I'll try to answer from my non-sales POV about what good sales people bring;
- Existing relationships - the old 'who you know'. This can really be a game changer, or at the least speed things up.
- Pricing expertise - sales should be financially savvy and work closely with finance to work out what is the most profitable products they can sell, how they can add/reduce for greater over profit or for leaders how to best stimulate sales teams.
- Product knowledge from the field - The can be a great source of feedback. A good sales person will separate what matters at the core vs why the latest client didn't buy.
- Business knowledge and lateral thinking - so many sales turn up and pitch what expect to sell. Really good sales people get to a business and offer solutions. The need to understand your business fast. When I'm on the customer side I find this most important. You quickly know the people that are trying to sell a product vs those with businesses savvy looking where their solutions can benefit your outcomes. Often they will find new ways to utilise their product to offer benefits.
- Internal fixer/project manager: for many products the person selling hands deliver off to another team. The better ones ensure your happy ongoing and make sure any down the line problems get resolved internally even when they get involved outside of their sales area and have to become temporary project managers etc.
Off the top of my head that's the other value add. Interpersonal is important but is a smaller component than most people give it credit for with the 'fast talking' sale image that is often displayed.
- Existing relationships - the old 'who you know'. This can really be a game changer, or at the least speed things up.
- Pricing expertise - sales should be financially savvy and work closely with finance to work out what is the most profitable products they can sell, how they can add/reduce for greater over profit or for leaders how to best stimulate sales teams.
- Product knowledge from the field - The can be a great source of feedback. A good sales person will separate what matters at the core vs why the latest client didn't buy.
- Business knowledge and lateral thinking - so many sales turn up and pitch what expect to sell. Really good sales people get to a business and offer solutions. The need to understand your business fast. When I'm on the customer side I find this most important. You quickly know the people that are trying to sell a product vs those with businesses savvy looking where their solutions can benefit your outcomes. Often they will find new ways to utilise their product to offer benefits.
- Internal fixer/project manager: for many products the person selling hands deliver off to another team. The better ones ensure your happy ongoing and make sure any down the line problems get resolved internally even when they get involved outside of their sales area and have to become temporary project managers etc.
Off the top of my head that's the other value add. Interpersonal is important but is a smaller component than most people give it credit for with the 'fast talking' sale image that is often displayed.