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Sell
Through Others
Indirect Sales
Supports a network of distributors, agents, resellers, or manufacturer’s reps. They have little direct authority over these sales forces except in rare cases. Tasked with training and motivating distribution partners.
Direct to Consumers
Transactional Product Sales
Sells discretionary products on a transactional basis. Tasked with handling a high volume of calls/face-to-face interactions and being resilient in the face of rejection and short sales cycles.
Sell to Other Businesses
high touch
New Clients
New Business Development
Brings in business from new accounts. Referred to as “Hunters.” Tasked with generating new leads and discovering novel ways to apply their products and services.
Existing Clients
Account Management
Grows sales to existing accounts. Tasked with building customer relationships, meeting or exceeding customer needs, and making it easy to do business with their company.
Mix of New and Existing Clients
New Product Field Sales
Maximizes sales within a territory/market by finding new customers and servicing existing ones – usually a 70/30 ratio. Tasked with understanding multiple buyers’ needs within an org and building a solid business case for the sale.
Consultative Solution Sales
Tasked with uncovering customer needs/ business problems in order to configure the appropriate offering. Grows sales by finding new customers and services existing ones (usually 70/30 ratio).
Relationship Solution Sales
Acquires new customers and services existing ones within an assigned territory/market. The emphasis is on maintaining and growing sales within existing accounts.
Relationship Product Sales
Acquires new customers and services existing ones within an assigned territory/market. Must grow sales by uncovering additional buyers within the account and seeking referrals.
Specific Expertise
Specialized Technical Sales
Tasked with selling a specialized set of products and is not typically bound by territorial constraints. Serves as a resource to the customer to help its personnel do their job more effectively by using the seller’s offering.
Specialized Solutions Sales
Grows sales of systems or solutions that require significant customization and training to implement. They often provide extensive technical expertise to configure the solution.
high volume
Inbound Inside Sales
Responds to contact initiated by customers over the phone or via electronic communication. Must quickly understand caller’s needs and identify appropriate actions to move the opportunity towards a sale.
Outbound Inside Sales
Initiates phone/email contact with prospects and customers to sell assigned products/services, and often have a quota.
Supervise
Sales Management
Builds the quality and productivity of salespeople. Tasked with hiring, developing, motivating, and coaching individual sellers while controlling the focus, direction, and performance of the team.
Sales Team Lead
Consists of both supervisory and sales responsibilities. They supervise a team of sellers, while carrying their own book of business. At times considered “super-salespeople.”
Service
Strategic Account Director
Coordinates the execution of the sales agreement for various customer locations for large, multi-site accounts. Meets with executives and discusses the business case that represents their competitive advantage.
Consultant
High-level experts who collaborate with sales teams to develop strategies that improve business outcomes and customer experience. Must deliver on the value of their recommended solutions and initiatives.
Individual Contributor
Professional staff member who may serve as a team leader but does not manage others. They prefer to stay within their discipline to increase the depth of their expertise in managing processes or projects rather than people.
Customer Service Representative
Fields inquiries and complaints from existing customers in order to promote/restore customer satisfaction. Must demonstrate concern/empathy and be solution-oriented.