Key competencies of a sales manager

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In modern realities, the market dictates certain requirements for a sales manager. In his work, he must focus on customer requests, build on their offers, while competently selling the product, know the product thoroughly and apply his skills based on market needs.

There is a certain set of necessary competencies, skills and abilities of sales managers that a professional must possess:

Understanding the product
All sales trainings are based on the ability ameriplan email leads to understand the product. Without this basic knowledge, it is difficult to navigate the market, although it alone is not enough for professional sales.

What does it mean to know your product? This is the ability to identify its properties, determine its advantages and benefits. Thanks to this analysis, you can correctly build a marketing strategy that will give you an advantage over competitors and form the right image of the product for the buyer.

Understanding the product

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A real manager does this exercise easily, one might say “by eye”, but hits the target right on target, because he strictly follows the accepted rules of sales.

To develop such a skill, you need not only to learn the methodology, but also a lot of experience and practice. Only having many “cases” will allow you to navigate the world of products, understanding all the details applicable to real situations.

Understanding the market
A good sales manager is aware of the latest trends in the market; it is especially important today to understand the client’s “pain” – those needs that are satisfied with the help of a certain product.

This concept can be explained using images: imagine that pain is a target, and the product is a gun, the cartridges for it are the properties and advantages that the product provides. By hitting the target, we close the need and remove the pain.

Many clients have similar desires. A salesperson can analyze and identify similarities and differences, systematize product categories for specific needs.

At the same time, he always looks at the product through the prism of modern market conditions and focuses on current business processes.

Identifying needs
Each person represents a unique case that the salesperson should examine under a magnifying glass. Yes, there are common pains and tasks, they should be taken into account, but it is not worth working under a carbon copy. When analyzing the situation, it is necessary to determine the nature of the client's need:

Pains and challenges are openly revealed.

The client's perceived pains and challenges.

A professional manager must have the ability to identify pain, capture it and offer an effective solution to meet this need.

Sometimes a product seems great, has an affordable price, is useful for most people. But why do you need a manager in this case? It turns out that all this knowledge about the product was put into the heads of buyers by a professional marketer. Ordinary managers have nothing in common with this profession, do not work with a category of goods that do not need a presentation.

Understanding all processes in the sales cycle
First of all, the salesperson must understand the goal and the result he expects. Then he needs to build a chain of actions that will allow him to get to the final "point" - that is, the sale itself. In his head, there should be a manual with options that allow him to speed up the process and move on to an effective deal. In simple words, the manager understands how he makes money in order to earn and enrich the company.

Examples of sales manager skills show that customer support helps the client better understand the request, and working in a team of professionals allows them to navigate the functionality of the product being sold and provide feedback to the departments involved in its development and promotion.