About the function of Sales Executive
What does the Sales Executive do?
Sales Executives in charge of supporting sales efforts for a particular segment or a defined sales territory. Sales Executives usually receive targets in term of business development (eg. new accounts), canvassing (eg. number of meetings), sales numbers (eg. total turnover) and/or gross margin (to make sure price negotiation doesn’t entail profitability).
The mission of the Sales Executive is very operational in nature, and will mainly consist of activities in business development (cold calling, networking, online networking) and opportunity follow up (quotation, follow up on customers, organization of meetings).
As junior members of the sales force, the Sales Executive are not product experts and will be supported in their mission by more experience sales professionals (Managers, Directors) and product experts (Product Managers, Pre-Sales Managers).
What does the future hold for Sales Executives?
For a long time, Sales Executive were expected to be “on the road” to perform business development and maximize face-to-face with potential customers. However, factors like the Covid-19 pandemic and the rapid development of digital lead qualification across industries now tend to reduce the number of face-to-face interactions required by the Sales Executive.
Instead, Sales Executive shall instead become experts at Virtual Selling. In particular, they should develop the capacity of understanding customer needs over the virtual meetings (see competency Active Listening), as well as being able to perform virtual demos and move forward the Sales cycle in virtual environment only (see competency Virtual Selling). It is also expected that Sales Executive should be role model when it comes to the adoption of online social networking tools such as LinkedIn, being able to virtually expand their network and quickly reach the right stakeholders in prospects’ organisations.
The acceleration of digital marketing techniques can quickly lead to a vast amount of incoming leads. It is the part of the duty of the Sales Executive to be able manage its precious time (see competency Time Management) to filter the noize through sales qualification in order to focus on most valuable customers.
As younger member of the workforce, it is expected that Sales Executive come fluent in a number of digital tools. This include the ability to manage customers and projects on a CRM, as well as mine interesting data and analytics from the system.
Competencies of the Sales Executive
How to read the competency table and chart?
The percentage score (%) represents the expertise level required for this position, click on score for more details. Future skills, which are important to your organization's competitivity in the long run, are highlighted with a .
Competencies of the Sales Executive
Development plan for Sales Executive
Remember that all Learning & Development (L&D) activities and trainings should be balanced to achieve maximum results. For all Active Learning you perform, remember to balance with Social Learning and several Stretch assignments for the Sales Executive to put in practice newly learned skills.
|📖 Active listening||Active Learning||E-learning course||Impress your peers with active listening skills (1.5 hours, incl. certificate)||>> Learn more|
|📖 Active listening||Stretch assignments||Group project (inter-department)||Pick 5 Active Listening phone tips and practice them for a month||>> Learn more|
|📖 Active listening||Stretch assignments||Individual assignment||Pick 5 written conversation Active Listening tips and practice them for a month||>> Learn more|
|📖 Contract management||Social Learning||Feedback from expert||Organize training session with legal manager/lawyer to collect best practices|
|📖 Contract management||Stretch assignments||Group project (inter-department)||Schedule workshop with key stakeholders to review standard contract template|
|📖 Contract management||Stretch assignments||Individual assignment||Create process to review periodically contract exposure with key stakeholders|
|📖 CRM||Stretch assignments||Group project (in department)||Set and execute an action plan to reactivate all your sleeping customers in CRM|
|📖 CRM||Stretch assignments||Group project (inter-company)||Find new ways to segment customers in the system and launch campaigns||>> Get started|
|📖 CRM||Stretch assignments||Individual assignment||Analyze average number of days in Quotation stage and suggest process improvements to increase velocity||>> Learn more|
|📖 CRM||Stretch assignments||Individual assignment||Analyse conversion rate on past year opportunities and suggest process improvement to increase rate|
|📖 CRM||Stretch assignments||Group project (inter-department)||Collaborate with Marketing department to understand which lead sources create quality opportunities||>> Learn more|
|📖 Relationship Building||Active Learning||Book/article reading||Networking guide for introverts: Making connections that count||>> Learn more|
|📖 Relationship Building||Social Learning||Mentoring from peer||Organize knowledge sharing session with your company's top networker|
|📖 Relationship Building||Social Learning||Mentoring from peer||Organize sharing session with your organinization's influential social media user|