Having a skilled sales coordinator makes all the difference in team results. This is because the team is a reflection of the leader, reflecting the motivation and commitment to the activities of the commercial department.
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An inspiring and competent sales coordinator brings out the best in each employee. Respecting your individuality, identifying your capabilities and directing efforts to the right direction. Leading goes beyond commanding. It's orchestrating forces and resources to accomplish goals with maximum efficiency.
Would you like this type of sales coordinator on your team? Read the post and get to know the 6 skills that every leader needs to have or develop.
Reading time: 5 min.
You will read about:
· What are the main skills of a sales coordinator
· How can you train a good sales coordinator
· What a Sales Coordinator Needs to Know to Succeed
After all, what does a Sales Coordinator do ?
Before we get into the depth of sales coordinator skills, let's start with the basics of your role.
Much of the fulfillment of the company's objectives is in the hands of this professional. After all, he is responsible for motivating, directing, training and aligning the Sales team, seeking to improve its performance and improve strategies for the success of the collective.
The manager needs to have a firm hand to keep up with the team and the flexibility to understand each person's needs. In addition, a cool head to analyze data with detachment and heart to develop quality relationships.
Your sales coordinator needs to combine the best of both worlds. And, thus, being able to be ahead of the team, guiding everyone in the best direction. All this serves as an inspiration to do a different job.
Now, let's get to the practical part of this management! Learn about the skills that every sales coordinator needs to have or develop below.
Top 6 Skills of a Successful Sales Coordinator
The skills we'll introduce below are essential to developing a career as a sales coordinator. Whether for you or others, it is worth paying close attention and taking effective actions to make them part of your reality.
Take notes, plan actions and read as many times as necessary. The important thing is to understand the importance of each of these skills and put them into practice!
1- Analytical ability
If there is one thing that is a constant part of a manager's life, it is data. Everything in the commercial department generates information. Which need to be converted into strategic insights to improve the team's actions.
However, to an untrained mind, numbers only serve to confuse and generate useless work. Therefore, the sales coordinator must analyze this data correctly. And so find out what the numbers have to say about actions in the Sales department.
Not sure which numbers to track? So, you need to know the key indicators or KPIs. Watch the video below to find out what it is about and read this post to know the most important ones.
2- Understanding the personas
The commercial's work is always directed to someone else. Therefore, understanding your personas in depth is part of the sales coordinator's recipe for success.
Developing this insight makes the sales coordinator understand each person's reactions and motivations. Since personas are at the center of the business process, having an in-depth study of them is the way to ensure assertiveness.
Generally, personas are constructed by the Marketing department from an extensive case and market study. Issues such as:
· Favorite themes;
· Personality Aspects;
· Communication mode;
· Values;
· Expectations about the solution;
· Market pains.
If your company doesn't have defined personas yet, in this blogpost you can learn how to develop them.
3- Planning and organization
Along with the ability to analyze data and create personas for the business process is planning. In order for this to make sense, the first step for the sales coordinator is to organize everything. It should use spreadsheets, specialized Pre-Sales and Sales software , calendars and other important tools.
That way, it's easier to keep tabs on everything that happens in the department. In addition to communicating with the team and the rest of the company. Other than that, with organization, it is possible to foresee eventual problems and plan the solution before an occurrence.
4- Coaching methodology
The job of a sales coordinator is very similar to that of a coach. Its main function is to keep the team motivated and help professionals to develop. Through your mentoring, everyone should be able to achieve their goals and present an upward development curve.
For this, the sales coordinator must pay attention to all the professionals in the department. You must keep track of your productivity metrics and your services and constantly apply feedback.
It is also important to work on the spirit of the group. In other words, create a united team so that there is cooperation in the Sales department. Thus, the environment is healthier for everyone. Which is positive both for the results and for the team itself.
After all, an unpleasant place generates many dropouts. Something that delays performance, as new professionals must be trained at all times.
Instruct your sales coordinator with group dynamics, personal and professional development readings, and encourage him to be receptive. Listening to the group and knowing how to communicate is at the heart of good business management.
5- solicitous posture
The consumer no longer accepts a service focused exclusively on sales. This is a problem for most companies that maintain a traditional approach, such as the old telemarketing. In this model, the exclusive closing directional was common.
Today, it is more appropriate to establish an efficient and consultative approach. The company makes itself available to the lead to solve problems and understand their situation. There's no point in forcing a sale the lead doesn't need. This only generates a negative experience and new detractors for the brand.
The ideal is to invest in cold call 2.0. A methodology used in pre-sales to map pain and develop healthier relationships.
Here, we have a guide available on how to cold call 2.0 in a company.
6- Appropriate Technology for Sales
Finally, the last skill a sales coordinator needs is to keep up-to-date on new technologies.
There are a multitude of solutions to become more efficient and shorten the length of the average sales cycle. According to Forbes , sellers today spend less than 36% of their time actually selling. The remainder is invested in activities such as filling out reports, sending e-mails, preparing proposals, etc.
When you combine technology with your routine, it is possible to optimize this time with parallel activities. In addition, of course, to rely on the assertiveness of these software when dealing with numbers, data and records.
Therefore, offer your sales coordinator software such as:
· LRM for lead management;
· CRM for customer management;
· ERP for resource management;
· Email marketing automation.
These are 6 skills critical to your sales coordinator's success.
However, don't imagine that you need to find someone with a “natural talent” in all of them. On the contrary: a good sales coordinator is not born ready-made. He learns by doing and with constant training to improve and develop his skills.
As with any other profession, hard work and study is the key to performing your duties satisfactorily and productively.
Speaking of training, how is the development of your Pre-Sales team going?
We have other tips to help these professionals develop, adding to the sales coordinator's efforts to achieve results.
