Executive Search Firm News - Sales Executive Roles

Sales executives play multiple roles

Defining a clear role as a sales executive is crucial to individual and company success, according to the United Professional Sales Association.

Lacking a clearly defined role can lead to confusion with clients and make you blend in with other executives. As a top-notch sales executive, you want to stand out from the rest of the pack.

According to the association’s forthcoming study, “Compendium of Professional Selling,” there are seven key roles for effective sales executives. The results of the four-year study will be released in 2008.

These seven roles will aid sales executives in building customer satisfaction and loyalty, from initial needs identification, through decision-making, selection, and purchasing, to measuring quality and return on investment.

The seven key roles are:

• The Strategic Planner – Almost exclusively focused on pre-sale activities
• The Client-Focused Positioner – Clearly identifies the key benefits a buyer will purchase, as well as bridge the marketing and selling gap
• The Persuasive Communicator - Focuses on presenting, questioning, and managing sales communications with the buyer
• The Focused Catalyst – Pinpoints driving a unique transaction as well as bridging the sales to service gap
• The Concerted Facilitator – Almost exclusively focused on post-sale activities
• The Effective Manager - Focuses on the entire process and ensures goals are achieved, and on driving continuous selling cycle improvement initiatives
• The Value-Driven Guardian – Focuses on expanding new opportunities with existing relationships and protecting existing relationships from the competition

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