Nine Competencies of the Complete Sales Professional

Have you ever tried to explain to someone what you actually do as part of the sales profession? I'm talking about what you do, not what your company does or what your value proposition is, but what YOU do day in and day out as a sales professional?

To be a complete sales professional, your daily activities should be in support of creating customer satisfaction and loyalty. What are these daily activities?

My Ph.D. research analyzed the activities and tasks performed by hundreds of sales professionals. I found that these tasks can be grouped into nine areas. The key to being a complete (i.e. superstar) sales professional is to understand and master the following 9 "Selling Knowledge Areas":

1. Personal Management ? keep your personal life in check. Stay healthy. Set goals, make plans for your future. Keep your finances in order. Find stress-reducers.

2. Business Knowledge Management ? If you're selling to the CFO or the CEO you better understand the business of economics, business transactions, negotiations, and the return they will get on their investment.

3. Product Knowledge Management ? We all get trained on this and the key is to understand the product(s) being sold, how to position the product(s), and how to imbed the product(s) into the buying organization. Unfortunately, many companies only train their sales professionals on this one knowledge area when they should be training on all nine.

4. Selling Skills Management -- The best Sales Professionals seek out continuous comprehensive training and education to support their sales process. You should also be able to initiate, plan, and execute a sales process in order for your product or service to be assimilated into the buying organization. There are many systems out there to choose from.

5. Opportunity Management ? Complete sales professionals understand how to identify, manage, develop, and close the right sales opportunities. To do this, they're experts at opportunity planning, territory management, opportunity development, and closing.

6. Relationship Management ? Becoming a trusted advisor to the buyer only happens when the sales professional is successful at building relationships, communicating, distributing information, and influencing others ethically through collaborative dialogue. Building relationships within your own organization is just as critical. Make sure that you take the time to forge relationships with your support teams, delivery teams, management or any other party that is involved in your sales process.

7. Customer Management ? Complete Sales Professionals continue their relationship after the sale. Providing top-notch service to buyers ensures repeat business and a solid sales reputation.

8. Time Management ? Understanding the crucial elements of managing personal time to achieve ones goals and objectives. Great sales professionals understand that they must define the right tasks for the day or month, prioritize them, schedule them and execute.

9. Technology Management ? Complete sales professionals utilize technology in order to maximize personal and organizational effectiveness.

There are many people that wonder why sales professionals are "harried," have short attention spans, are always too busy, or seem a "little flustered". Perhaps by identifying and understanding the 9 Selling Knowledge Areas, there is a newfound understanding why!

So the question is, what can you do today to become better in each of the 9 areas? Which are you the strongest in? Or in which area are you the weakest? Make plans to improve in each area every single day.

Brian is the Chairman and Founder of the the United Professional Sales Association (UPSA). UPSA is a non-profit organization headquartered in Washington DC that has addressed the concerns and challenges of individual sales professionals. Brian has authored the world's first universal selling standards and open-source selling framework for free distribution. This 'Compendium of Professional Selling' containing the commonly accepted and universally functional knowledge that all sales professionals possess. The open-source selling standards have been downloaded in 16 countries by over 300 people. Over 30 people have made contributions.

Because UPSA is not owned by one person or any company, it is a member organization and guardian of the global standard of entry into the sales profession.

Find out about the membership organization and understand the processes and framework of professional selling at the UPSA Website at http://www.upsa-intl.org. Find out more about Brian at: http://ezinearticles.com/?expert_bio=Brian _Lambert

---

5 Small Steps To Ultimate Sales Success

"Selling worth doing is worth doing badly ? at first!"... Read More

Sales Letters - How to Write Them

You could just send out your brochure to potential customers... Read More

Acquired Expertise: Attitude and Confidence

"I recommend the 5.8 GHz Digital Phone, because it suits... Read More

Evaluating Your Customer

It is one thing to make a sales presentation, but... Read More

Say What?!? Sales is a Profession?

What exactly is the sales profession? Without a common dialogue... Read More

Quit Talking and Listen! Give Clients and Prospects Your Undivided Attention

I have found that the best sales people are the... Read More

The Canned Sales Pitch Myth

Canned or scripted sales approaches are rarely successful, because one... Read More

The Rock and Ripple Effect: 3 Ways to Splash to Sales Success

Imagine you've just thrown a rock into a pond. SPLASH!... Read More

10 Boundless Ways To Anchor Down More Sales

1. Multiply your marketing and advertising efforts on the Internet.... Read More

How to Sound Just Like a Salesperson

Prospect - "So now that I've told you what we... Read More

TheTop 10 Reasons Why Salespeople Get Outsold

In my business, it has been an interesting and very... Read More

Sales Marketing: 5 Fantastic Secrets To Attract New Customers Now

If you have problem attracting new customers, the sales marketing... Read More

The ?Finding Common Ground? Sales Technique, Is A Myth!

Almost every book, manual, workshop or tape series teaching selling... Read More

How Business Coaches Avoid the Yearly Training Feeding Frenzy

What is it with appraisals? In September and October there... Read More

4 Easy Ways to Boost Your Sales

Here are 4 easy ways you can boost your sales... Read More

The Art of Backend Selling

The art of backend sellingThe backend sale can be more... Read More

Sales Training - What Is a Disguised Implied Need?

Have you ever been in the position where you are... Read More

The Clock is Ticking on Your Leads

Every day is critical when you are in the business... Read More

Body Language, Five Key Ingredients

When making your living in the sales industry, and working... Read More

5 Steps to Selling Anything Technical

One of the most difficult things we deal with as... Read More

The First Step to Stress-Free Selling (TM)

Step 1: Get Ready - Create a foundation you can... Read More

7 Keys to Turning Cold Calls Into Warm Calls

Let's face it when it comes to cold calling many... Read More

Make More Sales By Creating How To Use It Product Updates

Do you have any idea what your customers have experienced... Read More

In Sales, Words Just Don?t Compute

In studies conducted by Motivational Systems of West Orange, New... Read More

Grrr! Why Arent I Making SALES?!

Selling online can be very difficult, more difficult than in... Read More

The Biggest Mistake in Sales Prospecting

Recently I received a prospecting voice mail message from a... Read More

5 Powerful Tips To Persuasion!

Having excellent persuasion skills is one of the most important... Read More

Do You Want Fries With That? - Using Suggestive Selling to Increase Your Sales

Suggestive selling is a powerful tool that can increase your... Read More

Are You Doing What It Takes To Win More Sales

What does it take to be a WINNER during these... Read More

8 Sales Lead Generation Methods

I've been getting lots of email from my readers lately.... Read More

It Is Not The Price That Is Keeping You From Making The Sale

Most salespeople are under the false belief that the lower... Read More

More Customers! Less Work!

Wouldn't it be nice if there were an inexpensive method... Read More

Increasing Your Sales FASTER -- Dealing with Ill Think It Over.

Do you frequently hear that from a prospect?"I'll Think It... Read More