Know about Territory Sales Executive job descriptions and interview tips

It is a common dilemma of whether to work in a Sales profile after doing an MBA in Marketing. The Marketing profile job includes Digital Marketing, Market Research, Branding, Content and Social Media Marketing. But very few firms employ in these roles like Nielson, Gartner, Convonix and Advertising & Media firms. Marketing is an umbrella term that involves Sales as a major part of it.

The question arises whether is it good to go for a Sales profile. Though the term sales sound very challenging, hectic, and not-so-desirable kind of work after the MBA, it is true up to an extent. The entire Sales job involve the following:

Market Intelligence/ Research, Competitive Profiling & Analysis, Resource & Database Management, Strategic Sourcing & Lead Generation, Customer Profiling & Relationship Management, Pre-sales, Sales Planning & Closing

There is a higher demand for Sales profile in the market, as the Sales team is quite large then the marketing team in any firm. Sales can be of a product as well as services, as in the IT industry where services and solutions are sold to the clients. Thus, the parameters for analyzing the performance in a sales job might also vary.

One must learn these mandatory skills required for sales- negotiation/persuasion, strong communication skills, analytical skills/reasoning, problem-solving skills, interpersonal and team skills, positive attitude and drive, helping one succeed in the long-term.

There are various courses to improve communication skills conducted within B-schools as well as outside.

  • One can gain the opportunity of expanding ones’ general awareness and improve public speaking in the Toastmasters’ club organized at various places weekly.
  • Also, there are many B-school competitions where one can master the art of persuasion and negotiation with the concept of virtual money and virtual market.
  • One can enhance problem-solving skills with Case study competitions.
  • Class presentations, Group discussions, Case studies, etc are a part of the curriculum in B-schools that inculcate the skills listed above.
  • One must expand his/her network with different kinds of personalities as they have to deal with various customers/consumers, clients, partners thereby widening the scope of his/her network. This is beneficial in the long run providing varied learning experiences because today’s success depends on more one connects with the third party to increase sales and provide efficient after-sales services.
  • A salesperson must have all the skills incorporated as usually one can easily switch from a sales role to a marketing profile at the latter stages in career but vice-versa is not possible as the skills learned for sales at the start of career are important and difficult to inculcate as one grows.

Most of the product based firms give their employees the sales target, which is the number of products to be sold daily, weekly, monthly, or annually. Certain Sales target KPIs are current sales revenue, ROI generated, Number of walk-ins/ Number of leads generated, Rate of conversion, Number of units sold, Number of accounts opened, etc. Thus, your bonus that you get is proportional to the ROI you generate for the firm.

There are various advantages as you start your career with Sales, be it any sector like IT, FMCG, Durables & White goods, Real Estate, etc. Marketing is an umbrella term that involves Sales as a major part of it. Marketing calls for revenue expenditure while Sales involve revenue generation.

  • There is a higher demand for Sales profile in the market, as the Sales team is quite large then the marketing team in any firm. The roles & responsibilities are varied and diverse for a sales job. Therefore, most of the companies hire for the Sales profile for the Marketing management students.
  • Also, one can network with different people- customers/consumers, clients, partners thereby widening the scope of your network, beneficial in providing varied learning experiences because today’s success depends on more one connects with the third party and increase sales and provide efficient after-sales services.
  • One can easily switch from a sales role to a marketing profile at the latter stages in career but vice-versa is not possible as the skills learned for sales at the start of career are important and difficult to inculcate as one grows.
  • The package offered (CTC) is quite higher for sales jobs as compared to marketing, also giving huge bonuses and additional perks for meeting the sales targets on time and based on overall performance. This gives a kick start at the beginning of a career in sales for well-known firms like ITC, HUL, Nestle, Puma, Godrej, and real estate firms.

Sales can be of a product as well as services, as in the IT industry where services and solutions are sold to the clients. Thus, sales are an essential aspect of any business as one earns revenue by either selling a service, product or a solution.

