A Sales Representative is the first point of contact for a customer and make sure that the customer has a positive experience. He/she helps companies to sell products or services to customers. In this blog post we describe the primary responsibilities and the most in-demand hard and soft skills for Sales Representatives.

Get market insights and compare skills for other jobs here.

Main Responsibilities of Sales Representative

The following list describes the typical responsibilities of a Sales Representative:

Achieve

• Achieve and exceed targets, goals and objectives, as established with the Regional Sales Manager.

• Achieve internal SGWS and supplier objectives as prioritized by management.

• Achieve or exceed assigned sales goals.

• Achieve or exceed sales metrics and expectations.

• Achieve sales goals within assigned territory.

Adhere

• Adhere to company Safety Policies and regulations and Operational Policies.

• Adhere to proper call documentation.

• Adhere to strict security policies & procedures.

Administer

• Administer and maintain all required sales data and business intelligence in the CRM.

• Administer online webinars with client present.

Analyze

• Analyze and creates a plan for engaging the target market.

• Analyze sales statistics.

Answer

• Answer customer questions concerning products / services and their orders.

• Answer inbound calls and sign people up for service contracts for AC repair / general maintenace.

Assist in / assist with

• Assist and participate in trade and consumer events.

• Assist in conducting research for sales and marketing plans as directed by management.

• Assist in develops customer presentations.

• Assist inside sales teams with strategies to solve our clients pain points.

• Assist in the management and communication of used and new equipment.

• Assist on developing annual strategy and plans as well as ensure excellent execution.

• Assist the TradeRev inside sales team if needed on the closing of if-bids on their digital platform.

• Assist Walk-Ins with order pick up and general inquiries.

• Assist with Public auction daily operations.

• Assist with the development of program marketing materials, messages and sales campaigns as needed.

• Assist with training and mentoring for potential new hires.

Attend

• Attend relevant product / customer events.

• Attend sales meetings, conference calls, training sessions and symposium circuits.

• Attend team meetings on regular basis.

• Attend store meetings and facilitate / participate in training on HDE products and service offerings.

• Attend store meetings and facilitate / participate in training on HDI products and service offerings.

• Attend trade shows, coordinate, and follow-up direct mail campaigns.

• Attend training sessions offered.

• Attentive during calls and require positive responses.

Build

• Build and maintain a sizable sales pipeline.

• Build and provide sales forecast and projections reports.

• Build a strong pipeline and close at minimum 25% of projected sale.

• Build long-lasting, loyal and profitable relationships with customers.

• Build long term working Customer relationship.

• Build product knowledge to enhance ability to sell successful solutions.

• Build relationships with carriers.

• Build relationships with customers to enhance retention.

• Build relationships with existing and new clients.

• Build and sustain relationships with customers and ensures customer satisfaction and loyalty.

• Build strong relationship with our customer bases.

Capture

• Capture and edit photos / videos used for promotional material.

• Capture customers comments and feedback regarding market trends and pricing.

• Capture good opportunities, negotiating business deals and meeting the needs of business customers.

Close

• Close sales by overcoming objections.

Collaborate

Collaborate with peers, technical and account leaders and external and internal sales partners.

Collaborate within your team to identify innovative growth strategies.

Collaborate with production team to ensure deliveries can be met.

Collaborate with team, clients and all stakeholders.

Collaborate with team members to meet monthly goals.

Collaborate with the Contracts department and sales.

Collaborate with Vice-President for strategic sales approaches.

Collect

• Collect feedback from the market on our category, competitors, and trends in the marketplace.

• Collect information on competitors in the region.

Communicate

• Communicate contract terms, payment structures, and reimbursement rates to providers.

• Communicate customer concerns or transfer calls to sales team and management.

• Communicate daily capacity / available loads with carriers.

• Communicate sound opportunities to Sales Executives for further development.

• Communicate with customers.

• Communicate with manager regarding changes in marketplace i.e. pricing and product.

Complete

• Complete all documentation in accordance to approved, standardized procedures.

