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How can you work in sales remotely?


The coronavirus pandemic has changed the landscape of many industries including sales. With most professionals and office workers around the UK currently working from home, a career in sales looks a little different than it did 12 months ago. If you’re browsing remote working sales jobs online, you’ll probably find some remote jobs which may stay remote permanently even after Covid-19, while other roles will be remote for the time being, but with a view to all employees returning to office-based work in the future.

Working remotely in sales can be enjoyable, rewarding, and efficient, but it’s only for the right candidates. Let’s take a look at what sets home-based sales jobs apart from the rest.

Which sales roles can I do from home?

At the moment, many different sales roles are being offered remotely, from entry-level roles as sales representatives to business managers and sales consultancy roles. However, in the long term, it’s likely that most higher-level sales roles will return to the office, while some entry-level roles – those which can be conducted over the phone or online – may be permanently remote. If you’re keen to find a role in sales which will be remote even after the pandemic, it’s always worth checking with the hiring manager to see if they’re open to the possibility in the future.

What are the pitfalls of remote working sales jobs?

Working remotely offers a number of advantages: it’s convenient, cuts out the commute, and for many people offers a better work-life balance than working in an office. But it’s not without its drawbacks, either. Working from home means missing out on the social aspects of working in an office, as well as the coworker camaraderie; for many sales people, who are often outgoing and extroverted, this can be difficult in the long term.

In many cases, if you work remotely, you may also have to buy your own equipment, including a laptop and a desk – and find space to work in your home. You’ll also have to pay the heating bills during the day, and you’ll miss out on office perks like free snacks. This all sounds small, but it can add up to a significant chunk over the course of a year.

Do remote working jobs have good prospects?

If you’re dead set on remote working, it won’t help your job prospects. That doesn’t mean that remote working in higher positions is never possible, but limiting your options isn’t going to help your career. The majority of higher positions in sales will require office-based working, both because it’s a better way to keep in touch with your team and because your presence, as a manager or higher, is useful in itself.

However, if you’re keen to apply for a remote sales position, it’s still worth doing. For one, the long-term effects of the coronavirus aren’t yet known, which could mean more jobs become remote, even those which have traditionally been office-based. If you’re looking for a job in sales, browse our sales roles job board ( today and find your new home-based sales job.

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How online courses could boost your sales CV during lockdown


On January 4th 2021, Boris Johnson announced a third national lockdown for the UK. While this is no doubt disappointing for many people across the country, particularly those candidates who are still seeking work, it doesn’t have to spell disaster. Over the past year, thousands of companies and organisations have gone virtual, ensuring they can offer the same services and packages over the web that they used to deliver in person.

Instead of admitting defeat, take advantage of the time you have during the lockdown to boost your CV and add some valuable skills to your growing toolset with online learning. Not only will you gain knowledge and expertise, but you’ll impress future employers with your willingness to learn and set yourself apart from the crowd.

How eLearning can help you

Online learning, or eLearning, is offered by hundreds of educational institutions. Seminars, tutorials, and exams are offered via the web, which means that you can learn, study, and even take your exams from the comfort of your own home, earning a certificate if you successfully complete the course.

If you’re struggling to find work in the midst of lockdown, don’t give up. Keep trying, but make sure you’re constantly re-assessing your CV and improving it. Adding online courses that you’ve completed to your CV is one simple, sure way to demonstrate your enthusiasm to future employers.

What can you study online?

Almost anything. As a sales candidate, you’ll want to look at taking a course which bears some relevance for a career in sales. If there’s a particular field you want to work in, for example, pharmaceuticals, you could take a course to top up your knowledge in that field. Otherwise, courses on marketing, communication, management, and business will all look great on any sales CV.

Why take online courses during the pandemic?

If you’ve got the time, taking sales courses online during the pandemic is a simple way to improve your CV. By taking part in virtual learning, you can show on your CV that you:

– Are a hard-working, motivated person who takes the initiative in their career
– Are open to learning new skills and developing yourself
– Have knowledge and understanding of the concepts you’ve learned about on your courses
– Will do whatever it takes to succeed

As you can see, learning online is about much more than just the course you’re taking. It’s about demonstrating to employers that you’re serious about your career; this alone will make you a great catch for any employer and a rare find in the workplace.

Where can I study sales courses online?

If you want to improve your chances of getting a role in sales or business, don’t wait. You can study online at many institutions across the UK no matter where in the country you’re located, starting from today. Browse our directory of respected educators offering virtual sales courses here and take steps towards your next job now.

Please consult the below companies and organisations on choosing the right course for you.


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How to enter sales as a graduate


Graduating from university is a simultaneously joyous and daunting milestone for young adults. Exams may have finished, but the hard work is far from over; the next step is finding roles and applying for graduate jobs. While some graduates have it all figured out, many have no idea which career is for them right up until graduation day and beyond.

Sales is a sector which offers dynamic and fulfilling careers to the right graduates. A career in sales isn’t for everyone, but graduates who are sharp, motivated, and organised can excel in a range of sales jobs in almost any industry. Working in sales can be either a rewarding career for the long term or a great way to get a foot in the door in your chosen industry.

Do you have what it takes for graduate sales?

There are no specific requirements for a graduate career in sales, and candidates come from a wide range of degree backgrounds including both arts and sciences. While some sales graduate schemes may require that candidates hold a 2.1 degree, this isn’t always the case.

A range of personalities can become successful in graduate sales jobs, though it’s true that sales attract a certain kind of person; graduates who are results-driven will no doubt be attracted to the nature of sales. Broadly speaking, graduate marketing roles require graduates who: 

– Have excellent communication skills, both verbal and written
– Are confident and driven
– Can work independently and organise themselves
– Have a good working knowledge of the industry they’re applying in, or a willingness to learn

What kind of graduate sales roles are available?

The variety of roles available to graduates wishing to work in sales is huge. From account management to business development, there are a number of career paths to follow in sales, and graduates can have their pick.

Another big decision to be made is which industry you’d like to work in; choosing your industry may even have a bigger impact on your future career than the role you start in because working in one industry can often be so different to working in another. Sales graduate schemes offer an invaluable opportunity for graduates to begin a career in:

– FMCG (fast-moving consumer goods), working with consumer products
– Media, in B2B roles selling advertising space in magazines and online
– Pharmaceuticals, an excellent choice for science grads keen to put their expertise to work
– IT, selling IT products and services in both B2B and B2C sales

Why should you consider a role in sales?

The sales industry rewards graduates richly, and in more ways than one. Working in sales having graduated, you’ll start higher on the pay scale and have more room for progression compared to many colleagues without degrees. Careers in sales can offer salaries not far from three figures after many years of experience, and progression through the ranks is often results-based. Many sales positions also offer other perks including annual bonuses, private healthcare membership, and generous pensions.

At Sales Roles, we look for the best sales opportunities from across the UK and match great candidates with the perfect roles. Over the next few weeks we’ll be posting some of the best sales roles for graduates from around the country, so if you’re keen to explore this career option, watch this space. For more advice and guidance on beginning your career in sales, Check out (

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What do IT sales jobs entail?


