How to become A Sales Consultant

Sales Consultants excel in designing and implementing effective sales strategies that help sell a company’s products and solutions to potential clients; in short, they play a key role in ensuring the company stays profitable and competitive. 

• Marketing Consultant
• Sales & Marketing Consultant

What do Sales Consultants do?

A Sales Consultant would typically need to:

• Promote and sell products and services to customers, usually in a store, call centre or online chat setting
• Find potential clients through cold calling, lead research and networking to drive sales
• Make an appointment to present their company’s products or services to a potential buyer
• Create compelling sales pitches
• Recommend a specific product or service to the customer based on their particular needs and wishes
• Educate the prospect about the product/service, explaining their features and benefits and demonstrating their use, if required
• Use data and advanced knowledge about the products/services to help the customer understand how the product/service can help them achieve their goals.
• Liaise with colleagues to make sure the product/service is available in stores; meet with retail associates to help them effectively sell the products/services
• Establish positive relationships with existing and potential clients to ensure a high level of customer satisfaction and generate new leads
• Find new target markets and penetrate them to drive sales; study how to market products/services to new users
• Monitor the competition, market environment, current trends and industry best practices to make products/services that appeal to customers
• Use the internet and social media platforms to push products to a specific target market; identify further opportunities for product/service up-sell
• Collaborate with the marketing department to develop more effective marketing and sales strategies and a healthy atmosphere for sales representatives
• Train junior sales personnel on how to drive sales; undertake administrative tasks such as processing and recording sales, if required 
• Set up, monitor and report on the Key Performance Indicators (KPIs) of the sales department; identify current sales process bottlenecks and inconsistencies
• Adhere to all relevant company policies and procedures

Sales Consultants may spend the better part of the day in a cubicle-style office or work door-to-door; either way, they travel occasionally to attend events to gain sales leads, network and nurture existing client relationships.

Usually, Sales Consultants work 40 hours a week but need to be open to work during evenings, weekends and holidays to meet deadlines or accommodate the client’s schedule.

Finding a new job might seem challenging. Sales Consultants can boost their job search by asking their network for referrals, contacting companies directly, using job search platforms, going to job fairs, leveraging social media, and inquiring at staffing agencies. Self-employment on a contract basis is a viable option.

Sales Consultants are generally employed by:

• Consultant Firms
• Companies

Professional associations and organisations, such as The National Association of Sales Professionals are crucial for Sales Consultants interested in pursuing professional development or connecting with like-minded professionals in their industry or occupation.

Membership in one or more adds value to your resume while bolstering your credentials and qualifications.

• Finding qualified leads
• Getting a positive response from prospects
• Standing apart from competitors
• Asking the right questions to develop a compelling sales pitch
• Staying motivated to remain productive
• Too much time spent on administrative tasks
• Maintaining customers relationships post-sale to avoid losing business
• Regular communication and collaboration required to foster effective team-selling

Candidates who have amassed a significant amount and quality of work experience in sales, advertising or marketing will have a better chance of being considered for Sales Consultant positions. Present a portfolio of sales experience, if you have something of the sort.

Applicants without formal work experience may get entry-level support or administrative jobs, provided they demonstrate requisite skills and are prepared to undergo necessary training in sales techniques.

Read about the profession and interview/job shadow experts working in sales to prove your commitment to course providers and prospective employers.

Although a high school diploma may fetch you an entry-level position, most employers prefer candidates with a bachelor’s degree in business administration/management, advertising, commerce, sales, marketing, accounting and communication for most Sales Consultant positions. A strong background in computers would prove very advantageous.

Focus on languages, mathematics and computer science in high school.

Certification demonstrates a Sales Consultant’s competence in the different aspects of salesmanship, typically through a series of rigorous e-learning courses, in-person workshops and a comprehensive role-play examination comprising a live sales call with a prospect.

Certification from an objective and reputed organisation can help candidates who satisfy specific role-related requirements stand out in a competitive job market, carry a significant salary premium of up to 18 per cent, increase your chances of advancement, and allow you to become an independent consultant.

Accredited programs teach you modern sales strategies, habits that drive success and little-known techniques of the top one per cent of sales professionals worldwide.

Career Advancement comes by way of more lucrative accounts or territories that offer better commissions. Those who exhibit leadership qualities get promoted to supervisory or managerial roles. Others move into marketing and advertising. You can also use your education, skills and experience to transfer to more rewarding positions in publishing, insurance, education, corporate or medical sectors.

Successful Sales Consultants usually start their own business by selling a self-made product or working through a franchise.

Candidates with a bachelor’s degree in marketing, business or sales and professional certification have the best job prospects.

Continuing professional development (CPD) will help an active Sales Consultant build personal skills and proficiency through work-based learning, a professional activity, formal education, or self-directed learning.

Typically, Sales Consultants receive substantial on-the-job training about the company’s products and services and practical sales techniques. The successful ones allow their interactions with customers to gain insight into what works best and put them into practice. 

An MBA (Master of Business Administration) degree would prove highly beneficial in furthering your career.

CPD allows you to upskill continually, regardless of your age, job, or level of knowledge. It is also an essential prerequisite to renew desirable certifications. 

What Makes a Good Sales Consultant Great?

An essential quality that separates the good ones from the great is their knowledge of the company’s products and its value to clients which they can get by sitting through a few sales pitches.

An effective consultant provides innovative techniques built around the company’s needs and expectations to aid the its sales process. In addition, they should be well-versed enough in sales and marketing to spot areas of opportunity and offer customised solutions and ways to implement them.

Successful candidates have credible proof of their services such as customer testimonials and case studies from projects they’ve already completed. Last but not the least, they should have a fresh perspective of driving the sale of the company’s products and services. 

Potential Pros & Cons of Freelancing vs Full-Time Employment

Freelancing Sales Consultants have more flexible work schedules and locations. They have full ownership of the business and can select their projects and clients. However, they experience inconsistent work and cash flow, which means more responsibility, effort and risk.

A full-time Sales Consultant, on the other hand, has company-sponsored health benefits, insurance, and retirement plans. They have job security with a fixed, reliable source of income and guidance from their bosses. Yet, they may experience boredom due to a lack of flexibility, ownership, and variety.

When deciding between freelancing or being a full-time employee, consider the pros and cons to see what works best for you.

Outstanding salespeople spend two to three hours every day making “check-up calls” to professional friends to maintain relationships and learn about potential business opportunities.

Sales Consultants combine charisma with sales knowledge to drive the sales of products and services ranging from home appliances to state-of-the-art software.

“Refuse to attach a negative meaning to the word ‘no.’ View it as feedback. ‘No’ tells you to change your approach, create more value or try again later.” 

Anthony Iannarino