What is Sales?
Sales is a pivotal function within any organization, driving revenue generation and fostering growth. It encompasses a wide range of activities, from prospecting and lead generation to negotiation and closing deals. Effective sales professionals possess strong communication and interpersonal skills, enabling them to build relationships with clients and understand their needs. They leverage strategic thinking and problem-solving abilities to identify opportunities, overcome objections, and tailor solutions to meet customer requirements. Sales is not just about selling products or services; it’s about building trust, providing value, and ultimately, driving mutual success for both the business and its customers.
Top Roles in Sales
Account Executive (AE)
Account executives are responsible for managing customer accounts, building relationships, and closing sales deals. They understand customer needs, negotiate contracts, and ensure customer satisfaction.
Top Skills for an Account Executive (AE)
Glider AI’s skills tests evaluates the candidates on the following top skills:-
Communication | Relationship Building | Negotiation | Product Knowledge | CRM Proficiency
Business Development Representative (BDR)
Business development representatives focus on generating leads and qualifying prospects for the sales team. They prospect potential customers, initiate contact, and schedule meetings or demonstrations.
Top Skills for a Business Development Representative (BDR)
Glider AI’s skills tests evaluates the candidates on the following top skills:-
Prospecting | Lead Generation | Qualification | Communication | Presentation Skills
Customer Success Manager (CSM)
Customer success managers ensure customer satisfaction and retention by managing relationships, providing support, and driving product adoption. They onboard new customers, develop retention strategies, and serve as a trusted advisor.
Top Skills for a Customer Success Manager (CSM)
Glider AI’s skills tests evaluates the candidates on the following top skills:-
Customer Relationship Management | Onboarding | Retention Strategies | Product Knowledge
Inside Sales Representative (ISR)
Inside sales representatives conduct sales activities remotely, typically through phone calls or online channels. They engage with prospects, qualify leads, and close sales deals.
Top Skills for an Inside Sales Representative (ISR)
Glider AI’s skills tests evaluates the candidates on the following top skills:-
Telephonic Sales | Lead Conversion | Product Knowledge | Objection Handling
Regional Sales Manager (RSM)
Regional sales managers oversee sales activities within a specific geographic region. They develop sales strategies, lead and coach sales teams, and drive revenue growth.
Top Skills for a Regional Sales Manager (RSM)
Glider AI’s skills tests evaluates the candidates on the following top skills:-
Leadership | Team Management | Coaching | Sales Strategy | Territory Management
Sales Development Representative (SDR)
Sales development representatives focus on generating and qualifying leads for the sales team. They prospect potential customers, conduct outreach, and set up meetings or demonstrations.
Top Skills for a Sales Development Representative (SDR)
Glider AI’s skills tests evaluates the candidates on the following top skills:-
Prospecting | Lead Generation | Qualification | Communication | Outreach Strategies
Account Manager (AM)
Account managers are responsible for managing existing customer accounts, ensuring customer satisfaction, and driving revenue growth through upselling and cross-selling.
Top Skills for an Account Manager (AM)
Glider AI’s skills tests evaluates the candidates on the following top skills:-
Customer Relationship Management | Upselling | