Whether you operate in a retail (B2C) or corporate sales (B2B) environment, you need a strong sales force to offset competition and secure the market share you are vying for. Elite sales managers know this, and when competition is fierce, they go the extra mile to motivate their sales representatives to generate and qualify leads and close sales. Strategic sales channel management is critical to revenue growth.
Today, many organizations are using customer relationship management (CRM) technologies to improve their business relationships. A well-stocked CRM system provides a team of sales representatives with an overview of all customer data, including purchase history, preferences and customer services contacts. Today’s sales managers must be able to leverage the latest technologies to support their sales force.
As with their employees, sales managers possess the qualities of a good salesperson, including strong negotiation, active listening and communication skills.
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The vice president of sales works alongside a team of sales representatives and account managers to identify target markets for business opportunities and develop strategies to penetrate and develop these new markets.
This executive regularly analyzes sales results and finds innovative solutions to constantly improve the bottom line and motivate teams to perform better.
Depending on the size and structure of the company, the vice president of sales may also be responsible for marketing and customer service.
The director of sales is generally responsible for tactical decisions, as opposed to the strategic focus of the vice president of sales, whom the director of sales reports to.
The director of sales is responsible for ensuring that all sales-related operations run smoothly. This executive must drive the performance of every sales representative to achieve business objectives. In companies with a performance-based culture, sales representatives are paid based on a commission structure, generally supplemented by a reward program. Beyond financial incentives, the director of sales must motivate employees and train them on an ongoing basis to improve their performance in prospecting, sales and customer service.
Depending on their background and career path, directors of sales may also act as sales representatives with certain key customers with whom they have a privileged relationship.
Some companies rely on a business partnership model rather than a sales model. The role of the vice president of business development and partnerships is to maintain good relationships and build strong business alliances. This executive must also develop fundraising strategies and attract new members or partners to increase revenues. An extensive list of contacts and networking skills are must-haves for this position, as is the ability to represent the company at events or public speaking engagements.
Ambitious, bold and experienced executives are essential to business and sales development on the local, national and international scale. PIXCELL’S executive sales headhunters understand that you need a strong communicator and negotiator to generate leads, close deals and motivate your sales representatives to achieve objectives.
Whether you are looking for a strategic or tactical manager to oversee your sales force, the executive sales recruiters at PIXCELL are your trusted partner in the recruitment process.