Territory Sales Executives are the key point of contact between an organization and its clients or potential customers within an assigned territory, their roles and responsibilities being:

They identify the local business opportunities and challenges, specific consumer needs and characteristics, after which they introduce the firm’s products and services to potential clients, thereby helping the organization to grow its customer base. Being the point of contact between the organization and the client, he/ she needs to negotiate contracts and packages, organize sales visits as and when required for answering queries and offering advice. As a sales executive, he/ she must maintain accurate records and report on regional sales results (weekly, monthly, quarterly and annually), review the sales performance of all the salesmen aiming to achieve monthly or annual targets. They work closely with salespeople and other internal teams to meet individual and group sales quotas in order to recommend ways to promote and sell our products, helping the organization establish its reputation in your assigned region. They also answer customer questions about features, pricing, and additional services, and indulge in cross-selling products by collaborating with sales representatives from different territories to share best practices and support a cohesive sales approach. It is advisable for executives to attend trade exhibitions, conferences, and meetings for being updated about one’s area.

Key skills for Sales Executives:

  • Maturity and Confidence
  • Perseverance and Patience
  • Effective Time management skills
  • Excellent interpersonal skills, including effective communication skills
  • Deep Commercial and business awareness
  • IT skills and Numerical skills
  • Ability to speak more than one language fluently

Pre-requisites of becoming a Territory Sales Representative:
Prior work experience as a Sales Representative and familiarity with the current industry is an added advantage. It is required him/ her to have an experience with CRM software, with excellent communication skills. One must be resilient with a proven track record in sales.

Typical employers of sales executives:
Manufacturers
Service industries
Retailers
Industrial organizations
Charities
Staff with specialist knowledge employed in industries such as pharmaceutical, healthcare, and publishing.

Qualifications and Training required:

  • BSc in Marketing or Business Administration or a Diploma in Sales techniques is a plus
  • There are routes into sales for both university graduates and school leavers as well. Any degree subject is acceptable, although relevant qualifications are preferred for some positions, particularly within medical or technical sales. Relevant experience gained in any commercial area involving contact with customers or the general public can be beneficial.
  • Larger employers run vacation courses and placements which can give a useful insight into the profession. Job shadowing, networking, and speculative applications are advisable.
  • Promotional prospects are excellent – progression can be into senior sales roles or into related employment areas such as marketing or management.
  1. As a territory sales manager, what is your management style?

Try to avoid labels. Some of the more common labels, like progressive, consultative, persuasive, can have several meanings or descriptions depending on which management guru you listen to. The situational style is safe because it says you will manage according to the situation, instead of one size fits all.

2. What experience do you have with respect to this particular territory sales manager position?

Speak about specifics that relate to the position you are applying for. If you know you do not have much experience in the job you are applying for, plan for this question ahead of time and ensure you can provide some relatable examples based on what you have done. All interviewers will appreciate confidence and pride in the work experience you have earned and your passion for transferring these valuable skills to your future role or position.

3. What have you done to improve your knowledge territory sales manager position in the last few months?

Here is an opportunity for you to showcase a wide variety of things you may have done both personally and professionally that will get your potential employers interested. Be sure to think about this one in advance in the event that it comes up. Even if you don’t have something that is specific to the role you are applying for, don’t be afraid to list hobbies or other non-work related activities here. This shows that you are the go-getter they are looking for. Ensure that you are motivated, self-sufficient, and can manage your time effectively.

4. Tell me about yourself

This is by far one of the most common questions in any job interview, used by the interviewer as an icebreaker, ideally to put you at ease and get you speaking openly and honestly. Unless you are asked about something specific, focus on your education, your work history, relatable hobbies, and outside interests, as well as your current situation. Be sure to start chronologically and indulge in storytelling art.

5. Why should we hire you?

On the one hand, you have an opportunity to really stand out from the pack. Alternatively, You shouldn’t assume the skills of other applicants. Focus on your own strengths, and if the interviewer hasn’t given you an opportunity to mention that one quality about yourself, now would be the time. In summation, clearly illustrate what in specific has made you a good employee, and how you envision yourself contributing to and benefiting the company.

6. How did you come to find out about our company and what do you know about us?

This can be a great way to stand out from other applicants and demonstrate initiative. Almost every company will have a website, Facebook page, Instagram account, or some sort of digital footprint. Spend a bit of time doing some online research:
Check out their “About us” or “Culture/Mission/Vision” pages on the website.

