Outgoing. Energetic. Resilient. These are personality traits that most sales people possess. After all, if you're not enthusiastic about your product or can't handle pressure and rejection, you're probably not going to be in the sales profession very long.
The Basics
As a sales representative, your job is to generate interest in the service or merchandise your company provides and address concerns and questions from clients. You'll demonstrate how your product will make things better for a person or business and why it is the one they should choose over a competitor’s product. That’s the basics, but there are other things you should know.
What Employers Are Looking For?
Education
Each industry is different, but in today’s economy, you'll find more competition for sales jobs, and often you'll be up against seasoned professionals. A college degree and the appropriate technical expertise are being increasingly sought out by employers. In 2006, the United States Bureau of Labor Statistics (BLS) reported that 38 percent of sales representatives in the wholesale and manufacturing industries possessed a Bachelor’s degree; 9 percent had an Associate’s degree; 19 percent had some college; and 27 percent had a high school diploma or less. In addition, there are certifications that are valued such as the Certified Professional Manufacturers’ Representative (CPMR) or the Certified Sales Professional (CSP) both from the Manufacturers’ Representatives Education Research Foundation.
Skills
Of course, employers are also looking for people who are enthusiastic about selling. An employer will expect you to be goal-oriented and work well both on your own and with a team. Creative problem solvers are desired by employers, those who can find ways to sell a product when traditional methods don't work. The ability to be persistent will come into play as well. Good communication skills are a must along with a pleasant personality and an appearance that will represent the company well. Working with technology to track orders and clients and produce reports is also a necessary skill.
What Should You Consider?
Job Security
For better job security in sales, consider employment with companies that sell essential goods, rather than those that will fluctuate with the economy. Overall, sales jobs are expected to grow about 9 percent between 2006 and 2016, according the BLS. That’s on track with most other jobs.
Growth Opportunities
The most growth is expected to take place in independent sales companies. These are companies that sell for other companies, only getting paid when they make sales. This allows manufacturing and wholesale companies to reduce overhead by eliminating the need for an in-house sales staff. The downside of working for an independent sales company is that the sales representative is not usually reimbursed for expenses. Benefits such as pension plans, health and life insurance, vacation, and sick time may also not be provided as they would in the case of directly working for the manufacturer or wholesaler.
The Office or the Open Road?
Would you rather spend your time in the office, on the phone with clients, adhering to a set schedule or does traveling and visiting clients, sometimes over large territories appeal to you? Consider which kind of person you are and seek out those opportunities.
Compensation
According to Bureau of Labor Statistics data, the median salary for sales representatives working in wholesale and manufacturing, technical and scientific products was $64,440 including commissions. Computer systems design and related services had the highest median annual earnings at $75,240. Sales in wholesale and manufacturing, except technical and scientific products had a median wage and salary of $49,610. Highest in this category was wholesale electronics markets and agents and brokers at $54,900. Compensation at an independent sales company can vary greatly and sales representatives may make much more than working directly for the manufacturer or wholesaler or much less. Most employers use both salary and commission or salary plus bonus.
Where Will Your Sales Career Lead You?
As a sales professional you will have the opportunity to work with a variety of employers and products. While there are many factors to consider when entering into a career in sales, those who have chosen this direction often find it to be highly rewarding. Your sales career can lead to many wonderful, unexpected opportunities in you're your professional and personal life. What are you waiting for? Start your search for sales jobs today!
Comments
There have been no comments made on this article. Be the first to share your thoughts by using the form below.
