What does a salesperson do?
What is their job? What does it consist of? It seems easy to answer, but how is it really done? What are the guidelines they follow?
I decided to write this brief chronicle, without intending it to be a lecture, due to the great lack of knowledge that exists around the figure of the salesperson, in any segment, but focusing on those profiles dedicated to generating sales for a company.
We have the image that the life of a salesperson is exquisite. It is true that there are different profiles of salespeople, and some even carry out their work so subtly that we do not even realize how they work in this complicated world of sales. But the reality is that suits, lunches with clients, meetings, and visits are just one part of the scenario and the tools necessary to reach their ultimate goal: sell.
How easy it seems, right? I am addressing those who are not familiar with this profession. They cannot imagine how hard it is to bring a product to market, market it, and distribute it among the different channels and accounts.
As a summary, I want to tell you what the daily life of a salesperson is like from their own perspective, since their workday begins every morning with the following key tasks:
1. Review of the production account
Review of the figure produced on the day compared to the previous year, analysis of products or services sold, and detection of those that have not had output.
2. Review of accumulated production compared to the budget
It is essential to evaluate the sales progression in relation to the set budget, identifying possible deviations or necessary improvements.
3. Analysis of the best-selling products
It is crucial to know which are the star products and which require greater promotion to direct them to the right customer.
4. Analysis of the best accounts and producing clients
Without this information, a salesperson works blindly. It is vital to identify the best clients and apply strategies to incentivize their production.
5. Competitor analysis
Closely following the competition allows knowing their position in the market, pricing strategies, and strong points. This helps position one’s own product strategically.
6. Organization of the agenda
Management of daily, weekly, and monthly visits, as well as confirmation and rescheduling of appointments according to the customer’s purchasing potential.
7. Contact with key accounts
It is time to go out to generate relationships, establish contact with clients, and keep the commercial network active to continue driving sales.
We could delve into other indicators such as KPIs (Key Performance Indicators), ROI of commercial actions, and other more complex values. However, my intention is to communicate in a clear and accessible language.
The company budget is one of the heaviest burdens on a salesperson’s head. While many employees finish their workday and leave their worries at the office, the true salesperson takes their work home. Only when they meet or exceed their sales quota do they find a momentary breather before facing the next challenge.
Appearances are deceiving, and it is essential to pay more attention to these professionals, not only in the economic aspect, but also in the structure of the company. Even when the budget is not reached, aspects such as attitude, ideas contributed, communication, and, above all, the daily effort that these professionals make promoting the name of their company in every interaction must be valued.
If you have a good salesperson on your team, bet on them.
This message is dedicated to all those great sales professionals. 4 keys to professional success in 2014
