What does a Sales Consultant do?
Sales consultants are employees who work in the sales department of a company. They are usually more skilled than usual sales employees. As such, they are usually given more complicated products or services to sell because they will be able to explain the product or service to the customers better. Sales consultants have in-depth knowledge of the offerings of the company. They talk to customers, understand what the customers need, and match the customers' needs with company products that can address the needs. They should also be updated on trends in the market and what is currently popular with the masses.
Sales consultant responsibilities
Sales consultants have a wide range of responsibilities, from managing incoming calls to assess customer needs and recommending appropriate products, to developing rapport with customers by assessing needs and providing product recommendations. They also focus on providing a world-class experience by resolving customer complaints, and developing strong relationships with key stakeholders. Eric Gjerdevig, Lecturer in Marketing and Director for the Center for Professional Selling and Sales Technology at North Dakota State University, advises, "Learning doesn't stop when you graduate. How jobs are done will continue to evolve more quickly with advancing technology. To excel you need to continue to learn, develop new skills, and be adaptive."
Here are examples of responsibilities from real sales consultant resumes:
- Achieve monthly sales goals through new business and upselling current clients.
- Utilize CRM systems to effectively manage accounts; leverage competitor and market intelligence to drive offer posture and capture competitor accounts.
- Create print ads design and create ad word campaign for SEO and SEM products.
- Deliver effective sales presentations to individuals and groups while cross-selling additional vehicle products and services.
- Handle incoming calls from Medicare recipients.
- Hire and train employees teach effective upselling strategies.
- Adhere to company and Medicare guidelines for clean claim submission.
- Used math skills, schedule appointments, and close deals with title companies.
- Represent clients in the housewares, hardware, toy, pet and import industries.
- Inspect and document current HVAC system including electrical survey, duct condition and load calculation.
- Compose proposals and service contracts to build and secure a growing client base using SalesForce.
- Analyze client ROI goals and data, media buying cycles, marketing philosophy, and target demographics.
- Answer customers' questions about HVAC products, prices, availability, product uses, and credit terms.
- Organize and hold wine and spirit tastings and events for the purpose of marketing forthcoming and current brands.
- Collaborate with homeowners, plumbers, contractors, builders, and designers with specifying plumbing material on their projects.
Sales consultant skills and personality traits
We calculated that 13% of Sales Consultants are proficient in Sales Process, Product Knowledge, and POS. They’re also known for soft skills such as Customer-service skills, Interpersonal skills, and Physical stamina.
We break down the percentage of Sales Consultants that have these skills listed on their resume here:
- Sales Process, 13%
Developed sophisticated sales process utilizing appropriate methods; dealt with human behavior issues in a variety of businesses.
- Product Knowledge, 11%
Continued product knowledge via monthly online scheduled classes and by studying characteristics, capabilities, features and comparing competitive models frequently.
- POS, 11%
Possessed the ability to process information/merchandise through POS register system.
- Pre Sales, 7%
Managed all aspects of project including pre sales support, implementation, and training.
- Work Ethic, 5%
Performed opening and closing responsibilities after receiving trust of management for demonstrating a good work ethic and attention to detail.
- Cross-Selling, 5%
Delivered effective sales presentations to individuals and groups while cross-selling additional vehicle products and services.
Common skills that a sales consultant uses to do their job include "sales process," "product knowledge," and "pos." You can find details on the most important sales consultant responsibilities below.
Customer-service skills. One of the key soft skills for a sales consultant to have is customer-service skills. You can see how this relates to what sales consultants do because "wholesale and manufacturing sales representatives must be able to listen to the customer’s needs and concerns before and after the sale." Additionally, a sales consultant resume shows how sales consultants use customer-service skills: "cost comparison and benefit sales techniques specifically with regard to hardware differences, brand reliability, for unbiased customer decision assistance. "
Interpersonal skills. Another essential skill to perform sales consultant duties is interpersonal skills. Sales consultants responsibilities require that "wholesale and manufacturing sales representatives must be able to work well with many types of people." Sales consultants also use interpersonal skills in their role according to a real resume snippet: "applied sales techniques, as well as interpersonal communication skills. "
Physical stamina. Another skill that relates to the job responsibilities of sales consultants is physical stamina. This skill is critical to many everyday sales consultant duties, as "wholesale and manufacturing sales representatives are often on their feet for a long time and may carry heavy sample products." This example from a resume shows how this skill is used: "conduct a minimum of 5 sales presentations per week by physical visits to customer locations. "
Self-confidence. For certain sales consultant responsibilities to be completed, the job requires competence in "self-confidence." The day-to-day duties of a sales consultant rely on this skill, as "wholesale and manufacturing sales representatives must be confident and persuasive when making sales presentations." For example, this snippet was taken directly from a resume about how this skill applies to what sales consultants do: "produced and confidently deliver informative sales presentations based on customer needs. "
The three companies that hire the most sales consultants are:
- Cellular Sales1,259 sales consultants jobs
- CVS Health842 sales consultants jobs
- Oracle474 sales consultants jobs
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Compare different sales consultants
Sales consultant vs. Outside sales
An outside sales representative is responsible for generating the company's sales and revenues by offering goods and services to existing and potential clients, responding to the customers' inquiries and concerns about the products, and researching on possible leads. Outside sales representatives monitor the current industry trends to identify new business opportunities that would help the business adjust to market changes to achieve profitability goals. An outside sales representative must have excellent communication and customer service skills, immediately resolving complaints and assisting on marketing promotions to gain sales prospects.
