8 skills needed for a successful sales executive

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Have you ever imagined yourself as a sales executive? The position is very important in the corporate world, as it represents the exact connection point between a company and its customers.

The work includes offering advice and new products to colombia mobile number database consumers, negotiating contracts, organizing professional visits, among other things.

Since their main function is sales management, this professional is common in various sectors, from retail trade to service providers.

In SaaS companies, the role of the executive salesperson is closely linked to the digital marketing strategy , working with the contacts generated by the blog or website in a longer negotiation process.

There is no required qualification for the position, although courses and experience may be beneficial. The fact is that companies usually pay more attention to the skills essential for the role.

With that in mind, we have put together this article with 8 skills you need to thrive as a sales executive. Check them out below!

1. Excellent communication
This skill should not come as a surprise to anyone. A professional who deals directly with sales and negotiations must be an excellent communicator.

It is essential to have the ability to show offers to the client in a clear and objective way , demonstrating confidence in what you are talking about.

But does speaking clearly and confidently sum up the qualities of a good communicator? We think not.

More than just talking, you need to communicate efficiently, with body gestures that match the tone of voice you use. This detail makes it much easier to correctly interpret your interlocutors, whether they are clients or coworkers.

So, excellent communication is not just about beautiful speeches and inspiring presentations. In addition to combining all this with the right body language, an essential part of communication is the ability to listen and interpret.

In the case of internal sales, which are usually done by phone, the best approach is to be open to listening to the prospect and asking questions about their needs, establishing a consultative sale .

Let's imagine that you are presenting a new product to a client, who keeps interrupting your thoughts with questions.

Absorbing, interpreting and producing an immediate response to your questions is what will really differentiate an excellent executive from an average one.

2. Ease of dealing with rejection
The life of a sales executive is not usually easy. For every business opportunity that turns into a client, there are many that are lost. Understanding that this is part of the process and not letting yourself fall into moments of discouragement is, simply, crucial.

In fact, a customer rejection can — and should — be used as fuel to improve your sales tools and techniques .

So when you get a "no" in your face, smile at them . Don't show any signs of shock or be afraid to continue the conversation.

The customer will certainly notice the way the objection was received and may perhaps begin to wonder if he really made the right decision.

At the end of an unsuccessful sales attempt, the professional must find the strength to readjust. This is what many like to call resilience. So why not ask for feedback on your service?

Understanding the reasons that led to the failure of the negotiation is a perfect way to start a process of improvement.

3. Efficient time management
In many cases, the salesperson must handle a large number of customers in different locations.

Sometimes meetings are held with a short break in between, which can create chaos in the professional's schedule. Well, that's just part of the job.

Knowing how to manage your time efficiently is essential for the effective performance of your role. Few things are more detrimental to a negotiation than a salesperson's delay.

Therefore, an aspiring sales executive must have the ability to organize himself in order to handle a full schedule, but at the same time be guaranteed to be able to attend all events without delay.

To do this, all variables must be taken into account. It is important to plan ahead to arrive at meetings in order to compensate for any delays caused by an unforeseen event.

4. Persistence
No means no. But when it comes to sales, sometimes "no" means "maybe." Never give up on a customer after the first attempt has been unsuccessful.

We talked throughout the text about the importance of dealing well with negative feedback and trying to learn from it. Well, persistence is the next step in that process.

The only care to take here is not to confuse persistence with impertinence . Harassing the other party with calls and messages asking for the offer to be reconsidered is not going to help at all.

On the contrary, this practice damages the seller's image and affects his reputation, and may even affect his relationship with other people in the area.

A sales executive's persistence must be both intelligent and timely. Rather than insisting on continuing a failed negotiation, it is worthwhile to suspend negotiations and take your time to think of a new approach to dealing with objections .

In this way, the image left is that of a salesperson who is confident in his strategy, without the desperate need to close a sale.

5. Ability to generate and interpret reports
A successful sales executive does not only deal directly with clients. He also defines goals, monitors results and works on developing sales strategies .

Therefore, it is essential to know how to gather and analyze business-relevant data in order to generate a comprehensive report on sales team performance.


A well-prepared report facilitates the internal work of a sales executive. It makes it possible to identify opportunities and take action to improve the strategy.

For example, moving a sales team to a location with higher conversion potential. In addition, the report can indicate the most efficient channels that imply a lower customer acquisition cost for the company.

6. Ease of handling technology
We are in the era of digital transformation . In all areas of professional activity, new technologies are launched with increasing frequency, generating a real race to master them.

For a sales executive, the ease of handling these new developments provides increasing optimization of their time, efficiency and productivity .

New technologies can be used on various fronts. CRM software , for example, facilitates the activity of gathering the most relevant information and organizing it objectively.

To display this data to superiors, there are several programs that create interactive presentations, also excellent for showcasing new products to clients.

Therefore, it is necessary for the professional to be able and willing to learn how to make the most of these new developments.

7. Have good personal marketing
Marketing is often defined as the set of activities adopted by a company to understand and satisfy customer needs.

How can we bring this into personal reach?

It's very simple! Think of yourself as a company and try to adapt to your customers' expectations. For example, you know that every successful company has a well-crafted visual identity.

On a personal level, this is equivalent to taking care of one's appearance.

It may seem superfluous, but a good salesperson must convey confidence and authority to the client. To do this, there is nothing better than presenting themselves appropriately.

A good sales executive should dress for the occasion. This does not mean a suit and tie for every meeting, as some clients may prefer a more casual conversation.

The point is to present yourself in a way that positively impacts your target's perception.

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8. Know how to work alone or in a group
The activity scenarios for a sales executive are extremely variable.

Depending on the size and importance of the client, or the characteristics of the company, the professional may be asked to work in teams or on their own, often mixing a bit of both.

For this reason, it is essential to be adaptable to both scenarios.

Working alone means you'll be responsible for all the organization, planning, and execution of any strategy, which requires much more attention to detail.

In a scenario like this, the professional needs to be highly proactive , but also has the advantage of creating his own environment.

Working in a group can be apprehensive for some people, but dealing with the situation in a professional manner is essential. In addition, a well-oiled and collaborative team is always a great help in optimizing the sales process .

The sales executive is an important professional in basically all commercial sectors. He is of enormous value to the company, given his importance in the development and execution of sales strategies.

A good professional in this area must have a confident personality, know how to communicate appropriately and thoroughly understand the job requirements.

The position is not usually accompanied by a requirement linked to the type of graduation of the individual, often employing professionals without a university degree.

This is due to the importance given by the company to the specific skills for the position and generates even stronger competition among applicants for the vacancy.

By mastering the skills presented throughout this text, you are halfway to becoming a successful sales representative.