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General Description

This is an ideal career for visionary thinkers. Sales people are responsible for the organisation’s sales covering distribution to dealers, distributors, retailers and end user customers of the company's range of products. You sell approved marketing strategies and ensure the sales organisation gains effective product distribution, then use short and longer term promotion strategies to maximise sales volume and profitability.

You can work in general sales or specialise in ether field sales, category management or key account management. This is largely dependant on the industry sector and the size of the organisation in which you work.

Generally sales managers who work in small to medium sized companies and smaller industry sectors are responsible for general selling, management of key accounts, sales representatives and the targeted sales revenue. However in larger organisations and industry sectors, sales staff begin as an area representative and then progressively stream into either concentrating on making the sales force more efficient and have no key account management responsibility or the reverse; all their time managing a number of key accounts but spends little to no time in the field making multiple sales calls each day.

The field force manager directs and motivates the sales team operating through area, regional, state or a national structure. Sales managers supervise the allocation of the sales force to tasks, seek efficiency and direct training and development. You achieve results through your sales people, interpersonal skills; selling; persuading and influencing skills and you work from customer to customer. You inherit the trading terms and promotional programs for key customers from the account management team and them implement these programs.

What you do every day

Sales people sell every day. In the field you usually travel from customer to customer offering promotional deals on existing products and services, detailing new products, building in-store displays, exhibiting at expos and generally ensuring the relationship between you and the customer is on a solid ground.

The days differ in that you call on different customers who are different people and have different needs. Customers are mostly in the city regions but some country travelling is required throughout the year. You can formulate localised sales activities but mostly you work to marketing plans formulated by the marketing team or promotional programs negotiated by the key account managers. You car is your office and weekly sales meetings are common place

Personality that best fit this career

Personalities that are extroverted, outgoing, talkative and enthusiastic with all types of people tend to be more successful in a sales career. You are also a visionary thinker. You live and die on your interpersonal skills, the ability to get on with others and be accepted quickly by them are also important.

You need to be able to communicate verbally, in writing and formally in a persuasive manner, to mount a commercial justification that makes sense and is a win/win for both parties. Avoid being ‘too slick and polished’.  You also need to be a quick thinker to overcome any resistance or obstacle a customer can find to say ‘no’ to your proposal.

Your personal presentation and grooming must be of a high standard, often requiring a suit or tailored clothing. You need to be a problem solver, a team player, self starter, well organised and well planned.

Best thing about this career

You meet a wide cross section of people in your business dealings.  Some are accommodating; others tough negotiators. It becomes a personal challenge and generates great satisfaction to convince a customer to stock your product or service. Usually you’re out of the office travelling from client to client.

You’re paid well often with an ‘on target earnings’ bonus and you are also personally recognised when sales figures are above budget. You wear business style clothing and are usually provided with a fully maintained company car or healthy car allowance.

Worst thing about this career

Accepting the customer is always right, even when you know they are not. You have to strike a balance between business and personal views. Usually sales people are poor at paperwork and administration.