What Is a Sales Consultant + How Do You Become One?

Sales consulting is an attractive position for those who enjoy the art of persuasion and have a knack for building relationships. This job can be incredibly rewarding financially, as sales consultants are often paid hefty commissions. Individuals drawn to this career are typically outgoing, competitive, and goal-oriented. They thrive on meeting targets and exceeding expectations.

While sales consulting is a lucrative career path, it can be challenging to get started. One of the most significant hurdles is that the job requires a certain level of confidence and resilience. Facing rejection is part of the job, and those who struggle with handling criticism may find it difficult to succeed. 

Want to clear these hurdles? Then you’re in the right place. This guide provides you with everything you need to know about overcoming these challenges and becoming a successful sales consultant.

What Is a Sales Consultant?

A sales consultant advises and guides businesses and individuals on increasing their sales, improving their sales techniques and strategies, and building stronger customer relationships. They help identify areas of improvement, develop strategies to maximize sales potential, and build customer loyalty. 

What Does a Sales Consultant Do?

From large multinational corporations to small local startups, sales consultants are responsible for helping businesses achieve their sales targets. 

Role and Responsibilities

Sales consultants are responsible for understanding and meeting the needs of their clients. They must be able to build a relationship with clients that is based on trust, transparency, and mutual respect.

Some essential responsibilities of a sales consultant also include the following:

• Identify and assess customer needs to provide them with the right products or services
• Offer advice and guidance on the best products and services to meet customer needs
• Prepare and deliver presentations to clients and customers
• Negotiate contracts, pricing, terms, and conditions with customers
• Monitor market trends and competitor activities
• Keep track of sales performance and record customer data
• Assist with the development of sales strategies
• Generate leads and follow up on sales opportunities
• Stay up-to-date with industry developments

A Day in the Life

A day in the life of a sales consultant is anything but boring. Their day typically starts with checking emails and responding to any inquiries from clients or leads. The consultant might spend the rest of the morning researching potential customers, building relationships, and preparing presentations. 

Depending on the customer, the consultant may need to meet prospective customers to discuss the company’s products or negotiate pricing. 

Real-Life Example

In his video, Patrick Dang shares his day-to-day life as a tech sales consultant at a SaaS company. 

He starts by talking about his mornings, how he sets the tone for the day, and how it helps him stay focused and productive. He then shares his experience in sales meetings, discussing the pace of the job, and how to best collaborate with different marketing and sales departments to reach a common goal. 

He also touches on company politics, navigating them, and staying on top of things. Patrick wraps up by giving insights into how to succeed in sales at a SaaS company, drawing from his experience in enterprise sales and startup sales.

What Is the Difference Between a Sales Consultant and a Sales Representative?

Many confuse the terms “sales representative” and “sales consultant.” Sales reps are employed by companies and are tasked with selling products or services to clients. 

Sales consultants, on the other hand, often work on a contract basis and don’t always sell services to customers directly. Instead, they help companies develop effective sales strategies for existing products or services. 

What Are Some Industries Sales Consultants Work In?

Let’s discuss the various industries that employ sales consultants, looking at the different roles these professionals play and the skills they bring to their respective fields.

Tech Sales

Tech sales is the selling of digital products (usually software) to an individual or business. Thus, a tech sales consultant might help a company position its software in the marketplace, and better differentiate it from their competitors. 

Financial Services

In the realm of finance, a sales consultant might advise financial advisors on how to better package their services or portfolios, helping institutions better meet the financial needs of their clients. 

Manufacturing

A manufacturing sales consultant could help businesses increase their sales and profitability by providing market research to identify potential new customers and helping with sales forecasting.

Healthcare

A healthcare sales consultant might help a medical supply manufacturing company build out different sales pitches for different types of clients, whether that be large hospitals or small private practices.  

Automotive

Automotive sales consultants might help a car dealership struggling with sales to better identify which customers are most likely to make a purchase, and which ones aren’t. 

Others

Sales consultants are also employed in retail, hospitality, telecommunications, education, transportation, government, non-profits, and charities. In all these industries, they can help their clients understand and capitalize on market trends, increase customer satisfaction, and develop and implement modern sales strategies.

What Does the Career Path of a Sales Consultant Look Like?

Sales consultants typically have some sort of background in sales, usually starting with an entry-level sales job, and then later pivoting into sales consulting. But you can also begin at a sales consulting firm, and then work your way up. At the highest level, sales consultants can become executive sales directors or even chief sales officers. These individuals drive the company’s overall sales performance and ensure the sales team meets its goals.