• Complete all required DME training certifications in the required timeframe.

• Complete daily activity reports.

Conduct

• Conduct calls and face-to-face meetings with Entergy customers daily.

• Conduct custom office space searches on behalf of tenants working with TenantBase.

• Conduct in-person interviews with Nielsen Families to ensure they meet established criteria.

• Conduct needs assessment to determine appropriate product.

• Conduct product knowledge sessions both at the customer's location as well as off-site workshops.

• Conduct territory and market data analysis.

Contribute

• Contribute to agency success through promoting new business, cross-selling, and new initiatives.

• Contribute to growing sales.

Coordinate

• Coordinate any delivery date changes with Planning and Vendors and charge fees appropriately.

• Coordinate deliveries with customers.

Create

• Create and modify orders, assist customers with ordering process.

• Create and / or update customer online shopping lists.

• Create and updates the physician's.

• Create a strong, consultative relationship with decision-makers and influencers.

• Create growth initiatives with core drayage partners.

• Create relationships from a cold start.

• Create relationships with individuals in our target market.

Determine

• Determine best access methods using whole office call approach.

• Determine client needs, respond to inquiries, and resolve problems in a timely fashion.

• Determine needs, identify opportunities, and communicate next steps to customers.

• Determine pricing with assistance from software and account manager.

Develop

• Develop and implement sales strategies to drive business.

• Develop and maintain a filling system.

• Develop and maintain appropriate industry contacts / networks.

• Develop and maintain effective account relationships and promote the good will of the company.

• Develop and maintain productive.

• Develop and maintain strategic sales plans.

• Develop and maintain trust-based relationships with assigned accounts.

• Develop and present annual maintenance contracts.

• Develop an individual business plan to determine how to achieve sales quotas.

• Develop a rapport and conversation with the customer to facilitate one visit close.

• Develop customer database through the selection of towns, routes, and profiling of customers.

• Develop, execute and maintain key account business plans.

• Develop long-lasting, mutually beneficial relationships to create a world class customer experience.

• Develop & maintain working relationships with Store / District / Regional management.

• Develop new accounts and new points of distribution.

• Develop sales strategies by analyzing and tracking customers' buying habits.

• Develop strong retailer & distributor relationships.

Engage

• Engage customers in a timely and effective manner to resolve all business continuity issues.

Ensure

• Ensure all sales files are complete and accurate at all stages of the sales process.

• Ensure compliance when guiding consumers through the enrollment process.

• Ensure constant communication with Sales Managers.

• Ensure every client / customer requests are processed in a timely manner.

• Ensure excellent customer service and customer relations.

• Ensure pricing compliance.

• Ensure receipts, invoices, and PODs are received from carriers in a timely manner.

• Ensure the satisfaction of every customers.

Enter

• Enter all activities and opportunities into the CRM.

• Enter new customer data and other sales data for current customer into P28's delegated systems.

• Enter return orders, credits, and debits when required.

• Enter Sales Orders using PeopleSoft and coordinate the orders with P1AG purchasing team.

Establish

• Establish and develop customer relationships and follow up with customers.

• Establish and improve customer relationships with grocery store (owners and managers).

• Establish and maintain good day-to-day working relationships with customer contacts.

• Establish and maintain positive relationships with clients and referral sources.

• Establish and maintain profitable partner and reseller relationships.

• Establish and maintain strong relationships with assigned Home Depot store associates and management.

• Establish, nurture, and maintain quality relationships with the customer segment.

Evaluate

• Evaluate customers skills, needs and build productive long-lasting relationships.

• Evaluate project details by using market pricing strategy and recommend best available solutions.

Execute

• Execute monthly and quarterly priorities as related to business activities.

• Execute sampling events and merchandising programs.

Fill

• Fill in basic information such as employment and education.

• Fill and modify templates and tables, charts and uses effectively various format functions.

Follow up

• Follow up and qualify new prospects from marketing-generated leads.

• Follow up as required / requested.

• Follow up on leads from Trade shows and construction data bases to qualify opportunities.

