Job description - Commercial: studies, diplomas, salary

‍

Commercial definition

What is a salesperson?

One commercial Seek to develop turnover (CA) Of sound venture while respecting the commercial policy defined by its management. In constant contact with his prospects and customers, it best satisfies them by offering them products or services adapted to their expectations. Knowing his product well is therefore essential for him. Mutual aid in a sales team is essential and allows the sharing of best practices and the improvement of the company's sales force.

A salesperson (or VRP in the traditional economy)'s mission is to conquer a new customers, but retaining existing customers is also often one of its missions.

So, he plays a key role within a company since it allows you to keep a good customer relationship while allowing a new one to be developed in parallel. It is a Key cog of the economy that allows businesses to adopt new solutions and to modernize.

What is the role of a salesperson?

It is very difficult to precisely define the role of a salesperson within a company because it depends a lot on each sales organization! That said, his main responsibilities are: prospecting for new customers potential customers (prospects), and maintain the best possible customer relationship with existing customers.

A salesperson must understand what they are selling. He must therefore have a perfect knowledge of the product or service offered by your company, its sector of activity and the needs of its various customers. He manages a range of products or services and negotiates prices and quantities with the interlocutors (customers and prospects). To allow continuity in the loyalty of its customers, it must offer a active and personalized listening to each and every one of them. Be really interested in their needs!

In summary, her mission Main consists in developing and expanding its customer portfolio thanks to sales and prospecting techniques.

‍

The tools of a salesperson

A salesperson uses numerous tools during its missions. It is therefore imperative to master them in order to be effective. His knowledge of various techniques and sales methods allows him to organize, among other things, an effective prospecting strategy.

The essential sales tool remains the CRM suchlike Salesforce.

Here are some examples of essential tools in the MétisCommercial r.:

• CRM: Salesforce, Hubspot, Pipedrive ;
• Prospecting tools : Prospecting, Lusha, LinkedIn Sales Navigator, LinkedIn Sales Navigator, Outreach, Lemlist, Salesloft ;
• Tools for organizing appointments: Aircall, Meet, Calendly ;
• Presentation: Prezi, Vidyard, Slides, Google Slides
• Negotiation: Your head, and the sales techniques learned! ;)

Why choose the commercial profession?

Nowadays, the commercial profession Is very popular, whether among recruiters, among young people or even among job seekers.

To get a good salary for this position, long years of study are not required. It is for this reason that many young profiles are interested in this profession. This characteristic also makes it very much in demand from profiles undergoing retraining. Indeed, although many skills and qualities are essential to be able to exercise this profession, Degrees are by no means a major condition, which offers a job opportunity to a multitude of individuals.

This position offers very diverse missions combining office work and social relationships. A salesperson is flexible and adapts well to all types of situation. Any individual's curiosity can be satiated.

The commercial function is highly sought after in many sectors, especially in the distribution sector, in wholesale trade or in retail trade.

In summary, being a salesperson has many advantages:

• Of numerous job opportunities ;
• One attractive salary ;
• Long studies are not required;
• One Exciting job with very diversified missions;
• One professional life And rich development prospects ;
• A good balance between private and professional life.

‍

The 4 qualities of a good salesperson?

‍

What is the profile of a good salesperson?

A good salesperson has several essential qualities in his profession, which are the following:

• Empathy

To maintain a good customer relationship, a salesperson must have a strong capacity Of empathy. Each prospect is different. A good salesperson must put himself in the place of his customer. By doing this, he will be able to identify the needs and expectations of his various customers.

• Relational ease and ability to listen

Communication represents the wrench Of a good customer relationship management. Listening should be activates. During their exchange, the prospect indicates his needs and expectations to the salesperson. The latter must be attentive and offer solutions adapted to the problems and desires of his client. In order to move forward effectively in the sales process, it is imperative that he demonstrate pedagogy And of persuasion. He knows how to answer questions by developing a personalized and appropriate commercial strategy.

To close a sale, the sales process, is a long process. First of all, salespeople must be aware of the needs of their prospects and understand the challenges. This understanding will allow him, in the long term, to adapt his sales strategy and to ensure the Loyalty of its various customers.