What do IT sales jobs entail?

Great candidates for IT sales roles are something of a rarity since they require a combination of fantastic interpersonal skills and a healthy dose of extroversion, as well as the kind of IT knowledge and enthusiasm that isn’t usually seen in sales professionals. If you want to combine a keen interest in all things tech with a natural aptitude for sales, then IT sales jobs might be the vocation you’ve been searching for.

What kind of sales jobs exist for IT specialists?

There are many sales jobs which suit IT specialists perfectly. Whether you’ve worked in IT before or you’ve just graduated with a degree in Computer Science or similar, a job in sales can offer a new pace of life with a generous salary and lots of room to grow.

Most IT sales positions can be categorised depending on where they land in the sales cycle: 

– Pre-sales roles, where IT specialists will assist an organisation throughout the sales process with anything and everything relating to technical specs and customer requirements. 
– Sales roles, where sales are negotiated between the seller and the customer. These roles require IT knowledge, but also lots of confidence, energy, and excellent verbal communication skills.
– Post-sales roles, which in IT sales often means delivering hardware and software support to customers both in-person and via phone.

Within these categories, there is a wide range of roles, from entry-level sales roles to managerial and consultant roles. Most roles in IT sales will require sound IT knowledge, self-discipline, commitment, and great communication skills, though the day-to-day nature of each role can be quite different.

How much do IT sales jobs pay?

As is the case in other sales roles, starting salaries for IT sales jobs begin at around £20,000 and rise as high as £70,000 or more for senior positions. Like many roles in sales, you might earn a commission working in IT sales, which means the better you are at your job, the more money you’ll take home.

Which other sales jobs should I consider?

If you come from a technical background, which includes graduates and professionals from fields such as engineering, computer science, electronics, and maths, then sales jobs in a relevant industry could be a good match. Technical sales engineers work in the engineering field to tender for new clients, and this role provides a great way to show off both technical expertise and sales skills at the same time.

For IT enthusiasts without a relevant technical degree, there are still plenty of sales jobs out there that might appeal. If you’ve got a background in retail, for example, then you could work selling IT software or hardware to electronics retailers.

The need for IT specialists across all sectors is growing every year, and there’s never been a better time to break into the industry than now. If you think you might be ready to start a career in IT sales, then head over to our jobs board ( and find your perfect role today.

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How to get into sales in the health and pharmaceuticals industry


How to get into sales in the health and pharmaceuticals industry

Almost every industry you can think of has its very own sales sector, and many sales professionals become specialised in a particular industry over time. In sales, it pays to be knowledgeable, so working to your strengths and sticking to an industry you know inside-out is the best way to advance your career.

Whether you’re already working in sales in the healthcare industry and you’re looking for a new role to advance into, or you’re a recent graduate or healthcare professional keen to start a career in sales, there are plenty of sales jobs going that could be just right for you.

What does a career in healthcare sales look like?

Sales jobs in the health and pharmaceuticals industry include medical sales reps, territory managers, and hospital specialists. These roles are all about driving sales for companies in the healthcare field, such as pharmaceutical companies: this means working closely with colleagues and clients in hospitals and other healthcare settings to build strong relationships, raise brand awareness, and boost sales in the long-term.

Other sales jobs in the healthcare industry could be positions in fitness and wellbeing companies and health food retailers. If you’re enthusiastic about health and fitness but don’t fit the technical background needed for roles in pharmaceutical sales, then there are plenty of roles that could still be a great fit for you.

Like sales jobs in other industries, roles in pharmaceutical sales often start at around £20,000 and rise up to £70,000 or greater for senior positions, with added benefits including a great pension and commission based on performance.

How to get into sales in the health industry

Healthcare is a complicated field, and one which requires good technical knowledge and a thorough understanding of the products and services that you’re selling. For this reason, graduates and professionals with a background in a related field – such as science, medicine, or health and social care – are particularly good candidates for sales jobs in the health sector. Of course, these are still sales positions, so a can-do attitude, excellent communication skills, and plenty of enthusiasm for your industry are all requirements, too. 

It’s usual to start your career in sales as a sales adviser or representative, before climbing the ranks to management and consultant positions. A relevant academic or professional background will help you get your first foot on the ladder, but it’s your ability to sell and work with your team that’ll help you rise through the ranks.

Which other sales jobs could be right for me?

If you’re open to other roles in sales, it’s worth exploring to see what’s around. Many candidates applying for positions in sales in the healthcare industry come from a health sciences background; if your background is based more in maths, physics, or engineering, then a position in IT sales or technical sales might suit you better. For arts grads hoping to break into the industry, there may be opportunities in the fitness retail sector which don’t require a science background.

If you’re ready to take your first steps towards a career in healthcare sales, why not check out our sales roles listings ( and find your perfect role today?

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Is a career in business development right for you?


Is a career in business development right for you?

Business development is all about improving a business and driving profits up. Business development professionals are intelligent, hardworking, and knowledgeable in their field. Many prospective sales applicants are keen to explore a career in business development because these positions can be both mentally and financially rewarding for the right candidates.

Over the next few months, there will be lots of business development roles appearing on Sales Roles, so keep your eyes open for the perfect career opportunity coming soon.

What is business development?

Business development encompasses everything involved in improving a business, from increasing revenue to driving growth and boosting profitability. For example, a business development executive may be needed to assess the suitability of various international markets and decide which market offers the most potential for expansion.

The best business development executives know their product and market inside and out, and are capable of high-level research and analysis. Key skills for business development candidates include:

– Clear communication and leadership
– Excellent product knowledge
– Persuasive negotiation
– Critical thinking
– Organisation
– Analytical skills

Popular business development roles include entry-level roles as a business development executive all the way through to managerial positions and above.

Which industries offer business development roles?

There are business development roles in just about every sector, since all businesses prioritise growth and profitability. It’s even possible to work in business development in the public sector, where the focus will often be streamlining working practices and improving results.

Many business development professionals choose to specialise in a particular industry, and this can be a good idea considering the expertise and knowledge required to excel in this field. There is a huge range of industries in which business development roles are key, including:

– Education
– Fashion
– Leisure and hospitality
– IT
– Manufacturing
– Telecommunications

It’s also possible to specialise in either B2C (business to consumer) and B2B (business to business) business development roles for those candidates who prefer to cover a wider range of industries.

What are typical business development salaries like?

As a career path offering a wide range of jobs varying from relatively junior positions to high-level roles, salaries in business development can vary hugely. On the whole, business development offers good salaries across the spectrum and plenty of room for growth.

– Starting salaries in business development range between around £22,000 to £25,000.
– Mid-level business development roles, which most executives will reach after several years in the field, offer salaries anywhere between £30,000 and £60,000, depending on region and sector.
– High-level roles such as Business Director offer upwards of £60,000, and potentially as high as £80,000 in the right sector.

On top of a generous salary, business development professionals can also expect other perks including a good bonus, pension, and sometimes healthcare membership.

Is a career in business development right for you?