How Much Does a Sales Consultant Earn?

Sales consultants are often well-paid for their services, but the amount of money they earn depends on various factors. 

Entry-Level

An entry-level sales consultant with one year of experience typically earns an average of $54,811 annually. 

Mid-Level

Mid-level sales consultants with one to three years of experience can expect to earn $64,438 annually.

Senior

Senior-level consultants, those with more than five years of experience, earn $69,881 per year, excluding bonuses and commissions.

How To Become a Sales Consultant: A Seven-Step Guide

Whether you are just starting or looking to take your career to the next level, this guide will provide the tips and tricks you need to become a successful sales consultant.

Invest Time in Learning (and Doing)

Here, we’ll look at the importance of taking a proactive approach to learning sales, as well as tips and tricks for making the most of your learning time.  

University Degree

University degrees can provide the knowledge and skills needed to succeed as a sales consultant and demonstrate to potential employers that you are willing to put in the effort. Marketing, business, communications, and psychology are all common degree choices for future sales consultants. 

Bootcamp

Sales bootcamps are fast-paced and intensive learning experiences that can provide a sales consultant with an invaluable knowledge base and skill set. Before enrolling in a bootcamp, thoroughly research it to ensure it fits your current sales needs. It should be taught by experienced professionals specializing in sales, preferably in a similar field. 

Self-Taught Route

For those who want to pursue the self-taught route, start by reading relevant books, articles, and blogs to gain knowledge about the fundamentals of sales and marketing. Then, take some online courses and attend seminars to gain an understanding of the sales industry. Market yourself as a sales consultant by creating a website, writing a blog, and using social media to showcase your expertise. Finally, it can be useful to get certified in a particular sales methodology or approach.

Develop and Hone Your Skillset

To be a successful sales consultant, you must have a solid understanding of hard and soft skills.

Technical Skills

Technical skills are like the bread and butter of a successful sales consultant. They include:

• Business acumen. You’ll need to understand the fundamentals of sales operations and be able to explain complex concepts in laymen’s terms.
• Product knowledge. You need to be familiar with the features, advantages, and benefits of the products and services you’re selling.
• Market knowledge. Having a good understanding of the industry, competitors, and customer needs is critical.
• Computer skills. Knowledge of Microsoft Office, CRM systems, and other business applications is essential.

Soft Skills

Here are some of the most important soft skills you need to become a successful sales consultant:

• Problem-solving abilities. Being able to think on your feet and quickly analyze customer needs is essential for any sales consultant.
• Negotiation. Knowing how to navigate pricing and terms with buyers is another must-have skill.
• Networking and interpersonal skills. Being able to build relationships with clients and influence people is a significant part of the sales consultant job.
• Communication skills. Clearly articulating the value of your product or service to potential customers is essential.

Find a Mentor

When you’re just starting as a sales consultant, it’s great to have a sales mentor to guide you. Even the most seasoned sales consultants can benefit from having someone there to help them navigate the ups and downs of their careers.

Pursue an Internship or Consider Volunteering

When you’re just starting, internships and volunteer work are a great way to get your feet wet. You’ll get to see how the field works, what challenges are solved, and how different companies work. 

Get Certified

Certifications for sales professionals demonstrate that you have the knowledge and skills needed to succeed. 

Tailor Your Resume to Each Role, Start Applying, and Ace the Interview

One of the most important parts of applying for a sales job is tailoring your sales resume for each position. Ensure that it highlights all of your skills and sales consulting experience relevant to this field. Once you’ve landed an interview, you can prepare for it by researching common sales interview questions and rehearsing specific answers ahead of time.

Climb the Career Ladder

If you want to make a name for yourself as a sales consultant, the best thing you can do is get your foot in the door and start climbing.

Working towards a promotion shows your employer that you’re dedicated and have a strong ethic. It also gives you more opportunities to learn about your industry.

Is Becoming a Sales Consultant the Right Career for Me?

Sales is a tough gig. Be ready to face rejection. If you’re the type of person who likes to have control over your day-to-day tasks and work independently, then sales might not be your best choice. But if you enjoy working in groups and building relationships with people, sales could be the right career path for you.

Sales Consultant FAQs

We’ve got the answers to your most frequently asked questions.

Since you’re here…
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