Fit-4 Role Definitions
Selecting the right role against which to assess each sales person is the key to getting maximum value for your business from Fit-4. Please find below brief descriptions of the roles which are supported with a Fit-4 report today. For more detail on each role, please click the link at the end of each of the paragraphs. If you require additional help with selecting the most appropriate role, you can use our automated Role Selector which is available by clicking here. Or alternatively you can give one of our assessment experts a call on one of the numbers on the right hand side of this page.
Role Group 1: Sales Management
First Line Sales Manager
The Role of First Line Sales Manager (FLSM) is pivotal to business success today, yet is often one of the least understood roles within an organization’s sales structure. Responsible for critical decisions regarding hiring, developing, coaching and controlling the focus, direction and performance of the sales team, as well as being expected to provide vital input to a number of strategic business areas, many FLSM’s are in roles for which they are often ill prepared today. Click for more details on this role >>>>>
Role Group 2: Channel Manager
Enterprise Channel Manager
The Enterprise Channel Manager is responsible for engaging with business leaders in larger or more significant channel partners and for developing a high level partner engagement based on achieving mutual, long term, business success. This senior role requires both good sales skills, but also some level of management and organizational skills from the candidate. It is defined as: the ability to manage your company’s business relationships with a portfolio of independent channel partners to achieve all relevant sales and marketing targets and all associated Key Performance Indicators (KPI’s) whether ‘soft’ or ‘hard’. Click for more details on this role >>>>>
Role Group 3: Account Management
Key Account Manager
Key Account Manager (KAM) is one of the most critical roles for any organisation and requires a complex mix of sales and business skills. The adoption of a good KAM strategy offers many organisations the best opportunity to maximise the revenue potential and retention potential of their most important customers. Click for more details on this role >>>>>
Sales Account Manager
The Role of an Sales Account Manager is to proactively retain and develop existing client relationships and income from a wide portfolio of nominated clients and develop and grow new client relationships. A Sales Account Manager would be expected to manage their client portfolio in such a way as to maximise the long-term mutual value of the relationship for both parties. Sales Account Managers build strong relationships with clients by providing them with prompt and knowledgeable support and guidance, becoming the “go-to” resource and their primary point of contact within the company. Click for more details on this role >>>>>
Role Group 4: Business Development
Business Development Manager
The Role of Business Development Manager requires the ability to understand, interpret and deploy in the field, go-to-market strategies that have been created by others, with the objective of the company entering new markets, expanding coverage across less familiar areas of existing markets, or launching new offerings. This requires the skills of a senior sales person, with additionally, a well developed ability to adapt positioning, negotiating, objection handling, closing and customer engagement approaches dynamically, during the ‘trial and error’ phase of developing the go-to-market strategy. Click for more details on this role >>>>>
Role Group 5: Field Sales
Strategic Sales
Strategic Sales is one of the most complex proactive sales approaches and requires skills more akin to those of a business analyst than those of classic salesmanship. It is defined as: the ability to proactively identify and position, for the customer, a way forward to a current or imminent business problem, where the customer has yet to identify how to resolve this business problem. Click for more details on this role >>>>>
Solution Selling
Solution Selling is the most complex form of reactive or customer needs-based selling. It is the ability to craft for customers a complete, high-level and complex solution to meet a customer business need where the way forward for the business has already been determined by the customer. Click for more details on this role >>>>>
Application Selling
Application Selling is defined as: the ability to identify opportunities within which to position an existing, fixed-scope, yet configurable, offering that delivers a ‘defined outcome’ for the customer to meet a ‘defined need’. This can be sold directly to the customer as a stand-alone application (e.g. an accounting system) or through others as part of a more complex solution (e.g. a Just-in Time manufacturing solution). Application Selling occurs at many levels within the customer. The level at which a sale takes place is frequently dependent on the cost and complexity of the application being sold. Click for more details on this role >>>>>
Transactional Selling
Transactional Selling is defined as: the ability to identify opportunities within which to position a fully functionally defined, stand-alone component. Components in themselves usually do not deliver ‘end user’ functionality. Hence, a Transactional Sale is much more about the technical integration of a component into an application coupled with justification as to why the seller’s component will perform better than another. Transactional Selling usually occurs at the ‘technical’ and ‘procurement’ levels. Click for more details on this role >>>>>
Role Group 6: Internal Sales
Internal Account Manager
The Role of an Internal Account Manager is to proactively retain and develop existing client relationships and income from a portfolio of nominated clients and develop and grow new client relationships or expand relationships within the client as appropriate. An Internal Account manager would be expected to manage their client portfolio in such a way as to maximise the long-term mutual value of the relationship for both parties. Internal Account Managers build strong relationships with clients by providing them with prompt and knowledgeable support and guidance, becoming the “go-to” resource and their primary point of contact within the company. Click for more details on this role >>>>>
Role Group 7: Contact Centre Sales
Contact Centre Selling (outbound)
Contact Centre Selling (outbound) is defined as:
the ability to use effective and professional sales
techniques, over the phone and via e-media to identify
new business prospects within a given remit; qualify
the prospect and the opportunity according to company
or marketing guidelines; effectively communicate the
offering, in terms and in a way that is comfortable and
relevant for the prospect; handle objections through
active listening and objection handling techniques;
close either the sale, if appropriate, or a next step action, such as
a meeting for a field based representative with the
prospect; report effectively on Key performance
Indicators (KPI’s) achieved for all relevant stakeholders.
Click for more details on this role >>>>>
Contact Centre Selling (inbound)
Contact Centre Selling (inbound) is defined as:
the ability to engage quickly and effectively with all
types of caller and create rapport; to use effective
and professional sales techniques, over the phone
and via e-media; to gain an understanding of the
caller’s needs, requirements and desires and, to quickly
identify what actions it would be appropriate to take
to move the opportunity towards a sale, meeting, or
other relevant outcome. To qualify the prospect and
the opportunity according to company or marketing
guidelines; effectively communicate the offering, in
terms and in a way that is comfortable and relevant for
the prospect; handle objections through active listening
and objection handling techniques; close either the
sale, if appropriate, or a next step action and to report
effectively on Key performance Indicators (KPI’s)
achieved, for all relevant stakeholders.
Click for more details on this role >>>>>
Role Group 8: Retail Sales
Automotive Retail Sales
Automotive Retail Sales is defined as: the ability to use effective and professional sales techniques, in a showroom, over the phone and via e-media to identify and engage with customers and prospects; qualify the prospect and the opportunity according to company or marketing guidelines; effectively communicate the offering, in terms and in a way that is comfortable and relevant for the prospect; handle objections through active listening and objection handling techniques; close the sale in a manner that creates customer delight; maintain contact with previous prospects or clients in a way that motivates repeat business and reliably achieve all goals and targets set. Click for more details on this role >>>>>
