Elements and Performance Criteria
- Plan sales activities.
- Plan and schedule sales activities for existing and potential customers according to marketing plan or other organisation systems.
- Identify, analyse and incorporate appropriate organisation, customer and market information into the sales planning process.
- Proactively source prospects and create profiles accordingly.
- Estimate potential revenue, based on sound analysis of information and in consultation with appropriate colleagues.
- Plan activities to maximise opportunities to meet individual and team targets.
- Establish practical sales call patterns based on analysis of all relevant customer and market information.
- Prepare for sales calls.
- Make sales calls.
- Make sales calls according to agreed call patterns.
- Build relationships with customers through the use of effective interpersonal communication styles.
- Develop customer trust and confidence through the demonstration of personal and professional integrity.
- Proactively identify and resolve customer issues and problems.
- Use selling techniques to maximise opportunities to meet and exceed sales targets.
- Provide current, accurate and relevant information on product features and benefits according to current organisation marketing focus.
- Encourage feedback from customers and proactively seek market intelligence.
- Review and report on sales activities.
- Review all activities according to agreed evaluation methods and incorporate results into future sales planning.
- Prepare sales reports according to required timelines and organisation procedures.
- Present market intelligence in a manner that provides clear and concise information to those responsible for sales and marketing planning.
- Share market intelligence with relevant colleagues in a timely fashion.