• Follow up on leads generated by marketing.

• Follow up on Marketing initiatives to generate business.

• Follow up on outstanding parts orders.

• Follow up with customers ensuring all questions and concerns are answered.

Forecast

• Forecast and deliver monthly revenue.

Gather

• Gather and provide feedback from salons to improve our product and processes.

• Gather information and process claims via electronic entry system.

• Gather information with close attention to source.

• Gather customer and market information to update Product and Trade Lane on current conditions.

Generate

• Generate and close sales leads.

• Generate and qualify leads through campaign calling, inbound prospects from the Web and Events.

• Generate quotes according to the company guidelines.

• Generate sales initiatives through social media and grass roots marketing.

Grow

• Grow client base through external connection and collaboration.

• Grow sales from existing customers.

Handle

• Handle inbound, unsolicited prospect calls and convert into sales.

Help

• Help customers reach items and provide a recommendation of products.

• Help local businesses in your community thrive by maximizing their online presence.

Identify

• Identify and manage significant up-sell and cross-sell opportunities within a broad service offering.

• Identify client needs and suggest appropriate products / services.

• Identify customer needs, provide profitable solutions and close the sales.

• Identify key areas of opportunity by reviewing customers, competitors and trends.

• Identify new transactional sales with our active and inactive customers, quote and close.

• Identify new work leads and manage lead follow-up, record keeping and information distribution.

• Identify opportunities to acquire new long-term customers to support route growth.

• Identify opportunities to improve sales performance.

• Identify specific or alternate products based on cost, availability, or client specifications.

• Identify Target Accounts, Opportunities & Customer Priorities, build solid Account.

Implement

• Implement all sales and marketing programs.

• Implement / install sales process that drives dealer profitability with great CSI.

• Implement medical - marketing project in collaboration with medical teams.

• Implement and adhere to company policies and procedures.

Increase

• Increase portfolio and expand into new markets.

• Increase sales revenue and account penetration by encouraging 'add-on' items.

Input

• Input all customer data into CRM and use as required.

Keep

• Keep abreast of competitive trends and report appropriate developments.

• Keep informed of the latest industry trends and knowledge.

• Keep updated on the products and strategies of competitive companies.

Lead

• Lead and develop your hardscape sales territory – West Coast Region.

• Lead weekly PL team meetings as determined by RSD.

Leverage

• Leverage marketing materials, white papers and clinical evidence through consultative selling.

• Leverage our CRM and sales automation tools to achieve maximum efficiency.

Maintain

• Maintain a continuing program.

• Maintain a file of all open truck shipments and of records of trailers in assigned areas.

• Maintain all contacts and relationships with existing and new customers.

• Maintain and attend all required Microsoft Training.

• Maintain and expand customer base by building and maintaining rapport with key customers.

• Maintain a positive and professional personality.

• Maintain a positive attitude about your work environment and the organization.

• Maintain a positive attitude and composure.

• Maintain chosen ADP data base management tool and adhere to the current defined sales processes.

• Maintain client records, administrative follow-up and maintain activity log in our CRM software.

• Maintain complete and accurate records of all customers.

• Maintain complete product knowledge and general knowledge of competitor products.

• Maintain compliance in programs and comply with company guidelines and policies.

• Maintain composure when addressing stressful situations.

• Maintain customer account profiles as required.

• Maintain & enhances sales skills through technical & sales training.

• Maintain excellent relationships with all customers & colleagues.

• Maintain high standard of personal presentation and promote a professional image.

• Maintain internal relationships with all departments.

• Maintain positive and effective business relationships with clients.

• Maintain positive supporting relationship with above mentioned colleagues and members of Operations.

• Maintain proficient level of product knowledge in all assigned product lines.

• Maintain records of customer and fleet accounts, including a detailed equipment list, updated yearly.

• Maintain records of rental inventory, status and ensures billing is completed each month.

• Maintain thorough knowledge of all products and services sold by the company.

Make

• Make calls out to prospective customers that may have placed inquiries.

• Make telephone calls and in-person visits and presentations to existing and prospective customers.