There’s only one way to find out. If you’re a bright, hardworking, ambitious professional keen to explore a rewarding but challenging career in business, you may find that a career in business development is perfect for you. Check out our job listings page ( to explore the latest business development roles near you.

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Could a role in estate agent sales be for you?


A Career in Estate Agency Sales

If you’re looking for a role in sales, you might have considered estate agency jobs. Working as an estate agent can be an interesting, rewarding career for the right candidate. If you’ve got a natural aptitude for sales and you love browsing for new properties in your local estate agent’s windows, then this could be the perfect career for you.

What does being an estate agent entail?

Estate agents liaise between clients, solicitors, and other estate agents to negotiate buying, selling, and letting properties. Most estate agents specialise either in residential or commercial property, although some may work across both sectors. The responsibilities of an estate agent include:

– Estimating the value of a property
– Collecting information about a property
– Representing sellers and buyers in negotiations
– Marketing and promoting properties
– Liaising with other parties including solicitors and mortgage brokers
– Advising clients on buying and selling
– Drawing up tenancy agreements
– Ensuring properties meet legal letting requirements

The exact nature of the work of an estate agent will depend on whether the agent specialises in lettings or sales, with those in lettings focusing more on collecting rent, drawing up tenancy agreements, and making sure that properties meet legal standards for letting.

Would you make a good estate agent?

An interest in property is a good start to becoming a great estate agent, but it’s not the only thing you’ll need. You don’t usually need a degree to become an estate agent, though a degree in a business-related subject, like business studies, surveying, or property management could help you to stand out from the crowd.

What’s really more important than your qualifications is the skills you can demonstrate to a potential employer. When hiring for new homes sales jobs, employers will be looking for:

– An ability to negotiate and persuade
– Confidence and good verbal communication skills
– Commercial awareness and knowledge of the property sector
– Self-motivated, target driven personalities
– A friendly nature and good customer service skills
– Marketing knowledge

A background in sales will demonstrate a lot of these competencies, though it’s not essential. Previous experience in marketing positions or even retail sales could also serve as a great jumping-off point. It’s also often possible to start a trainee estate agency post with no experience whatsoever, making a role in property sales the perfect starting point for a long and fruitful career in sales.

Why look for property sales jobs

As an estate agent, you will be compensated well for your time. While starting salaries in estate agents are a little lower than in some branches of sales, beginning from around £16,000 to £20,000 for trainees, they quickly rise to £25,000 and beyond for more experienced estate agents. Standard salaries can be as high as £60,000 plus commission, with higher salaries in high-end management offering positions paying up to £100,000.

If this sounds like it could be the career for you, don’t wait: browse our job listings ( and begin your rise through the ranks today.

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How to pick the right sales job


Coming Soon

Coming Soon: The perfect sales role for you

As lockdown restrictions are loosened and businesses gear up for recommencing trading, it’s no surprise that there are plenty of sales roles available for the right candidates. The sales industry is a key aspect of the UK economy which plays a crucial role in getting the UK back on track after the pandemic. 

Over the coming months, Sales Roles will be publishing information and advice for prospective candidates keen to find a new job in sales. Today, let’s take a look at the variety and scope of the roles offered by a career in sales.

Account managers

Account management is a client-facing role in sales. Account managers typically work with clients over a long period as a liaison between company and client, providing business growth advice and helping the client to achieve their goals, as well as working with the sales team to ensure standards are high and contracts are renewed. Account managers must have great interpersonal skills, as they are usually the first point of contact between client and company.

Business development roles

Business development executives are high-level sales professionals with expertise in business development and growth. It is the job of business development executives to assist companies in acquiring new customers as well as increasing sales to existing ones by identifying valuable markets and generating leads; the fundamental importance of this role makes good business development executives increasingly sought-after.

Sales consultants

Sales consultants are usually the first role people think of when they imagine a career in sales. The job of a sales consultant is to find new customers to purchase a company’s product. Sales consultants are usually required to travel to meet with clients and sell their product; this requires in-depth knowledge of the company’s products and services as well as an open and empathetic personality.

Graduate sales jobs

Sales offers a great opportunity for graduates to begin a career with plenty of room for progression; it’s also a great way for graduates to get a foot in the door in a particular sector or industry. To be successful in sales, graduates should be confident and ambitious, with good communication skills. This career path suits graduates who are motivated to work hard by targets and commission.

Sales managers

Sales managers are responsible for leading a team of sales consultants or other sales professionals. This involves overseeing staff and resolving customer complaints; preparing budgets and setting goals; analysing sales data and projecting sales figures; and preparing and coordinating staff training programmes. As well as having a knack for sales, sales managers must be good organisers and communicators.

Telesales positions

Telesales staff are sales executives who work over the telephone to reach new and existing customers. This includes both B2C and B2B sales and is often considered a great entry-level position in the sales industry. The best telesales candidates are patient, persuasive and persistent, with good communication, phone, and typing skills.

At Sales Roles, we specialise in connecting great candidates with top quality sales roles, spanning from entry-level positions all the way to the top. We’ll be posting lots of exciting sales positions over the coming months, so keep an eye out if you’re considering a new career in sales.

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Age Discrimination and Recruiters


Age discrimination and recruiters

Since 1 October 2006, age discrimination has been unlawful in the UK. This has been heralded as the biggest shake-up of employment law since the 1970’s, when sex and race discrimination became unlawful.? Workers of all ages are now protected from discrimination at all stages of the employment relationship, starting with recruitment, and there are some particular areas which recruiters need to look out for.

Policy and language

Recruitment and application policies and procedures must comply with the new age discrimination legislation.? In particular, the following areas should be examined: job advertisements, job descriptions, person specifications, interview questions, company publicity and recruitment materials.

Avoid Comment
Requests for age or date of birth (which should be removed from application forms). Instead details of age should be included in diversity monitoring forms to be retained by the employer’s HR department.
References to age or a certain number of years of experience in job descriptions or candidate specifications. Instead concentrate on the quality and relevance of experience, or else be in a position to justify the requirement.
Words such as “young”, “dynamic”, “senior”, “reliable”, “ambitious”, “mature” and “energetic” or “needed to join a lively team”. All of these words could be seen to have age related connotations.
The term “graduate” as it is associated with someone in their early 20s. Instead advertisements should make it clear that it is qualifications that are relevant, and not age.
Phrases such as “only people with GCSEs need apply”. This discriminates against many older people who left school before GCSEs were introduced.? The qualifications requested in job adverts must not disadvantage any particular age group.?
Therefore, alternative ways of asking for the required experience should be considered.? For example, ask instead for GCSEs or equivalent experience.
Age-specific images. Ensure that any images used do not communicate an age discriminatory message.


Recruiters need to make sure that they are not discriminating on the grounds of age during the interviewing process.? To reduce the likelihood of this, if possible appoint a mixed-age interview panel and include an objective double-checking process in the selection decision.? Recruiters should ask candidates only job-related questions and use a selection criteria to mark candidates against.? This serves to not only provide a record of the fairness of the process but also helps with the decision-making.?