While similarities exist, there are also some differences between sales consultants and outside sales. For instance, sales consultant responsibilities require skills such as "pos," "pre sales," "cross-selling," and "customer loyalty." Whereas a outside sales is skilled in "first hand," "ongoing support," "flyers," and "hvac." This is part of what separates the two careers.
Outside sales really shine in the manufacturing industry with an average salary of $83,118. Comparatively, sales consultants tend to make the most money in the finance industry with an average salary of $68,120.On average, outside sales reach similar levels of education than sales consultants. Outside sales are 1.5% less likely to earn a Master's Degree and 0.1% less likely to graduate with a Doctoral Degree.Sales consultant vs. Consultant and sales representative
A consultant and sales representative's role is to perform research and analysis to devise strategies for reaching sales targets and optimal services. Aside from providing consultations and business plans, they may also represent the company by reaching out to clients through calls and correspondence. They may offer products and services to secure sales, answer inquiries, and even arrange appointments to discuss and negotiate deals. Furthermore, as a consultant and sales representative, it is essential to build positive relationships with clients in adherence to the company's policies and regulations.
Each career also uses different skills, according to real sales consultant resumes. While sales consultant responsibilities can utilize skills like "work ethic," "cross-selling," "strong work ethic," and "customer loyalty," consultants and sales representative use skills like "business relationships," "strong presentation," "energy efficiency," and "sales revenue."
On average, consultants and sales representative earn a higher salary than sales consultants. Some industries support higher salaries in each profession. Interestingly enough, consultants and sales representative earn the most pay in the technology industry with an average salary of $234,866. Whereas sales consultants have higher pay in the finance industry, with an average salary of $68,120.consultants and sales representative earn similar levels of education than sales consultants in general. They're 2.4% more likely to graduate with a Master's Degree and 0.1% more likely to earn a Doctoral Degree.Sales consultant vs. Outside sales representative
An Outside Sales Representative specializes in customer service and relations, focusing on reaching sales targets through selling and networking with clients. Among the duties revolve around reaching out to customers through calls, email, or even arranging appointments, monitoring and keeping an organized record of sales, communicating with managers or supervisors, adhering to the company's policies and regulations, and keeping extensive knowledge about the brand and the trends. Besides building rapport with customers, it is also essential for an Outside Sales Representative to be proactive and create strategies to help meet the sales target.
There are many key differences between these two careers, including some of the skills required to perform responsibilities within each role. For example, a sales consultant is likely to be skilled in "pos," "pre sales," "customer loyalty," and "java," while a typical outside sales representative is skilled in "business sales," "excellent presentation," "building relationships," and "strong customer service."
Outside sales representatives make a very good living in the manufacturing industry with an average annual salary of $63,233. On the other hand, sales consultants are paid the highest salary in the finance industry, with average annual pay of $68,120.Most outside sales representatives achieve a similar degree level compared to sales consultants. For example, they're 1.5% less likely to graduate with a Master's Degree, and 0.1% less likely to earn a Doctoral Degree.Sales consultant vs. Sales professional
A sales professional is an employee who is responsible for the management and assessment of the effectiveness of a company's sales representatives and sales team. By setting sales goals, sales professionals work with other departments to learn more about the company's products and services while developing strategies for acquiring new clients. They analyze the company's track sales and status reports and present them to the top management to continually keep improving. Employers may require their sales professionals to have a bachelor's degree with working experience.
Types of sales consultant
Updated June 25, 2024