7. Why are you leaving your last job?

A question if answered properly can be a deal-breaker. If you’re currently employed and leaving of your own accord, craft your response around enhancing your career development and seeking out of new challenges. If your current employer is downsizing, be honest about it, remain positive, but keep it brief. If your employer fired you or let you go for cause, be prepared to give a brief – but honest – reply. No matter how tempting it may be, or how “unfair it was that they let you go” steer clear away from any and all drama and negativity. Any experienced employer understands that sometimes things happen. Staying positive is key here.

8. What are your strengths?
While this question is an invitation to do some chest pounding, remember to illustrate strengths that will benefit the employer and are relative to the position, like:

  • Being a problem solver
  • Self-motivated
  • Adaptable and Flexible
  • Ability to perform under pressure
  • Positive attitude
  • Possess effective time management skills
  • Leadership skills
  • Good team player

9. What are your weaknesses?

The purpose of this question is to see how you view and evaluate yourself. One the one hand, if you suggest you don’t have any weaknesses, your interviewer will almost certainly see you as a liar, egotistical, or both. Don’t fall into the trap of trying to present a positive skill in disguise as a weakness, like “I work too hard” or “I am a perfectionist”. Any experienced interviewer will see through this.
Some of the weaknesses that you can mention are:

  • Self-critical
  • Undergoes micro-management
  • High emotional quotient

10. What do you see yourself doing in five years?

This one is all about job commitment. Some people make job-hopping a career in itself. Portray you are the one who sets goals, has a vision, is a reliable and loyal employee, demonstrating commitment towards the firm and the responsibilities. While no interviewer expects someone to stay at a company forever, try and craft your response in such a way that shows progression in your career, and alignment with the Company’s needs and future.

11. Do you have any questions?

This one you can almost be assured will be asked, and you better have some ready. By asking questions you demonstrate initiative and show that you care enough about the job to have done some research. Ask questions that focus on areas where you can be an asset. Beyond this, other questions may be more direct including productivity, expectations, training, and other logistics. All this being said, try and limit the questions to no more than three or four.

Five bonus tips for knocking out the interview:

  1. Background Research
  2. Practice makes perfect
  3. Have some examples ready for the situational questions
  4. Dressing for Success and don’t be afraid to close the deal
  5. Be sure to ask questions
Interview Tips: How to Impress Recruiters during Interview

10 things you should do to impress the recruiters during the interview

You are bracing up for the interviews for months. You get an interview call. You prepare all night to ensure you are presenting your best during the meeting. The next day, you wake up early, go to the interview on time, answer all the interview questions and step out of the interview with beaming confidence that you will get a job. But days pass, you don’t receive the call from the recruiter. Now, you wonder ‘what went wrong?’ Or ‘Did I mess up the interview?’ Or ‘Did I answer incorrectly?’

Does this sound familiar? 

Well, all of us have encountered this situation at some point in time of our career. But how to buck up and ensure you land into the job you are interviewing? The veterans of Mintly bring to you some interview tips to impress recruiter and convey that you are the perfect person for the position you are interviewing.

10 Interview Tips to Impress Recruiters:

Dress for success

Remember Barney Stinson of How I Met Your Mother? (HIMYM)? In the entire series of this American sitcom, Barney often says “Suit Up!” Because he thinks suiting up distinguishes himself from the crowd. 

That is true! If you are up to impress recruiters, suit up. This indicates your seriousness in the interview. If you are interviewing with a company full of folks wearing jeans and hoodies, then have a professional dressing, to say the least. Save the bright and flashy colours for another day. For now, choose a light coloured dress with a corporate Rock star look. But also, be conscious not to over dress yourself.

Another secret to impress recruiters is through using appropriate body language. What kind of body language is necessary for an interview?! Here is how you can decode it. Hold on to your positive attitude. Be cordial with everyone you come across and be nice to everyone you interact with. Have 2-3 copies of your resume handy. Smile and give a firm handshake to your interviewer when you enter the interview room. Look into the eyes of the person with whom you are conversing. Use your hand gestures appropriately. 

