities.
Sales representatives sell retail products, goods, and services to customers. They work with customers to understand what they want, find solutions, and ensure a smooth sales transaction. They will also work to find new sales leads through “cold calling,” client referrals, business directories, or visiting existing or new clients. Sales representatives may be pressured in meeting sales quotas, and their income is usually dependent on their work performance.
Sales representatives speak in a friendly manner, listen to what they need, and help communicate options that may be beneficial to them. They can also describe to customers the different features of products, answer the questions they might have, and insist on why a particular product is good for them. Lastly, they need to be flexible and persistent to succeed in this career.
Sales representatives have quotas to reach, and the commission may be offered based on sales performance. At times, they may either be working in a call centre environment where they are provided with lists of clients or receive calls from interested calls. Some work is done in an office, while others may require travel to meet with clients. Typically, strong written, verbal, and electronic communication skills are needed to determine customers’ needs and budget to provide the most suitable products and services.
In terms of the salary, a sales representative salary in Australia can earn $60,000 per year or $30 per hour. Entry-level positions start at $24,000, while most experienced workers make up to $100,000 per year.
Sales representatives have unique personalities. They tend to be enterprising individuals, which means they are adventurous, assertive, ambitious, confident, energetic, enthusiastic, extroverted, and optimistic. They are dominant, motivational, and persuasive.
Some companies do not require formal education. But most prefer someone who has a BA/BS University degree with a concentration in advertising, business administration, marketing, and promotions. One should be familiarizing with office software and phone systems.
There is no such thing as a born salesperson. Great sales representatives make it look easy, but their excellent performance usually indicates the time taken to hone the skills and continuously iterating to help their prospects.
If you want to learn the essential pillars of successful selling, you need to recognize that sales are a process. Identify your goals and business pains. From here, you can measure every step you make towards selling to the right people. If you are new to selling, find a mentor, shadow your peers, ask the right questions, and build a personal development plan.