Employment agencies

There are specific provisions for employment agencies.? It is unlawful for an employment agency to discriminate against a candidate on the grounds of age when providing its services or its terms of business.? For example, an agency could not refuse to add someone to their database of candidates because the candidate was 60 years old and they felt that their clients would only be interested in younger candidates.?

Agencies will also be held liable if they follow the discriminatory instructions of a client.? For example, if a marketing company instructs an agency to find them a young marketing assistant who might suit their “young and trendy” image, and the consultant recruits on this basis, this would be discriminatory.?
The agency will not be liable for recruiting in an age discriminatory manner if they can show either:

  • That there was a genuine occupational requirement; or
  • That their client had made an incorrect statement that there was a genuine occupational requirement, and that it was reasonable for the agency to rely on this statement.?

Therefore if a client seeks to impose a genuine occupational requirement on any recruitment process, it would be prudent for the agency to obtain written confirmation of the details from the client.

Employment advertising agencies

As yet it is not entirely clear whether employment advertising agencies will be liable for discriminatory recruitment adverts.? However it is worth bearing in mind that advertisers may be liable as an agent of their client.? Therefore advertising agencies should discuss any concerns they have about potentially age discriminatory wording or images with their clients.

The law

The law prohibits direct and indirect discrimination, harassment and victimisation on the ground of age.

Direct discrimination will occur if someone treats a candidate less favourably, on the grounds of their age, than they treat or would treat other candidates in an equivalent situation.? For example, an advertisement stating that only candidates under the age of forty should apply for a job is directly discriminatory.? Indirect discrimination will occur when a provision, criterion or practice which is applied to all candidates causes a particular disadvantage to candidates within a certain age group.? Requiring GCSEs (as opposed to requiring GCSEs or equivalent experience) is indirectly discriminatory, as described in the table above.?

It will be lawful to directly and indirectly discriminate on grounds of age, if the discrimination can be objectively justified and shown that it is a proportionate means of achieving a legitimate aim.? If the legitimate aim can be achieved by a less discriminatory means then this must take priority.?

In some circumstances, if it is a genuine occupational requirement that the candidate must be of a particular age, it will be lawful to discriminate on grounds of age.? It is necessary to consider the context and nature of the work before deciding whether this exception can apply.? For example, the role of a young character in a film may have to be played by a young actor, or a bar tender serving alcohol will have to be a minimum of 18 years old.?


An agency which commits an offence under the new age discrimination legislation could be liable to pay potentially unlimited compensation to the candidate discriminated against.? The tribunal also has the power to make a declaration relating to the rights of the candidate and confirming that discrimination has taken place.? In addition, a recommendation that the agency take action to remove the discriminatory practice may be made.


To avoid falling foul of the new legislation always make sure that your client’s instructions are non-discriminatory and that your policies and procedures are objective and clear.? In addition, it is a good idea to keep appropriate records so that if your policies and procedures are questioned you can show that they were fair and not age related?

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Sales Recruitment – Covid-19


Work from Home Sales Recruitment

What will sales recruitment be like after COVID-19?

COVID-19, the novel coronavirus which is currently surging throughout the entire world, has changed life as we know it. Never before has the UK high street ground to a halt like this; the current lockdown restrictions mean most businesses are unable to trade as usual and managers and employees have no idea when normality will return. Once lockdown restrictions are eased, it’s likely that businesses will be able to reopen, but long-term social distancing – which may even be required until 2022 – will no doubt change the way we work. Even once a vaccine is available, COVID-19 will likely have changed some things forever.

Meetings will go back to basics

It’s probably time to say goodbye to those long business lunches. As restaurants, cafés and bars all get ready to slim down operations in order to observe the 2-metre rule, chances are business meetings will be stripped back to the basics for some time. This could mean conducting more meetings remotely via apps like Zoom, or cutting down in-person meetings to only the most necessary personnel.

Expect to work from home when possible

If you’re counting down the days until you’re back in the office, you might be in for a long wait. Home working for employees who don’t need to be onsite is likely set to continue for some time, and even once a vaccine is ready it’s possible some companies will continue remote working now that the infrastructure is in place. Even once offices are back in full swing, it’s possible that working habits might change permanently, with cold sufferers asked to stay home more frequently and increased flexible working hours becoming a popular way to reduce the number of staff in an office at any given time.

Take time to learn the tech

Sales isn’t traditionally a technical role, but as these changes to the way we work filter down through business models and systems, our reliance on technology is going to increase exponentially. If you’re already feeling overwhelmed by apps like Zoom, Slack, and Teams, then it might be time to brush up on your tech skills. Remote working technology will likely be here to stay; even after social distancing is no longer strictly necessary, it’s likely many smaller businesses will choose to continue operating remotely to save on overheads. Sales roles often involve B2B communications, so the chances are at some point you’ll need to know your Zoom protocols.

Succeed in sales despite the pandemic

If you’re keen to find a new role in sales, there are companies hiring despite the stresses of the current crisis. At Sales Roles, we will be posting new sales jobs frequently in the coming months, with details of the available role and job requirements so that you can pursue a career in sales amid the uncertainty of the future. While the shape of sales recruitment might look a little different for the next couple of years, it’s still a booming industry which will provide prosperous careers for decades to come.

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Sales salaries in the UK…What sort of Salary can I expect…


Sales Salaries and Commission

If you’re a people person and would like the opportunity to help individuals and/or businesses solve problems and achieve their goals, then a career in sales could be for you. Contemporary sales roles are all about identifying what the customer needs and then providing it for them. With an emphasis on building long-term relationships, encouraging brand loyalty and putting the customer at the heart of every transaction, successful sales people need to be empathetic, hard-working, and enthusiastic, an excellent communicator and a good listener. They also need to be able to handle rejection, as not every client will want to engage! Here we take a look at the various sales jobs out there, as well as consider the sort of salary you might expect.

What type of sales jobs are there?
Almost everything needs selling, so there is enormous variety in the roles available. For example:

  • Salespeople may sell to individuals or to businesses (B2C or B2B). 
  • They may follow leads, or go “cold calling”. 
  • They may be based in a showroom or shop, visit clients’ and potential clients’ premises or sell over the phone (telesales).  
  • To improve customer retention and loyalty, many companies employ account managers: their job is to manage individual clients with a view to retaining and enhancing the business relationship. They also enable the client to take advantage of fresh services and/or products as they become available. 
  • Particularly if you’re working in a B2B environment, you may become a sales engineer or other technical expert. Selling to businesses requires an excellent understanding of the sector as well as a wealth of specialist knowledge. – In addition, sales teams also need a sales manager, who in turn may answer to a head of sales or the executive sales director.

    Basic and commission
    unlike many jobs, which just pay a pre-determined salary, sales salaries frequently have a commission element. Some sales jobs are 100% commission, others pay a basic salary with commission as an add on. If you see the term “OTE” (On Target Earnings) after a salary, that’s the salary you can expect if you earn an average amount of commission.