• Flexibility, perseverance and above all resilience

In sales, breaking doors, failing on some deals is unavoidable. On the contrary, it will build its capacity for resilience. It is through failures that salespeople learn to adapt and that they develop new skills. A good salesperson adapts to all types of interlocutors and to all fields.

A good salesperson must demonstrate Of optimism to make its sales. Indeed, this quality allows him not to give up and to cope with many complex situations.

Finally, to sell, you must have Ambition And of the perseverance.

• Organizational skills, time and stress management

An effective salesperson Organize your time and manages to manage stress. He knows that every minute counts. So, Nothing is done by chance. He knows that good organization leads to good time management and more success and closing in the future. A good organization allows the salesperson to prioritize his tasks, to better meet the needs of his prospects, etc. He is then much more efficient. In fact, this is one of the areas we focus on in our Sales Bootcamps. Owning a variable, a salesperson will want to improve his efficiency.

‍

How to be a good salesperson?

• Have experience and continue to learn

With experience and the encounter of rich and varied situations, a salesperson will develop his skills and his technique. Whether in Pure sale, in negotiation Or in targeting, a salesperson can improve throughout their career.

A young salesperson starting out with everything to learn. Likewise, a senior salesperson will have to continue to train in new sales techniques and methods! Thanks to a constant watch for new techniques and new habits, a salesperson will remain at the top of their game.

• Be honest

In order to establish a healthy relationship with their customer, the prospect must be sure that the salesperson is there to find the solution that suits them. The commercial relationship is based on a trust reciprocal.

To be truthful with the customer makes it possible to avoid any misunderstandings and also makes it possible to build a authentic customer relationship. In order to create a long-term collaboration, it is necessary for the salesperson to communicate sincerely while remaining true to the values of the company with his customer.

• Mastering sales and prospecting techniques

An effective salesperson masters the various sales and prospecting techniques essential to its missions. This knowledge allows salespeople to be much more effective and to know what position to adopt and what steps to follow regardless of the situation.

‍

How do I become a salesperson?

‍Skills required

In addition to possessing knowledge about His business or even on his customers, a salesperson must rely on his emotional intelligence And a good relational.

In other words, a salesperson has the following skills:

• Perfect knowledge of sales and prospecting techniques;
• Solid knowledge of commercial techniques;
• Good negotiation skills;
• Great interpersonal skills;
• Good knowledge of the sector in which he works and its products;
• Knowledge of commercial law;
• Proficiency in English is an asset;
• Good stress and time management;
• Sense of listening;
• Good organization;
• Persuasiveness;
• Spirit of analysis and synthesis.

Degrees and training required

To reach the sales position, different courses and studies are possible. Indeed, in this position, experience takes precedence over theory. As soon as you graduate, you can aspire to this position. You can also choose to do a bac + 2 and to follow a BTS dedicated to this profession such as the BTS NRC/NDRC. However, it is necessary to specify that, for those who would like to take up a position of responsibility, experience will be your greatest ally. This diploma is awarded by business schools, universities and IAEs.

However, profiles with no particular training still manage to reach this position when they are able to demonstrate their skills.

Akimbo you allows you to integrate Bootcamps, Trainings that prepare you for Sales and Business Development jobs. These courses will offer you the necessary background in order to become a good salesperson and will support you in the development of your skills.

These Bootcamps last 9 weeks. From the start of these courses, Akimbo offers you preparation for interviews and connects you with its 250+ partner startups.

In a few words, the Bootcamps:

• Cover the entire sales cycle and provide you with the necessary skills in order to become a salesperson;
• Allow you to obtain a CDI at the end of the training in one of our 250+ partner startups;
• Bring an excellent mastery of various essential tools in the sales profession ;

Thanks to this Sales Academy, the commercial professions, of Business Developer or Account Manager will no longer have any secrets for you.

Adapted conversion profiles

Reorientation can sometimes be scary and yet it often leads to the discovery of a new profession, a new universe. Pretty exciting, isn't it?

Many professionals are retraining during their careers and more and more of them are interested in sales. Profiles of consultants in the IT and banking sectors, professionals from the hotel and catering industries are also numerous to hold sales positions insofar as they have a sense of listening and a strong resilience.