Presenting yourself to the recruiter in an appropriate manner is one of the interview tips  that can exude your sheer confidence and help you get a job. 

Research, research and research!

Are you ready to stand out of the crowd and get a job in the next interview? If yes, put on your detective hat now and investigate your potential employers! Learn about the company, its values, culture, history, vision and mission, key players, clients, products and services, the insider stories and also the person interviewing you. This is how you can impress recruiters. But if you also want to create a lasting impression, study the industry trends, the employer’s market strategies and what makes the company unique altogether. This knowledge demonstrates your genuine interest in the company and will act as a premium perk when they are testing your job readiness. 

Arrive 8 minutes early

Too early and too late – Both can offer a bad impression to the employers. Arriving too soon can pressurize the company staff to abandon their other obligations and concentrate on your interview. If you arrive late, you are actually making your employer wait for you, and that is definitely not a good thing! In both cases, the candidate may be perceived as unprepared and disrespectful. 

Although it may sound like a good plan to reach the interview location at least half an hour early, walk in through the front door only 5-8 minutes prior to the scheduled interview time. Till then, wait in a nearby coffee shop or in the neighborhood. Use your waiting time wisely. Take some deep breaths and calm your mind. Repeat some affirmative statements to yourself, such as “I will get a job!” or “I will impress recruiters with my skills and knowledge” or “I am competent” or “I am intelligent”. Does it sound goofy? Who cares! It helps to be confident during the interview.

Keep your response short but brief 

Recruiters want to know about you and various other aspects of your professional life in the stipulated time. They will ask  numerous questions and analyse your answers to ensure you are job ready. But interviewers are certainly not looking for elaborated descriptive answers. They expect short and crisp responses that evince your smartness. So, Stick to it! 

The recruiters may ask questions like “Why do you want this job” or Tell me about yourself” or “Why are you changing the job?”. These questions intend to test your interest in the job role and to understand you as a person. Ferret out how you can help the company or the job with your skills and talents, and brief about it. Be ready with at least 4-5 mini-stories of your achievements at work place in Challenge-Action-Results format to use it in your answer, and prove the recruiter that you are a better fit for the job position. Without any doubts, this is the way to impress recruiters.

Tell the recruiter how you can help

When the interviewer asks “Why do you want this job?”, how many times have you given a blank stare or blurted out the obnoxious answers, such as “I need it so that I can learn a lot” or “I am looking for a full-time job opportunity” or “It is a wonderful opportunity and I would like to take it” or answered something on similar lines? Well, dear job interviewees, these answers neither answer the questions nor impress recruiters. Instead, share how you think you can utilize and apply your skills and your knowledge to the job role. 

Every answer to the interviewer’s questions should be weaved very consciously. The answers should convey how you and your services can help in the progression of the company. Assist your recruiter to envision you as a team member of the company. This sort of tailoring the answers communicate one strong message to the recruiter – You are not looking for any job, but their job! 

Show restraint

Unless you are CEO, COO, Celebrity, head of the country or holding any higher position, you may haven’t encountered conversational pitfalls. Because for a common man, an occasional misspeaking is unlikely to have any significant consequences, unless it is in an interview!

Job interview determines your suitability for the job and the company. Irrespective of how many job interview tips you have read, if you don’t know what not to say in an interview, it will surely cost your job. As a thumb rule for the interview, here are a few things which you shouldn’t talk:

  • Don’t talk about money or benefits (at least not in the first interview)
  • Don’t badmouth your previous employers (because companies don’t hire who complains). 
  • Don’t mention anything other than your career aspirations.
  • Don’t talk about taking up part-time jobs. (Employers want loyal employees who work with them for decades and more)
  • Don’t mention about taking vacation immediately. This can be a red flag to the recruiters. 