• Make sure all area conditions do not threaten employee safety.

• Make technical presentations and demonstrate how a product meets client needs.

Manage

• Manage a high volume outgoing phone calls.

• Manage all distributor partners' POS inventory on a monthly basis.

• Manage all expenses to effectively stay within budget.

• Manage and comprehend the sales records and foresee the product trend.

• Manage a portfolio of accounts and develop sales plans to nurture and grow existing relationships.

• Manage a team of local Commercial Real Estate Brokers.

• Manage entire complex sales-cycles and present to C-level customers in the education sector.

• Manage inbound customer inquiries.

• Manage opportunity pipeline through consistent funnel management.

• Manage pre-order process of limited release and special orders.

• Manage returns of merchandise.

• Manage open orders and delivery timelines.

• Manage quote creation, order processing and day-to-day customer requests.

• Manage time effectively and adapts quickly to changing priorities with proven results.

• Manage the entire sales cycle from cold call to close.

• Manage your quarterly pipeline and complete forecasting reports with your manager.

• Manage your sales calls efficiently and effectively.

Meet / exceed

• Meet and exceed annual performance standards and objectives.

• Meet and exceed daily, weekly, and monthly sales activity targets (KPIs).

• Meet and exceed revenue and assigned strategic product unit targets within assigned territory.

• Meet and exceed sales goals set by DSI.

• Meet and exceed sales targets.

• Meet / exceed outbound dials, prospecting and lead qualification.

• Meet lead generation objectives.

• Meet or exceed minimum sales appointments targets set by management.

• Meet sales goals and quotas set by sales management.

• Meet sales revenues quotas as established by Management including warranty and add-on sales.

• Meet with clients and prospects for product demonstrations and presentations.

• Meet with General Manager weekly to provide updates on sales, promotions and any other reporting.

Monitor

• Monitor and evaluates the activities and products of the competition.

• Monitor bid boards for opportunities and work with inside sales staff on job quotations.

Participate in

• Participate and promote product in industry's top apparel trade shows.

• Participate in and contribute to sales coordinated events, assist with clients and sales meetings.

• Participate in local and international scientific congress, giving all the support to the customers.

• Participate in responding to RFI's, RFP's and negotiating general contracts.

• Participate in the customer bidding process.

Perform

• Perform AdHoc duties assigned by management.

• Perform all other duties as assigned.

• Perform daily visits to potential new customers.

• Perform minor product resets and display installations to meet store needs and expectations.

• Perform related work as required.

• Perform routine microbiology testing and experiments.

• Perform sales calls to existing and potential customers.

Plan

• Plan and implement sales call plans, provide field reports inputs to Sales Supervisor / Manager.

• Plan and manage territorial product distribution and consignment models.

• Plan sales calls itinerary.

• Plan and execute Speaker-meetings and / or Round Tables with product presentation.

Prepare

• Prepare detailed estimates and invoices for clients.

• Prepare pitch decks and present our solutions to potential clients.

• Prepare presentations, proposals and sales tools.

• Prepare quotes for contractors and homeowners.

• Prepare sales and delivery quotes in conjunction with warehouse personnel.

• Prepare sales or other contracts.

• Prepare all move-related paperwork and documents.

• Prepare cost proposals of services for clients, using applicable questionnaires & worksheets.

• Prepare sales orders for and enters the orders into the system.

• Prepare sales presentations to present to stakeholders and prospective clients.

• Prepare special analyses as required.

Present

• Present and place renewals for the region's book of business.

• Present lab project and technical results to potential customers to maintain and gain business.

• Present our aircraft component MRO capability & company value proposition.

• Present our company in the highest regard to potential clients.

• Present professional image over the phone & in person.

• Present, promote and sell newspaper and web ads to existing and prospective customers.

• Present, promote and sell to prospective customers by phone.

Prioritize

• Prioritize finding and engaging new business opportunities.

• Prioritize future follow-ups accordingly.

Process

• Process client wireless orders, including invoicing and shipping.

