People Management for Entrepreneurial Firms

We have chosen Sales Department, Sales Representative and Sale Manager as two
positions.

Sales Representative

Sales representatives present and sell products or services to customers, organizations,

businesses or government agencies. They contact potential buyers, present products and
services, answer questions and discuss pricing.

Sales Representative Job Responsibilities:

 Serves customers by selling products and meeting customer needs.
 Establishes new accounts by planning and organizing daily work schedule to call on
existing or potential sales outlets and other trade factors.
 Keeps management informed by submitting activity and results reports, such as daily
call reports, weekly work plans, and monthly and annual territory analyses.
 Monitors competition by gathering current marketplace information on pricing,
products, new products, delivery schedules, and merchandising techniques.
 Recommends changes in products, service, and policy by evaluating results and
competitive developments.
 Resolves customer complaints by investigating problems, developing solutions,
preparing reports, and making recommendations to management.
 Contributes to team effort by accomplishing related results as needed.

Sales Representative Skills/Qualifications:

 Customer service
 Meeting sales goals
 Closing skills
 Territory management
 Networking skills
 Negotiation
 Self-confidence
 Product knowledge
 Presentation skills
 Client relationships
 Motivation for sales
 BA/BS University degree with a concentration in marketing, promotions, advertising
sales, or business administration (preferred)
 Two to Three years of sales experience
 Familiarity with office software and phone systems
Competency Mapping:

Competency Competency Identifying Identifying Definition of

Detailing Behaviuoral Proficiency Proficiency
Indicators Level
Prospecting Process of 1. Convincing power 5 (Master) Role Model,
identifying new 2. Extrovert can teach
business often in 3. Communication others
the form of skills
connecting with
potential
customers
Product Representative 1. Keen to learn 4 (Expert) Knows,
Knowledge must understand 2. Communication understands,
the fundamental skills applies and
knowledge of their 3. Passion about the innovates with
product and be industry a fair degree of
able to consistency
communicate
these points to
potential
customers in a
relatable, engaging
way
Customer Having a solid 1. Proficiency in 3 Knows,
Service foundation of Different languages (Practitioner) understands,
customer service 2. Knowledge about applies and
skills is essential the product innovates with
throughout the 3. Ability to a fair degree of
sales process multitask consistency
Data The ability to read 1. Statistical 3 Knows,
Analysis and analyze data is Knowledge (Practitioner) understands,
critical for making 2. Mathematical applies and
it in sales. Ability innovates with
Organizations are 3. Problem Solving a fair degree of
using data to Skills consistency
measure and
improve
performance
Negotiating By knowing how to 1. Preparing BATNA 4 (Expert) Knows,
Skills negotiate, you can before hand understands,
create a tailored 2. Persuading applies and
experience for 3. Persistent innovates with
your customer, a fair degree of
getting them the consistency
products and
features they need
 while also making
sure your company
is financially
benefitting as well

Sales Manager

Sales managers lead a sales team by providing guidance, training and mentorship, setting
sales quotas and goals, creating sales plans, analyzing data, assigning sales territories and
building their team.

Sales Manager Job Responsibilities:

 Achieve growth and hit sales targets by successfully managing the sales team.
 Design and implement a strategic business plan that expands company’s customer
base and ensure its strong presence.
 Recruiting, objectives setting, coaching and performance monitoring of sales
representatives.
 Build and promote strong, long-lasting customer relationships by partnering with
them and understanding their needs.
 Present sales, revenue and expenses reports and realistic forecasts to the
management team.
 Identify emerging markets and market shifts while being fully aware of new products
and competition status.

Sales Manager Skills/Qualifications:
 Strong communication skills
 Creating and implementing a sales plan
 Meeting sales goals by monitoring progress
 Analyzing sales data
 Presentation skills
 Management and leadership skills
 Developing budgets
 Mentoring and coaching sales representatives
 Bachelor’s degree in marketing or business administration (MBA preferred)
 Three to five years of sales experience
 Proven track record of positive sales performance

Competency Mapping:

Identifying Competency Identifying Identifying Definition of

Competency Detailing Behaviuoral Indicators Proficienc Proficiency
y Level
Change Manager must be 1. Recognition and 4 (Expert) Knows,
Managemen able to clearly and identification of the understands,
t effectively Changing applies and
communicate and Environment innovates with
implement 2. Flexible to Change a fair degree of
necessary change 3. Taking quick consistency
for their decisions
organizations to
remain
competitive.
Strategic Sales leaders must 1. Knowledge/ 5 (Master) Role Model,
Alignment be able to develop awareness of the can teach
and implement business and others
strategies to keep competitive
their teams aligned environment
and working 2. Develops and
towards goals that establishes broad
are for the best scale, longer-term
interest of their objectives, goals or
company. projects

Coaching Manager is 1. Shares own 5 (Master) Role Model,

and responsible for knowledge and can teach
Mentorship coaching and experience others
developing their 2. Challenges the
representatives to mentee’s and takes
improve their them outside their
skillset and comfort zone
determine the next 3. Gives Suggestions
steps of their job.
Building Creating an 1. Transparency in 5 (Master) Role Model,
Trust environment where relationships can teach
team members can 2. Sticking to others
build trust with Commitments
leadership and one 3. Appreciating others
another.
Systems Manager should 1. Actively monitors 4 (Expert) Knows,
Managemen identify areas of individual and team understands,
t opportunity within performance applies and
the systems their 2. Recognises innovates with
teams rely on, and problems and takes a fair degree of
determine ways to necessary action consistency
improve these
areas to better
support the hard
work of their
teams.
Difference between Sales Representative and Sales Manager Competencies

Sales Manager Sales Representative

Delegator Closer

Team Builder Money Maker

Supervisor Independent

Leader Competitor

Trainer Achiever

Thank You.

Presented by – Group 11
Arjun Garg – A024
Meet Bapna – A025