Have a set of questions for the recruiter

Interview the team which is interviewing you. This interview tip helps you impress recruiters, lets the recruiter talk about their company and their culture, and what they expect from your job role. Here is a list of questions you can ask your recruiter during the job interview:

  • How do you measure success in this particular job role?
  • What are the challenges we encounter in this job?
  • What does a typical day in this job role look like?
  • What do you expect from me in the job in the first six months or one year?
  • How do you define the company culture? Who thrives in this work environment and who doesn’t?
  • What do you like about your job? What excites you? What do you like about this company? I would like to know something about your background. 
  • What are the most significant challenges you are facing in this industry?
  • How fast is your industry/business growing?
  • What did you like the most about the person who was employed in this job position previously?
  • What makes you better than your nearest competitor?
  • What was the company’s significant achievement last year?
  • What makes people stay at your company?

Don’t agree to start immediately!

As important as it is not to badmouth your previous employees, it is vital to show your potential employers that you care about your previous role, responsibilities and employers. When the recruiter asks when you can join, don’t jump in and answer “Immediately”. This doesn’t impress recruiters. Nope. Not at all.

Employers appreciate it if they know you care about your current employer’s operations despite leaving the job and company. So, if you are currently employed, always mention the notice you need to provide, the notice period you need to serve. Your potential employers appreciate it. 

Be smart, be honest and be strategic

Since our childhood, our parents have taught Honesty is the best policy. They have educated us to be honest with friends, family, partners, and at work too. But a job interview requires a little more than honesty. It needs you to be smart, honest and strategic -all at the same time. Wondering how? Here is a list of simple interview tips to guide you. 

  • Don’t exaggerate your strengths. You will be perceived as arrogant. If you don’t know a particular skill, admit it. 
  • You indeed want to get a job, but lying about your skill level for the job is certainly not a good idea. Eventually, the truth surfaces and you will be in trouble. 
  • Don’t hesitate to talk about your weaknesses. Answer with confidence. This is one of the best interview tips to impress recruiters. But at the same time, don’t talk about the weakness unless the recruiter specifically asks for it. Otherwise, it points out your lack of self-confidence. 
  • Authenticity and humility are two characteristics that can impress recruiters and make you more likeable. 
  • Be strategic in expressing your desire to learn. In other words, don’t be dishonest. 
  • Mention clearly about what action you have taken to overcome your weaknesses. Accentuate the positives

Send out thank you mail

In a high-tech and deep-tech world where you can search the jobs within your fingertips and interview for jobs sitting at the comfort of your home, something as mundane and low-tech as sending a thank-you email after the interview may sound downright antiquated. You may even question the fundamental purpose of sending out a thank you mail. But remember, Showing gratitude and saying Thank you is a simple sign of respect. 

Do you know, 57 per cent of job candidates don’t send thank-you notes or emails to the potential employer? Considering this fact, if you take an extra step and send out a well-crafted thank you email within a day or two, it may set you apart considerably in the employers’ eyes. This may even give you an edge to get a job. 

Here is how you can write the thank-you mail: Write about how glad you were to attend the interview in their reputed company. Pick out the important points from the meeting such as a piece of new information you learned or a conversation topic or a particular skill, and elaborate on that. Through this mail, you can also remind the recruiter why you consider yourself as the best candidate for the role. To know more about this interview tip, refer “How to write a job interview thank you letter?

Interviewing for various companies and not getting any responses can be tedious. But with these interview tips, you can certainly impress recruiters and persuade them you are the best candidate for the job role. So, use these tips appropriately. Practice, prepare, give your best and go, get a job now! And let us know in the comments how these tips helped!

Tips to become a better sales manager

A huge achievement and a ton of experiences may create the illusion of being the best sales manager but it is not true at all. Economics says that nothing is stationary, either you upgrade or downgrade. So in any field, everyone has something to work on and get improvements. The sales field is one of the fastest fields where anyone can improve each moment. 

Great sales leaders are incredibly successful for not only their innate skill but also because they are quite aware of their weaknesses and devote time and energy to constantly learning and improving themselves. As a sales manager, one should learn exactly where it needs to make changes to himself, his team and his sales culture in order to develop and grow the business.

Here are some ways to improve as a sales manager, becoming the best version of yourself and leading your team to success.

Transparency and welcoming new ideas 

Transparency is sometimes undervalued by leadership, but it can have a huge impact on overall sales culture. As a manager, you should be open about your team’s goals, struggles, and any changes you make to the sales organization. You should accept your limitations and acknowledge new innovative ideas from the juniors. This will make every member of your team feel like they’re a part of the decision-making process and eliminate rumors and miscommunication across the board. The advantages to this kind of creativity are many – by opening up to other people’s ideas, you increase the brainpower on your team.

