The SalesGenomix Sales Job Family
Outbound telesales reps take the initiative to contact prospects and customers rather than waiting for someone to call them. Typically quota-driven, they may be assigned total responsibility for landing smaller accounts or asked to sell renewals or peripherals to larger, established accounts. They may also support field teams by cold-calling to generate appointments or qualify leads.
Inbound telesales reps are responsible for fielding customer-initiated sales opportunities and seeing that orders are effectively and courteously handled. Typical responsibilities include discovering customer needs, solving customer problems, making purchase recommendations and introducing upsell opportunities. Inbound reps often carry some sort of sales quota.
Customer Service Rep
Customer service reps are responsible for fielding customer inquiries and resolving customer issues. The focus is on collegial problem solving and solution seeking – and on sensitively managing customer emotions when things have gone very wrong. While customer service reps typically aren’t responsible for sales they play an essential role in maintaining customer relationships.
Indirect sales reps don’t call on the customers who use their company’s products. Rather they support their company’s channel partners, including distributors, agents, VARs and manufacturer’s representatives. Key responsibilities include providing training on product knowledge and sales programs, promoting sales contests and campaigns and making joint calls.
Strategic Account Manager
Strategic account managers manage relationships with large, multi-site accounts. They apply initiative, research, information sharing and concentrated attention to become a credible and trusted customer asset, and advocate for the customer in marshalling the resources of their firm. SAMs are comfortable calling on the executive suite and skilled at negotiating agreements and contracts.
New Business Development
Sometimes known as “rainmakers” or “hunters”, new business development reps specialize in finding and winning important new accounts. They are skilled at unearthing leads, working referrals and striking up conversations where there has been no prior relationship. Entrepreneurial and hard driving, they are strong problem-solvers and adept at turning opportunities into bookings.
Unlike new business development specialists, account mangers focus on cultivating business within current accounts. Sometimes termed “farmers” they develop deep and broad customer relationships that yield productive up-selling and cross-selling opportunities. Account managers are patient in explaining applications and adept at working internal systems on the customer’s behalf.
Territory Consultative Product Sales
Territory consultative product sales reps draw upon a complex array of products and services to craft solutions tailored to customer-specific needs. Assigned by geography or market segment, they are expert at building a business case and getting new concepts accepted. The focus is typically 70/30 on landing new business, with headquarters handling post-sale support.
Territory Consultative System Sales
Territory consultative system sales reps sell pre-configured solutions addressing known customer needs. Assigned by geography or market segment, they call on technical buyers at small to medium size firms. Because buyers are typically unfamiliar with the solution, persuasion must be coupled with education. The focus is 70/30 on new business, with headquarters handling post-sale support.
Territory Relationship System Sales
Territory relationship system sales reps cover an assigned geography, leveraging trust and rapport to expand penetration within currently served accounts. The focus is on migrating a standardized solution to other buying centers and driving consumables and upgrades. Accounts are small to mid size and minimal customization and training is required. New business acquisition is 20% of the mix.
Territory Relationship Product Sales
Territory relationship product sales reps cover an assigned geography, leveraging trust and rapport to expand penetration within currently served accounts. The focus is on up-selling and cross-selling additional products and services to grow share of wallet. Accounts are small to mid size and minimal customization and training is required. New business acquisition is 20% of the mix.
System specialists are the resident expert in a particular subset of a complex solution and may carry corresponding niche sales goals. They are temporarily brought into customer situations when advanced knowledge, solution customization or training is required. Alternatively, they may be assigned in an ongoing way to customers or industries routinely requiring their specialized expertise.
Product/service specialists are experts in a designated subset of a company’s catalog of offerings, with coinciding sales goal responsibility. Acting as a resource to territory or account generalists, or assigned to accounts requiring their specialized expertise, they provide valuable training and consulting services and ongoing insights regarding R&D intentions and industry trends.
Product Transactional Specialist
Product transaction specialists sell impulse items that don’t require a great deal of justification or explanation – and where there is not necessarily an opportunity for repeat business. The sales cycle is typically short and success requires resiliency, an ability to read emotions and perseverance in the face of rejection. The context is frequently B2C, or solo purchases to B2b early adopters.
Sales managers are responsible for managing the overall efforts of an assigned sales team. Duties include selecting sales talent, coaching and developing necessary sales behaviors, promoting account and territory planning, marshalling headquarters support, achieving revenue and volume quotas, managing unit expenses and dealing with performance problems.