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Career Story: Manager Of Sales For A Consulting Firm

Manager Of Sales For A Consulting Firm

Job Title: Sales Manager

Type of Company: My company provides information technology and management training to individuals and businesses in both the commercial and government sectors.

Education: BS, Marketing, SUNY-Albany

Previous Experience: I worked as an account manager for a large telecommunications company but left it to sell software for an online subscription service.

Job Tasks: I'm responsible for a team of seven account managers selling learning and consulting packages in the commercial and government markets. I provide coaching and leadership in establishing strategies for key accounts. I establish pricing and am one of several people responsible for submitting proposals for contracts.

As a manager, I have to adapt the different styles and personalities of the people who report to me to the business at hand, providing criticism and encouragement as occasion requires; I have to establish quotas and set territories and deal with compensation issues. But I also have to know what's going on, tracking metrics and reviewing daily, weekly and monthly reports. And it's always my job to be a salesman and promote the value of the services we sell.

Above all, the individual performances of the members of my sales team are critical to our success. At the moment, I'm in the process of hiring someone new and have had to write a job description, conduct interviews and oversee testing. The process is arduous and time-consuming but I'm meticulous, doing everything in my power to ensure that I hire the right candidate and avoid turn-over and the cost of training new workers.

Best and Worst Parts of the Job: I love the rush of closing a deal. I also like working with people, developing strategies and compiling the spreadsheets we use to calculate the profit margin for a proposal.

I do not like the pressure to fill quotas. But it's a fact of life in sales.

Job Tips: I would recommend honing your communications skills and learning how to make presentations. It's essential that you be able to use the phone effectively and with confidence. In sales, you'll be selling yourself as well as your product whenever you make a call. Be sure, too, to forge lasting relationships with your clients. And, finally, it's important not to take a "no" personally.

Additional Thoughts: I would be more assertive and learn not to take rejection personally.

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