Possessing certain qualities such as empathy can sometimes make up for a possible lack of experience in sales sector.

‍

What career developments are there for this position?

Several evolutions can be offered to a salesperson depending on the company for which he works. It can also take care of increasingly important customers, but also have an increasingly growing strategic and/or management role.

After several years of experience, a commercial can evolve into numerous functions such as business engineer duties, responsible, sales manager or sales team leader...

‍

What is the salary of a salesperson?

The Salary of a salesperson is calculated in the form of a package: a fixed salary and a variable salary. The fixed salary is a fixed amount that the salesperson receives every month, regardless of their performance. The variable salary is an amount that depends on the performance of the salesperson.

Commercial Junior

The Average salary of a Junior Commercial is 38 M€ gross, of which €10K of variable.

Commercial Senior

The Average salary of a Senior Commercial is between €50K gross and €100,000 gross.

‍

The different commercial jobs

‍

The titles you need to know

• Business Developer
• Business Development Representative (BDR)
• Sales Development Representative (SDR)
• Sales assistant
• Account Manager (AM)
• Head Of Sales
• Sales engineer
• Sales Director/ Manager
• etc.

What is a Commercial Agent?

One Commercial agent acts on behalf of one or more customers at the same time in the sector of selling products or services. It benefits from a specific legal status. Indeed, it is the proxy of its customers, i.e. it generally sells products or services on behalf of its various customers and also concludes sales contracts in the name and on behalf of them.

What is a Business Developer?

The Business Developer, BizDev is a general sales representative. He is looking for the most profitable commercial agreements for a company and he is present throughout the sales cycle. This salesperson has a key role within a company because his primary objective is to expand the company's turnover. Possessing an entrepreneurial profile, a significant number of them end up setting up their business.

What is a Sales Technician?

The Technico-commercial ensures the sale of products and services while offering a technical expertise. It is present throughout the sales cycle and in numerous industrial and agricultural sectors of activity. He has a perfect knowledge of prospecting techniques, of vending And of negotiation, which allows it to provide personalized solutions to each of its customers.

What is the difference: Seller or Commercial

The commercial, unlike vendor, carries out his own prospecting, generally on the territory that has been allocated to him.

The customer loyalty process is not the same for a seller and for a salesperson. Once a seller Conclude a sale, he will no longer maintain a relationship with this customer. It is not a long-term relationship. For a salesperson, it's the other way around. He seeks to establish a long-term customer relationship, allowing him to retain his customer over time.

‍

Our advice for finding a sales job

‍

Your job search should not be taken lightly. In fact, every detail counts. If possible, to find a sales position, network and make simultaneous offers to put more luck on your side.

To find a job as a salesperson, you must first of all Get ready. You won't get a second chance to make a good impression. A pitch presentation is required for your recruitment sessions. It allows your recruiter to know more about you, your skills, and your past experiences.

Ask yourself about your skills, expectations and qualities to find the job offer that fits your profile.

First, start by looking for offers through platforms like JobTeaser or Welcome To The Jungle who verify the origin of offers before publishing them. Before applying, make sure that the offer is in line with your professional ambitions.

Here is some essential information to study when you consult A job offer :

• Company Information ;
• The sector of activity;
• Products or services offered by the company;
• The missions;
• The location of the post;
• The experience required;
• The type of contract and its duration;
• The skills required;
• The tools required.

‍

How do you recruit the right salesperson?

To recruit a good salesperson, you need to make sure they have the skills you are looking for. Among other things, he must have interpersonal skills and a great sense of listening.

Make sure you're asking the right questions to your candidates. The answers you receive will help you better identify the person who would be the best fit for your business. In addition to the introductory questions, ask more in-depth questions like, “What makes you a great salesperson?”

Finally, a salesman plays a key role within a company. Being too lax about recruiting would therefore make you take a risk. Here are a few steps you can take to ensure that you are not disappointed after hiring your sales representative:

• Make an offer on professional platforms suchlike Welcome To The Jungle or LinkedIn ;
• Prepare a detailed job description (skills, trainings and required qualities).
• Write a attractive job offer.
• Sort resumes Commercials receipts.
• Conduct several interviews and assess candidates with scenarios and case studies.
• Integrate your new commercial to make it successful.

‍