Many people think of sales consultants as this: They pick up the phone or purchase a list, start calling prospects and close the deal. You can do it again and again. The top sales reps then become managers. Managers who are in the top tier of sales become executives. Some people venture into entrepreneurship to start their own sales training and consulting company.

Is it all about sales consulting? What are you missing out on in this exciting and lucrative career?

This guide will provide all the answers. Let’s find out what a Sales Consultant is and what it does. And how you can become one!

What does a sales consultant do?

A sales consultant is someone who promotes a product or service using a consultative approach. Your primary duties as a sales consultant are the same as traditional sales representatives. This includes providing information and selling products to customers.

When the product or service is complex, technical or customized, employers may prefer sales consultants to sales reps. A sales consultant may be referred to an outside advisor by clients or companies to evaluate their sales operations.

While sales consultants work full-time for companies that offer consulting services, others may work as consultants. Salary for sales consultants varies depending on education, experience, qualifications, and location.

• The average salary in the U.S. is $67,703/year

• The salaries of some employees can be as high as $14,000 and $173,000 per year.

What is a sales consultant?

Sales consultants use their experience and skills to assist businesses in increasing sales. They also suggest improvements to the company’s processes. Sales consultants might work in a consulting company or may be independent contractors who work directly with customers.

Some other tasks that a sales consultant might be required to perform include:

• You can identify prospects by following leads from clients and using business directories.

• Talk to prospective customers and current customers about their needs. Explain how you can help them.

• Set up sales appointments with current and prospective customers

• Focus on product features that meet customer requirements and offer product competitive advantages over competitors

• You can negotiate prices, terms, and service agreements.

• To increase brand awareness and online presence, work with the marketing team

• To discuss new ways to sell effectively to customers, meet other sales consultants and associates

• Find new ways to make your products and services more appealing to current and potential customers.

• Demonstrate superior sales knowledge and stay current on all company policies, procedures, and the changing needs and wants of customers

• To ensure customers are satisfied with their purchases, and to address any concerns or questions they may have, will follow up with them.

Sales consultant requirements

Education

For many positions that mainly sell non-technical and nonscientific products, a high school diploma suffices. A bachelor’s degree is required for those who sell technical or scientific products.

For most sales consulting positions, a bachelor’s degree is strongly recommended. This includes a business management, marketing, advertising, communications, or business administration degree. A Master of Business Administration (MBA)degree can help you advance your career.

Training

A sales consultant must have a certain amount of experience in marketing, sales, or advertising. For valuable training courses, those without extensive work experience should be able to take on an entry-level position.

For beginning sales consultants, many companies offer formal training programs that can last for up to one year. You can train new employees by working alongside experienced salespeople on your sales calls. New employees gain more responsibility as they become familiar with the company’s products, customers, and procedures. Eventually they will be able to manage their own territory.

Registrations, licenses and certifications

The validation of a professional’s qualifications is demonstrated by certifications, licenses, or registrations to future and current employers. These certifications allow sales consultants to have a better understanding of their daily responsibilities and improve their skills, which in turn allows them to continue their career advancement.

The following certifications are very popular among sales professionals:

• Certified Professional Sales Person (CPSP). The National Association of Sales Professionals offers this program. It is intended to improve the skills of sales professionals. CPSP teaches you how to guide clients through the sales process by using modern sales strategies and creating successful habits. It also teaches you the techniques of the top 1% sales professionals around the world. You can obtain this certification by enrolling in the NASP program and completing it.

• Certified Inside Sales Professional (CISP). The American Association of Inside Sales Professionals’ (AA-ISP) offers the CISP program. It consists of 10 courses and a role-play of live sales calls with prospects. The certification is valid for three years. The certification must be renewed by holders who have completed at least five CSE credits.

• Certified Sales Leadership Professional (CSLP). The Sales Management Association certification includes an assortment of in-person workshops or e-learning courses, a comprehensive exam and specific role-related requirements.

Many in this profession also hold the Certified Sales Professional (CSP), or Certified Professional Manufacturers Representative (CPMR), both of which are offered by the Manufacturers’ Representatives Educational Foundation (MRERF). Most certifications require formal technical training and passing an examination. To maintain certification, the CPMR must complete 10 hours of continuing education each year.

Skills

Sales consultants need to have strong technical skills in order to sell the products and services they offer. They also need soft skills to communicate with customers. These skills will allow them to close deals that add value to both the company and their customer.

Here are the essential skills that a sales consultant must have to succeed:

• Communication skills. Sales professionals must communicate effectively and persuasively with clients, prospects, and colleagues.

• Communication skills. Sales consultants must be able to communicate with all types of people. Sales consultants must have the ability to establish healthy relationships with clients as well as other members of their sales team. Some sales professionals are naturally able to quickly connect with potential clients. Others can learn techniques that make it easier.

• Time management. Sales consultants are required to effectively manage their time when arranging meetings, calls, or presentations.

• Public speaking. When delivering a convincing presentation or product demonstration, a sales consultant must be confident and articulate. Confidence and calm are essential when calling a potential customer, whether they expect to be contracted or cold calling.

• Customer service skills. Before and after a deal is closed, sales consultants need to be able listen to customers’ concerns and needs.

• Organizational skills. Sales consultants must be able to manage schedules and meet deadlines. They also need to be organized and able to keep records.

• Technical skills. Sales consultants need to be proficient with computers and mobile devices. Certain software programs are used by companies to manage leads, track client information, create digital contracts, and other functions.

How to become a Sales Consultant

Do you feel motivated and excited to become a professional sales manager after reading the information about the job of a sales consultant?

This section will help you to understand the steps that are most commonly required for a career as a consultant.

1. Learn more about the profession

Sales consultants work in a sales environment where they meet customers to determine their needs and recommend products or services that will satisfy them. As they are often demonstrating products to customers, consultants must be familiar with the specifications and technical functions of the products they sell. It is a good idea to read the job descriptions (JDs), of organizations and companies to help you understand this role.

2. Find your niche

There is no single path to success for sales consultants. Many sales consultants are experts in specific or specialized fields. Consider the areas that you are most interested in and have experience in to determine your area of expertise.

3. Pursue a relevant education

Although most retail sales consultant jobs require little or no education, a high school diploma or equivalent is preferred. For those looking to manage in the sales industry, however, a 4-year or 2-year college degree would be a good choice.

You can pursue a degree depending on the niche you choose. Do your research about the educational requirements of your industry and then seek education to increase your knowledge and meet those requirements.

4. Gain work experience

You should have as much industry experience as you can in business development, sales, and marketing to be a successful sales consultant. Many sales consultants begin as junior sales associates, or in other entry-level sales roles. They can then move into leadership roles that include training and mentoring new sales associates.

5. Your network is your best asset

Sales consultant careers are unique because they often require a large professional network to build and grow client bases. Sales consultants can meet potential clients and employers by networking with other professionals.

To meet potential net contract partners, it is worth your while to participate in networking events. Ask your friends and colleagues to introduce you to their contracts.

6. Your skills should be cultivated

Sales professionals who are successful have a wider range of soft skills. These include negotiation skills, persuasion skills, problem-solving, communication, public speaking, and client services. Don’t stop learning every day!

The bottom line

A sales consultant can be a great way to expand your career. It offers a great salary, but it can also allow you to improve your personal skills.

Do you find it appealing to be a sales consultant? What are your thoughts about this job? We would love to hear your thoughts in the comments box below.