• Process orders from walk-in customers, over the phone and by electronic communication.

• Process orders and credit card payments.

• Process POS (point of sale) purchases.

Promote

• Promote Highway product lines to government agencies, contractors, distributors and OEM's.

• Promote our products to new, and existing partners.

• Promote and sell Medtronic's products and services within an assigned geographic.

• Promote, sell and secure new accounts for the company in the Hardware product line.

• Promote the company brand to industry professionals.

Provide

• Provide accurate forecasting, reporting and insights.

• Provide accurate monthly forecasts as required by senior executive team.

• Provide a consistently high level of service.

• Provide approved educational programs to physicians and office staff members.

• Provide callers with address, product details, package return directions, and other information.

• Provide customers with solutions for their HVAC or Plumbing needs.

• Provide customers with technical data and aid in technical problem resolution.

• Provide daily support to WW sales on various sales administrative tasks.

• Provide detailed and accurate sales forecasting to team.

• Provide exceptional, compassionate customer service.

• Provide fast and efficient assistance to address service gaps.

• Provide product knowledge to customers.

• Provide quotes to customers / clients.

• Provide recommendations for process improvement where applicable.

• Provide regular reporting of pipeline and forecast through the CRM system.

• Provide sales counseling to customers and national accounts.

• Provide support to A / R in collecting delinquent invoice payments.

• Provide technical support to customers regarding valve requirements and availability.

• Provide the best possible customer experience in every engagement.

• Provide timely feedback to management team regarding service failures or customer concerns.

• Provide uncapped earning potential.

Receive

• Receive and place orders with sales office.

• Receive phone, faxed, web and email orders from Spa Partners and OSRs.

Recommend

• Recommend changes in account tactics to achieve sales goals.

• Recommend changes in products, service, and policy by evaluating results and competitive.

Report

• Report activities in Salesforce.

• Report to Sales Managers on daily interactions.

Represent

• Represent a positive and professional image of takeda externally and internally.

• Represent the company at the occasional tradeshow, in varied markets.

• Represent the company in a professional manner and achieve specified sales goals.

Research

• Research and prospect potential clients within our target market to find key decision-makers.

• Research company data from Internet web sites and various internal databases (CRM Program).

Resolve

• Resolve aging open orders.

• Resolve customer / client issues / or problems liaise with inside sales, credit and warehouse .

• Resolve customers issues by taking ownership and maintaining excellent organizational skills.

• Resolve merchants' issues, as they arise, to satisfactory completion to save accounts from closing.

• Resolve product or service issues by clarifying the customer's complaint.

• Resolve customer service issues.

Respond

• Respond, evaluate, document and resolve all product inquiries and issues in a timely manner.

• Respond well to questions.

• Respond to customer calls on company provided cell phone in a safe and timely manner.

• Respond to customer requests and resolve.

• Respond to customer requests related to television, Internet and telephone products.

Review

• Review customers proofs for accuracy.

• Review large volume requests for availability and provide discounts accordingly.

• Review the client's requirements and recommend necessary products.

Schedule

• Schedule demos with Sales Engineer for qualified opportunities.

• Schedule meetings with prospects.

• Schedule sales meetings with new clients on a weekly basis.

Sell

• Sell company products via phone or other electronic means (medicine cups, gloves, etc.).

• Sell the company's products and services, in accordance with Bell / Cellcom standards.

Set up

• Set up and attend trade shows.

• Set up displays and promotional materials such as pricing signs and banners.

• Set up meetings or calls between (prospective) clients and Account Executives.

Support

• Support, educate, and champion team members, foster team success.

• Support marketing campaigns by proactively prospecting.

• Support our vendor base by presenting their products with skill and enthusiasm.

• Support the execution of all.

• Support the inside team and clients, with market and product knowledge.

Take

• Take customer sales orders.

• Take inbound calls from direct mail and email leads.

• Take independent actions and calculated risks.

Track

• Track all activities and potential deals through the Hubspot CRM pipeline.

• Track and report on sales and service activities and outcomes.