Competition and success

Salespersons always appreciate competition and they want to become the most valuable sales rep by selling the most. Even though you want your team to be tight-knit and work well together, healthy competition is an integral part of sales. Great sales managers are driven by the numbers and know their sales rep’s activity levels, win/loss rates, sales pipeline, and much more. Use sales metrics strategically, and you’ll be able to understand how to drive sales success more consistently. If you’re only measuring the deals and dollars your team closes, that’s not enough to truly define success. You need to track many different sales metrics in order to effectively analyze your team’s progress from month to month and find areas for improvement.

Be flexible and admit your mistakes

As a sales manager, you have to be willing to test everything from your company’s value proposition to your ideal customer profile, to an effective sales call cadence. Great leaders are able to be flexible and implement change quickly and effectively, all according to the numbers and not their subjective opinions. Sometimes, you will be wrong, and your team of sales reps should be able to respectfully disagree with you without fear or discomfort. This means you have to be comfortable admitting when you make mistakes, and understand that it’s not the end of the world. The best leaders are OK with failure because it just means that you’re trying new things and taking risks. If your idea doesn’t pan out, you need to be comfortable admitting the mistake and learning from it.

5-possible-questions-that-can-be-asked-in-an-interview

5 possible questions any job seeker might be asked in India in interviews- Interview tips

If you are in India and you are in the age group of 20-30, then you know how much demanding is the Indian market in terms of getting a job. Getting a decent job and moreover, a preferred job is kind of a fortune here. No doubt that you need to keep yourself prepared at every instant. As it is said that “Every success story begins when a prepared-you matches the opportunity”. So you might link your failure being unlucky sometimes but if you retrospect closely, you might see that you were not prepared efficiently. There was someone else who was more prepared than you and hence overcome the opportunity. While you are doing your best to win over your weakness, we will help you get a step closer to your dream. We are going to focus on 5 questions that are vital from the interview point of view. One thing to keep in mind that an interviewer wants to know you as a person first and then he will look at your skill sets. You will be playing safe if you are prepared in the areas where candidates tend to fumble the most. So let’s discuss a few questions.

  1. Tell me about yourself: You will find it the most repetitive and clichéd question to be asked in an interview. This being said, just remember that the way you answer this question defines a lot about you and how much you know yourself. If it is done well, then you have already created an impression of worthiness. So you realize that this is an important factor. What should you do? Prepare an answer well before your interview. Know the things that you are going to speak about are. Most importantly, rehearse saying it many times in front of the mirror so that you don’t fumble in the final day and you seem confident. You can check out a few videos on YouTube the way they are presenting themselves and accordingly you improvise your presentation over the time with constant practicing.
  2. Why are you interested in this job or position or this company? – This a very much expected question because it defines how much are you interested in the job or joining the company. To answer this properly, you need to do some background checks of the company and the job profile. For a company- You are supposed to know the key persons in the company, the clients, the products of the company, recent awards won by it or its key personals, its values, years of service etc. For the job profile- you can do your research in google or contact any person holding the position to get some real idea about the responsibilities. You should be able to point out something which will work for you as well and you present it in that way.
  3. What distinguishes you from others? – This can other way be asked as ‘why should we select you?’ – Try to frame it in this way. Put your career goals. And let him know how this job will help you to get in there. So you are going to give your best. If you have prior experience, you can mention that with experience and skills you will be the best fit for the position. You will add great value to the team by being a perfect team player.
  4. What do you think of your strengths and weaknesses? – Here just keep a note that your strengths and weakness should be in regard with you Job. It should not be something which does not have any relation to a professional environment. Or you should be able to relate them to the workplace. Prepare beforehand what you need to say and keep examples to showcase that.
  5. Where do you see yourself in 5 years? – This is another important question. Some good amount of research is required to answer this. Don’t talk about a particular position that you envisage to see yourself in. Rather talk about the skills, responsibilities and leadership roles that you wish to get into.