Sales Success Profiles - Expertise/Problem-Solving/New System Solutions

Sales Success Profiles for Expertise/Problem-Solving/New System Solutions:

TERRITORY CONSULTATIVE PRODUCT SALES:
Primary Function: Develop new product solutions that change customer operations in order to reduce customer costs or increase customer revenue.
Sales Success Factors: Focus on establishing a credible image, develop new business through effective qualifying and presentation skills driven by the motivation to be an effective consultant.

TERRITORY CONSULTATIVE SYSTEM SALES:
Primary Function: Analyze client operations to identify opportunities where new operational methods will increase financial return for the client.
Sales Success Factors: Demands the skill to develop business through effective lead generation, qualification of profitable prospects, and tailored presentations; willing to work long hours to meet objectives, sets ambitious goals and achieves them through effective selling, and understands sales strategies and tactics.

PRODUCT/SERVICE SPECIALIST:
Primary Function: Analyze customer applications then provide product suggestions and information that will solve problems and decrease costs.
Sales Success Factors: Customers look for individuals who provide reliable information, learn their business, know the market, and communicate effectively while remaining dedicated to their own sales results. Best matched with knowledgeable client managers.

SYSTEM SPECIALIST:
Primary Function: Analyze customer challenges then design unique solutions that lower cost and increase speed to market.
Sales Success Factors: Focuses on assuming the leadership to learn customer needs and goals, stays continuously aware of the market and spends the long hours it takes to influence and train others.

OUTBOUND TELESALES:
Primary Function: Cold calling to quickly qualify opportunities, makes 50 – 100 calls per day.
Sales Success Factors: Takes the initiative to present benefits and answer objections in order to grow the business; willing to learn the products and services; can persevere for as long as necessary to succeed, no matter the amount of calls to be made. Best matched to new products in the market.