    What sort of salary can I expect?
  • Average salaries for salespersons vary between £25,000pa and £57,500pa with the average nationally being around £37,500. These salaries can usually be considerably enhanced with the addition of commission. 
  • The median salary for sales managers being around £47,000pa (which can rise to around £68,000pa with bonuses and/or commission). 
  • Senior sales personnel, for example international sales managers, heads of sales and executive level sales personnel can expect to command six figure salaries, as well as a formidable package of bonuses and benefits.

    Which industries can I work in?
    Almost every sector needs assistance with sales, so there is an enormous diversity of roles. Commonly, sales positions may be found in:
  • Industry
  • Manufacturing
  • Service sector
  • Education
  • Utilities
  • Communication sector
  • ICT/IT
  • Healthcare and pharmaceuticals

    Highly varied and always challenging, if you like working with people and are goal orientated, a career in sales could be a lucrative and rewarding option.
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What are the different employment opportunities working in the sales Industry?


sales jobs sectors interview

Whether you’ve always fancied a career in sales or are simply intrigued to know more about what a sales role might be comprised of, it’s often a surprise to learn that there is a huge range of different sales jobs out there. Increasingly, sales work can be a highly technical role where a large amount of knowledge and significant skills are required. Described below are the main categories of sales employment you’re likely to find.

Business-to-business (B2B)

This involves selling goods and/or services to other businesses. Often a high degree of technical knowledge is required, as business buyers tend to make purchasing decisions based on facts and figures.

Business-to-consumer (B2C)

As a B2C salesperson, you’ll be selling products or services to individuals. Swayed by emotional considerations as well as financial constraints, strong interpersonal skills are an absolute must.

Customer service

If you like helping people, customer service could be for you. Tasked with sorting out any issues customers are having, as well as up-selling and promoting customer loyalty, customer service requires empathy, tact and a can-do attitude.

Direct/field sales

One of the more traditional sales roles, direct sales involves meeting prospective customers face-to-face in order to show them the benefits of opting for your goods or services. This may involve site visits, presentations, demonstrations or simply a conversation. 

Export sales

Driving sales into the international marketplace can be an exciting, challenging role where no two days are the same.

Fast-moving Consumer Goods (FMCG)

From confectionery to toilet roll, FMCG are a specialist group of products that require a specific set of sales skills.

IT sales

A great option for IT professionals who want the opportunity to provide custom solutions for businesses that will really make a difference, IT sales is all about giving clients the tech they need to meet their objectives.

Media and advertising sales

Provide opportunities for businesses to attract fresh customers through premium advertising opportunities.

Medical/pharmaceutical/scientific sales

A rewarding technical role, scientific and pharmaceutical sales includes both B2B and B2C transactions.

Online sales

With the world increasingly becoming a digital marketplace, there’s a growing need for sales professionals that can achieve results through virtual means.

Retail motor sales

The role of car sales has changed dramatically over the years. Contemporary motor sales is all about finding the best transport solutions for your customers at a price that’s right.


Offering excellent opportunities for remote working, telesales involves establishing a rapport over the phone, often as a precursor to a direct sales visit.

From transport to industry, financial services and the retail sector, sales is an essential role. Alternative opportunities also exist in the travel industry, recruitment and even estate agency. If you have an area of technical expertise, or a passion for a particular field, there will usually be a sales role that’s suited to you. provides a wide range of sales jobs in almost any area: from pharmaceuticals through to tech, holidays, medical goods, motors or property, we’ve got a sales job that’s right for you.

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Is a sales career right for you?


sales career Interview

Many people dream of pursuing a career in car sales jobs or business development jobs, but are unsure if sales is right for them. As a leading provider of sales opportunities in everything from IT to cars, we have developed a good understanding of the three top qualities needed to not only be successful in sales, but also to enjoy the challenges which the role brings.

Do you like helping people?

Fundamentally, account manager jobs or machinery sales jobs are all about helping your customers to get the products they need to make their life easier. The days when sales professionals would simply highlight the advantages of a product repeatedly, effectively brow-beating a client into acceptance, are long gone. Particularly in a B2B sales role, clients are looking for hard evidence that what you have to offer will do the job better, cheaper or more effectively than their current arrangements. A genuine desire to help people and businesses find better solutions to their problems is at the heart of good sales.

Do you have a passion for your product?

Whether you want a career in car sales, clothing, IT sales or anything else, a good knowledge of, and enthusiasm for, your chosen product, is essential. Customers come in all shapes and sizes: some will already have a good knowledge of the market and your products; others will know nothing about what you have to offer. In either case, you need to have the right information to provide, as well as the skill to put it across in a positive manner.

Are you a people person?

Sales is as much about developing an on-going relationship with your customer as it is about actually closing a sale. If the client relationship is right, the product will almost sell itself. If you’re a person who likes interacting with others and who possesses the “soft” skills required for effective interaction, IT sales jobs or car sales jobs could work well for you.

Think you’ve got what it takes for a successful career in sales? Click, View , Apply today with  for your next sales job!

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How to land a sales Job


Sales jobs are among the most coveted on job sites, with the potential to earn a respectable salary with bonuses and commission on top. Every company has something to ‘sell’, whether it’s goods or services, so every company is on the lookout for top salespeople. If you want a sales career but don’t know where to begin, here are our top tips for landing yourself a fantastic sales role.

Use a specialist site

There are lots of job sites out there but not all are specialists in sales jobs, which means you could spend a very long time searching for relevant vacancies amongst their pages. If you really want to find the best sales jobs, use a specialist site – like us!

Include relevant skills on your CV

Before you start sending out your applications, it might be worth looking over your CV and seeing that you’ve included the skills employers will be looking for in a salesperson. Ideally, you should tailor your CV to each and every role you apply for. Make sure you emphasise your strong communication skills, your ability to work in a team and your grasp of numeracy, using examples wherever possible. Potential employers want to see evidence of your skillset, so go all out to prove you can walk the walk.

Prepare for your interview

If you’re lucky enough to be interviewed for sales positions, you should start preparing well in advance. You don’t always know what questions are going to be asked, but there are some pretty standard ones which you can prepare an answer for before you go in. You’re likely to be asked what your strengths are, why you want to work for the company, and what experience you have in a selling role. Remember that an interview is a two-way street, so you can ask questions back and it’s always worth having a few ready prepared. You may also be asked to demonstrate your selling skills by pitching to them, so make sure you’re braced to think on your feet.

Dress to impress

The workplace in general has become much more relaxed about dress code, but less so when it comes to sales. Because you are often in a customer-facing role or going out to meet clients, you are representing the company and that means you need to look your best. The best place to demonstrate that you can be smart and presentable is at the interview, so choose clothing which makes you feel comfortable but still looks smart. Be sure to iron the creases out of your shirt or blouse, and give yourself plenty of time to reach the interview, so you don’t arrive looking crumpled, sweaty and flustered.

Sales careers can be incredibly enjoyable, and they’re ideal if you’re a confident and outgoing people person. Companies always have one eye on business development, and that means employing the very best salespeople to promote their brand and generate revenue. Land yourself a sales job and you’ll find this is a richly rewarding career.