• Track and report on upgrade, retention and engagement metrics.

• Track challenges and successes.

• Track daily inventory activity to respond to questions and properly plan deliveries.

Understand

• Understand market trends and industry standards.

• Understands and uses approved promotional materials to support marketing message.

• Understand the high-level priorities for A & A and your role.

• Understand the needs of our customers and match those to our products.

Update

• Update and manage all sales activities, opportunities, and account information in CRM.

• Update client information in the company contact database.

Upsell

• Up-Sell customers on additional products and services (repairs, servicing, new equipment).

• Upsell existing customers on premium features.

Use

• Use a needs-based review process to educate customers about insurance options.

• Use company literature and available training resources to stay up to date on product features.

• Use in-house CRM to organize and maintain leads and customers.

• Use of hand and foot controls for driving.

• Use Salesforce to prospect and communicate with the Sales Reps and Sales Manager.

Utilize

• Utilize effective communication and presentation skills.

• Utilize technology platforms and data to analyze territory and effectively.

Work with

• Work as a team with a Regional Sales Analyst / Associate to effectively cover the region.

• Work closely with leadership team to learn from them.

• Work closely with the Sales Director, Account Executive and the Technical Sales.

• Work collaboratively with matrix teams to provide a quality deliverable to the client.

• Work effectively across the team, build professional relationship and collaborate with colleagues.

• Work in a friendly team and atmosphere.

• Work in tandem with the Sales Engineers in fulfilling sales goals and responding to RFIs / RFPs.

• Work on the sales floor in the establishment.

• Work with all stakeholders, to develop and deliver relevant offerings that address customer needs.

• Work with dedicated distributors and increase sales while maintaining profitability.

• Work with each client as they transition to a dedicated Account Manager.

• Work with internal functions (marketing, customer service, finance, etc.).

• Work with management to develop sales strategies and new business prospects.

• Work with Sales Manager on each customer to ensure conversion target is achieved.

• Work with technical resources who can assist in the analysis and consultation process.

Write

• Write Statements of Work for new customers.

Most In-demand Hard Skills

The following list describes the most required technical skills of a Sales Representative:

1. Sales

2. Customer Service

3. Valid Driver's License

4. MS Excel

5. Business Development

6. Clean Driving Record

7. MS Word

8. Microsoft Office

9. Mobile Device Friendly

10. Outlook

11. Computer

12. Marketing

13. Business

14. B2B Sales

15. MS Powerpoint

16. Social Media Marketing

17. B2B Sales

18. Customer Accounts

19. Prospecting

20. CRM

21. Selling

22. Salesforce

23. Account Management

24. Outside Sales

25. Retail

26. Inside Sales

27. Cold Calling

28. PCS

29. Keyboarding

30. Enterprising

31. Prospecting

32. Business Acumen

33. Direct Sales

34. Business Administration

35. Finance

Most In-demand Soft Skills

The following list describes the most required soft skills of a Sales Representative:

1. Written and oral communication skills

2. Interpersonal skills

3. Organizational capacity

4. Presentation

5. Self-motivated

6. Problem-solving attitude

7. Work flexible hours

8. Negotiation

9. Organized

10. Self-starter

11. Time-management

12. Multi-task

13. Enthusiastic

14. Leadership

15. Highly motivated

16. Friendly

17. Positive attitude

18. Outgoing

19. Bilingualism

20. Resourceful

21. Creative

22. Attention to detail

23. Team player

24. Build a network of customers

25. Connects with people

26. Work ethic

27. Sociable

28. Work independently with little direction

29. Passionate for learning, sharing, and continuously developing

30. Develop solutions

31. Articulate the value of adt solutions

32. Build strong business-to-business relationships

33. Analytical ability

34. Results-oriented

35. Perseverance

36. Productivity – overcome challenges and close the sale

37. Integrity

38. Achieve goals

39. Adapt to everyday changes

40. Driven to succeed and exceed goals

41. Creating meaningful relationships

42. Innovative solutions

43. Listening

44. Priority management

45. Initiative