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CRM and CRM Tools


crm and CRM tools

CRM originated in early 1970s when the business units had a manifestation that it would be advisable to become ‘customer emphatic’ rather that ‘product emphatic’. Birth of CRM was because of this heedful perceptiveness.

The famous writer and management consultant Peter Drucker wrote; ‘The true business of every company is to make and keep customers’. Traditionally every transaction was on paper and dependent on goodwill which created hindrance in clutching customers. People used to work hard in entertaining customers by presenting new products with astonishing services; they were ready to work overtime for grasping more and more customers for increasing business. This too resulted in customer satisfaction and loyalty up to some extent, but at the end of the day there was no such bonding or relation between the two to carry on with future business smoothly.

Previously business was quite easy as it was mere a one-to-one dealing without any specific process. But with time, due to incoming complexities in communication, it found itself in troubled waters. Emerging of new strategies and technologies in global marketplace and a mammoth degree of competition in business, the approach needed to be changed to proactive rather than reactive. Origination of CRM turned out to be a piece of cake for all suppliers and customers due to its advantages. Customer relationship management came as a process that dealt with relationships with customers surpassing the whole business.

Originally customer relationship management was based on three major principles; shielding the current customers, fostering new customers and enhancing asset value of all the customers. With the advent of CRM which was integrated with high end software and technology, business perspectives were totally changed. A CRM system eventually emerged as consisting of company-full of information which is depicted sophistically to increase business profit and meliorate customer satisfaction and loyalty, on the same hand reduces business cost and investment.

The outgrowth in origin of CRM as a strategic approach is a result of some of the following important perspectives:

  1. The belief that customers are the real assets and not just the people in the audience.
  2. The maturation of one-to-one transaction advent.
  3. Extensive use of software and technologies to maintain useful information and no manual labor.
  4. The realization of the benefits of utilizing information proactively and not reactively.
  5. The change of business view to relationship approach rather than transactional approach.
  6. The approach of concentrating more on customer values rather than concentrating on how the product is delivered to the customer.
  7. The approach of focusing on customer satisfaction and loyalty rather than focusing self satisfaction and profit.
  8. The acceptance of the fact that using high end technologies and software the cost can radically be decreased without compromising on quality and service of products.
  9. The increasing tendency to retain existing customers and trying to get more and more business out of them.
  10. The realization that the traditional trends of marketing and selling are increasingly fading out in the current economic scenario.

These additive approaches helped a lot in building up consequently the modern CRM. Today we have well defined and sophisticated CRM systems into being which are always in process of improvement.

The article is Written By “Prachi Juneja” and Reviewed By Management Study Guide Content Team.

CRM Tools – An independent view

If you work in sales the chances are you will be using or will come across CRM Systems, where you can turn interactions with customers into potential sales with customer relationship management software. CRM software, however, can be fairly complicated to implement, and some businesses don’t need it.

If you’ve ever wondered why it takes so long to fix a problem with over the phone regarding services or products, you’ve experienced poor customer service firsthand. Usually this is because one department doesn’t have key information that another department already has.

So how can you avoid this type of problem and improve customer service in your business? And how can you turn interactions with customers into potential sales? One option is customer relationship management (CRM) software. CRM software, however, can be fairly complicated to implement… Here’s how to decide whether CRM software is right for your business.

What does it do?

A CRM system helps you manage customer relationships, close sales, improve your customer support, and consolidate important information that employees need to do their jobs, all in one place. It does this by recording transactions for each customer and sending alerts to employees for different tasks, such as when to call back the customer or when a contract will expire. You can also use it to filter data according to customer preferences (such as customers who like to buy hats and gloves). This can help you develop sales promotions.

Use it to improve your service

You can filter data with a CRM system to show you patterns from service calls and figure out, say, that a certain product has been responsible for a lot of your company’s time. You might also find data that help you streamline your operation. Let’s say you’re a small electronics store, and you discover that a large number of customers don’t know where the on switch is in a popular device. You can include instructions to be included in the packaging and make that the first question your support people ask when called.

Look at your business needs, not your business size

CRM makes the most sense when you have a high volume of repeat customers, especially if they’re handled by a relatively small staff. An artist who repeatedly sells reproductions of his works to a client list of 10,000, a 12-person travel agency with 500,000 customers, and a small to midsize insurance or manufacturing business are all examples of companies that could benefit from CRM.

On the other hand, if you mainly look for new clients and keep in touch with just a small number of current customers, you can get by with simple contact management software. One key question to ask is whether your company tracks customers for support issues as well as sales leads. If so, CRM software can probably help.

Go with an entry-level CRM application (or even a point-of-sale system) if your needs are modest

Full-scale CRM is not a solution for every business. There is no sense in spending money on extra software and maintenance if you don’t track customer support issues and don’t need to integrate the system with an elaborate, pre-existing computer network.

Consider hosted CRM if you don’t have the IT resources available

Implementing full-scale CRM requires additional computers, software, and (most likely) at least a few IT employees to maintain the system. If that’s too much firepower for your business, try a hosted CRM system instead.

A hosted (or on-demand) CRM solution such as  or  lets the CRM vendor (instead of your company) store all of the data on its servers. Your employees can then use the different modules, such as managing contracts, marketing automation, and document management, from a Web-based interface without IT having to maintain the system. If you go this route, look for a smooth migration policy to an in-house product as your needs grow.

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Cold Calling Reluctance


cold calling Reluctance

Cold Calling Reluctance.

Most salespeople consider cold calling a dreadful, but essential activity in our profession. Even those who are good at it rarely like it. Nevertheless, those who are successful in sales do it regularly because without prospects, one does not sell anything.

If you hate cold calling to the point where you won’t do it, you’ve got a serious problem. Let this go on long enough, and you’ll watch your commissions drop from low to zero as you lose your job.

If you truly hate cold calling to the point where it is really hurting your sales, I may know one of the reasons why.

Where’s The Pressure?
Too many salespeople take the bulk of the pressure on themselves in the sale. We’ve been conditioned into it by a society that teaches us that buyers shop, and sellers are there to “serve”. You’ve heard this before… “serve the customer”.

In “serving the customer”, we feel that we have to do whatever they ask to get the sale. Some prospects act like bratty children that just have to have their way. This can be quite annoying to deal with.

In letting this belief “serving the customer” dominate our attitude towards buying and selling, we give up a lot of power. It’s kind of crazy if you really think about it. The prospect is the one who does or does not have a problem to solve. Its not your problem – you are just offering a potential solution.

If your prospect does have a problem to solve, then it is his responsibility to solve it – not yours. What you can do is help him figure out how to solve it, and offer your products or services if they solve the problem.

When cold calling, you are looking for problems that you can actually solve. How effective you are at cold calling is really a matter of how effective you are at uncovering problems that you can solve. It is *not* a game of how good of a “pitch” you can deliver over the phone.

If you plan your cold calling by trying to craft the most interesting, exciting, and sparkling pitch to wow your prospects into meeting with you, then you are putting way too much pressure on yourself. This may just be stressful for you, or it can even be disabling to the point where you can’t or won’t do any cold calling.

I have a simple formula to take the pressure off of yourself and put it where it belongs – on your prospect.

Cold Calling Formula

  • Introduce Yourself, Your Company, and Your Results.
  • Get Permission To Ask Questions.
  • Ask Questions To Uncover and Amplify Problems and Opportunities.
  • Simple, huh? So simple, it may seem too easy.

The secret to the cold calling formula is how you do each step. Here’s an example:

“Hello, this is Shamus Brown calling.”

“I am with Jupiter Financial Partners, and using private equity, I help people get high investment returns without the risk and volatility associated with the stock market.

“Do you have a few minutes to let me ask you a few questions about your investments?

“What percentage did your investment’s increase this past year?

“Oh, they didn’t increase… they declined by how much?… hmm, sounds bad to me, but I am not you – is that kind of performance OK with you?”

This follows the simple format outlined above. Introduce yourself and your company, and wrap that introduction with a statement of the results that you provide for your customers. This is one of the keys to making cold calling easier.

The only thing your prospect will likely hear at the beginning of the call is your results. When you are cold calling someone, you are interrupting them in some way. Their attention is elsewhere. When they hear the results that you offer, you will get their attention IF they are interested in those types of results.

Next, if they are interested in those results, they will more than likely answer yes to your request to ask a few questions and talk further.

Finally, you immediately get into probing for problems, and amplifying the consequences. Once you are there, you will stir up their motivation and desire to talk further about your product or service.

Stop using lengthy introductions in your cold calling. If you get that slightly uncomfortable or nauseating feeling in your stomach while delivering your phone “pitch”, it is because your pitch is too long. The longer your pitch is, the more you are “at risk” because you do not know how the message is being received.

Shorten your cold calling opener to just the essential results that you provide, and then get right into probing for problems. You’ll sell more this way.

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Goal Setting – Achieve Your Sales Goals by Focusing on ACTIVITIES


Goal Setting – Achieve Your Sales Goals by Focusing on ACTIVITIES
by Alan Rigg

When I broke into sales in 1986, I read several books that talked about how important it was to set goals if you wanted to achieve success. I bought into the idea completely, and started writing down extensive lists of goals that I expected to achieve, along with due dates for each goal. Per the advice in the books, I made my goals nice and lofty. You know, make a six-figure income, buy lots of nice toys, go on fabulous vacations, that kind of stuff. And, every day, several times a day, I visualized what my life would be like after I had achieved my goals.

So, how much impact did those goal-setting and visualization exercises have on my performance?
None – nada – zero – zilch! During the next two years I didn’t come CLOSE to achieving ANY of my goals! In fact, I wasn’t even making enough money to pay my bills. I had to keep tapping credit cards to make ends meet, and I was going further and further into debt.

I finally became so disgusted that I threw away the books and tore up my pages of written goals. I decided that, from that point on, I would focus on my daily activities. In other words, I would work hard to do the right things at the right time, each and every day. If I accomplished that, I figured that I would at least be able to pay my bills and not go any further into debt.

I became a fanatic about prioritizing my activities. I would ask myself at least 20 times a day:

Am I doing the most important thing I could be doing right now to make a sale?

Can I push off what I’m doing right now to before or after selling hours, and use this time to do something that I can’t do before or after hours?”
Do you know what I discovered when I started asking myself those questions? I discovered that I was not prioritizing my daily activities very well. In fact, a lot of the time I was just responding to requests whenever they came up. For a salesperson, that’s suicide. After all, time is the only inventory we have!

Because of my new focus on doing the right activities at the right time, I started asking people when they needed the things they were asking me for, and why they needed them then. Frequently we came to the joint conclusion that the tasks were not as time-sensitive as the original request made them appear to be. I could push off many tasks to late in the day or early in the morning. That gave me more time for prospecting and qualifying opportunities during selling hours (9:00 to 4:00).

Yes, I worked a lot of ten to twelve hour days because of the amount of work that I pushed off to before and after selling hours. But, you know what? It was worth it!

After one year I had increased my income by approximately 45%. I could finally pay all of my bills each month, make more than the minimum payment against my credit cards, and still have some money left over for fun. The second year I DOUBLED the prior year’s income and achieved the six-figure income that I had NEVER approached when it was one of my written goals. I was able to pay off all of my credit cards, make a down payment on a new car, save some money, and begin to enjoy “the good life”.

If setting goals has worked for you, by all means, keep doing it! However, if you have been less successful that you want to be in achieving your goals, try the alternative approach that is described in this article. Focus on your daily activities. Ask yourself 20 times a day, “Am I doing the most important thing that I could be doing right now to make a sale? Can I push off what I am doing right now to before or after selling hours, and use this time to do something that I can’t do before or after hours?”

Be honest with yourself when you answer these questions, and hold yourself accountable. Become a master at prioritization. Switching your mental focus from goals to activities could be your path to success, just like it was for me!
©2005 – Alan Rigg
About the Author
Sales performance expert Alan Rigg is the author of How to Beat the 80/20 Rule in Selling: Why Most Salespeople Don’t Perform and What to Do About It. His company, 80/20 Sales Performance, helps business owners, executives, and managers end the frustration of 80/20 sales team performance, where 20% of salespeople produce 80% of sales. For more information and more FREE sales and sales management tips, visit

NOTE: You are welcome to reprint this article as long as it remains complete and unaltered (including the “About the Author” information at the end), and you send a copy of your reprint to

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Sales Process – How to Overcome Sales Objections


Sales Process – How to Overcome Sales Objections
by Alan Rigg

If you have been in sales for any period of time you have run into sales objections.  Objections are what happen when you ask a prospect for an order and the prospect responds with anything other than “Yes.”

My experience has been that most objections arise because a salesperson hasn’t done a thorough enough job of sales opportunity qualification.

NOTE: For more information on the topic of sales opportunity qualification, read The Secret to Closing More Sales and How to Avoid Wasting Time on Prospects Who Can’t or Won’t Buy.
How do you become expert at sales opportunity qualification?
If you do a great job of answering the following questions and build the answers into your everyday sales approach, you will consistently do a superior job of sales opportunity qualification…and thereby receive fewer objections!

Which business problems do your products and services solve?

Does your prospect have any of these business problems?

What is the impact of these business problems on your prospect, both professionally and personally?

How significant is the impact?

Is the impact significant enough to enable the prospect to justify making an investment to make the impact “go away”?

Can the prospect quantify (i.e., attach dollar figures to) the impact of their business problems?

How does this quantified impact compare to the cost of your products or services?

Does the prospect understand exactly how your products or services will make their business problems “go away”?

What else can you do to overcome objections?

1. BRAINSTORM objections

Sit down with your sales manager and the other members of your sales team and do some brainstorming.  Write down every objection that any of you can remember, then work together to develop an effective response for each objection.

2. DOCUMENT objections and responses

Put the results of your brainstorming session into a document and make it a “living document” (which means the document should receive frequent updates over time).  When any of your company’s salespeople hear an objection that is not listed in the document, add it to the document.  Bring up these new objections in your sales meetings, discuss the best way(s) to respond to the objections, then add the responses to the document as well.

3. PRACTICE responding to rejections

You and your fellow sales team members should hold each other ACCOUNTABLE for learning EVERY objection and how to respond to the objection effectively.  Get in the habit of giving each other “pop quizzes” where you spontaneously suggests objections to each other and practice providing effective responses to the objections.  Over time you will learn how to respond to each objection in a manner that is comfortable and natural for you.  You will also learn where the gaps are in your sales opportunity qualification processes that cause prospects to raise objections in the first place!

4. PROACTIVELY address objections

If one or more objections come up frequently when you and your fellow salespeople work with prospects, figure out how to proactively address these objections during your sales calls.  In other words, you should bring up the objections yourselves and respond to them rather than waiting for your prospects to raise them.
If you learn 1) how to do a great job of sales opportunity qualification, and 2) how to respond to objections effectively, you should dramatically improve your close ratio and your overall sales performance!
©2006 – Alan Rigg
About the Author
Sales performance expert Alan Rigg is the author of How to Beat the 80/20 Rule in Selling: Why Most Salespeople Don’t Perform and What to Do About It. His company, 80/20 Sales Performance, helps business owners, executives, and managers end the frustration of 80/20 sales team performance, where 20% of salespeople produce 80% of sales. For more information and more FREE sales and sales management tips, visit

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Sales Performance – What’s at the ROOT of Your Sales Performance Problems?


Sales Performance – What’s at the ROOT of Your Sales Performance Problems?
by Michelle Argyle-Rigg

When I was young, my mother and I would spend our weekends tending our vegetable garden. Taking care of the garden meant ensuring the plants had proper nutrients, plenty of water, and an environment that was free of weeds. My mother explained that weeds steal water and nutrients from desirable plants and keep them from thriving. She also said that if you just remove the visible part of a weed, it may grow back. This taught me the importance of going deep into the ground to destroy the root.

Most weeds were easy to spot and even easier to pull out. However, there were certain types of weeds that were deceptive in appearance and incredibly well-rooted. These weeds disguised themselves as respectable vegetable plants. My untrained eyes could never tell the difference between these weeds and the vegetable plants, yet they never got past my mother. She eventually taught me how to identify them and, more importantly, how to eliminate them for good!

Why an I writing about weeds in an article on sales performance? Because there may be a pesky “weed” or two sabotaging your sales success!

Here are four examples of common sales “weeds”

Not Connecting to Your Client: Do you ever find yourself focusing a sales call on you and your agenda, rather than focusing the call on your client and his or her problems and concerns?

Bad Timing: Have you ever been in a conversation with a prospect or client and the timing of the conversation “just felt off”? This often happens when we try to force the rhythm of a sales cycle. A better strategy is to use questions to help the client set the rhythm of the sales cycle, then respect the rhythm from that point forward.
Bad Fit: Have you ever tried to “force fit” your product or service into a client’s situation? In other (gardening) words, have you ever proposed a green bean when the client really needs a radish? This is often the result of Weed #4, which is…

Not Being Detached: As salespeople we need to be willing to accept that our products and services may NOT be a fit for a particular client’s needs. The more detached we are, the more powerful our sales performances will be.

Here are three steps you can take to help you eliminate your sales “weeds”
Develop a trained eye so you can identify cleverly disguised weeds in your communication and relationship skills.

Learn how to go down deep to permanently remove the behaviors, patterns and beliefs that support your weeds.
EXAMPLE: You are in a meeting with a prospect or customer and something just doesn’t feel right. Stop and take a look at what has transpired so far during the meeting. Pay special attention to the internal dialogue that is going on in your head. Does it include any of the following thoughts?

This should be going faster!

They are talking too much!

I really need them to buy!

If you are thinking these or other negative thoughts, try to identify the belief that is causing you to have that thought. Do you believe that prospects like to waste salespeople’s time? Do you believe that some people are too social and don’t know how to get down to business?

Once you identify the belief that is at the root of the problem, you can choose to reject that belief and adopt a different (more powerful) belief. Unfortunately, you can’t make that choice until you first identify the belief that is holding you back!

Be willing to take action when you see a weed. Identifying a weed doesn’t do you any good unless you pull it out.

It really is that easy!
You can stop creating negative sales outcomes IF you are willing to let go of habits, patterns and beliefs that, like weeds, are choking the wins from your life. Are you ready to get your hands dirty and see your garden flourish? If you are, then start finding your “weeds” and pull them out, roots and all!

©2006 – Michelle Argyle-Rigg


About the Author
Personal power expert Michelle Argyle is the author of The Strength of Being Out of Your Mind: A Guide to Focused Strength, Clarity, and Purpose in Your Life. Her clients usually see remarkable improvements in income, relationships, communication, focus, and clarity in just four to six weeks. For more information and a FREE “power leak” survey, visit

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Sales Commission


Sales Commission

After reading this:

You’ll be able to work out how much commission you’re owed or will be paid for sales you make in your new role

As Most salespeople and business development staff are on some form of commission structure. This means that they are incentivised in that the more products / services they sell, the more money they will make over and above their basic salary.
When you’re leaving your job to go to a new role, you need to assess how much commission you think you’re entitled to but for a number of reasons this may not be as easy as it sounds.

Your Contract of Employment:

Your employment contract may detail your initial commission structure however, the longer you are with the same company and the more successful you are, this structure is likely to change. In this case, you should have been informed of these changes in written form without necessitating a change of contract. Dig these proofs out because you’ll need them!
What type of commission are you on?

Commission can be paid on sales in a number of ways:

1. Simple Commission
The most obvious is to pay commission as a percentage of value of the product or service sold. So for example, if  sales person  sells 10 printers for £150 each and is on a commission of 5%, then he will be entitled to £75.
If you are on a similar “percentage of sale” commission structure then calculating how much you are owed at the end of your employment should be relatively easy.

2. Accumulative Commission.
Slightly more difficult is if you are on an “accumulator” commission package where you are paid say 3% for the first ten products / services sold in a set period and then a higher percentage for the next ten. This is also often used for revenue bands.

3. Pyramid Commission.
Another form of accumulator commission is where for example, the manager of a sales force gets not only their own commission for items sold but also receives a share for the number of items sold by the rest of the team. Also known as “Pyramid commission or override commission “, this is very common in many companies and calculating the amount of commission one has earned can be a minefield so in other words make sure you write it all down,keep a record.

4. Percentage of Profit Commission
This applies if you are on a “percentage of profit” commission structure, especially if profit is related to both the profit on a given sale and the company’s profit overall. For example, an Account Manager within an Internet firm may be paid commission on any profit made from the building of a client web site. In other words, profit made from one individual project. They may also be promised payment on the whole company’s performance over a year. Commission thus becomes more a question of trust using figures that you may not have immediate access to.


Whatever the case, when calculating commission, ensure that:

  1. You check your employment contract.
  2. You find and refer to any new commission structures that you’ve been notified of but may not form part of your original contract.
  3. In case of doubt, always speak to your Manager or HR department.
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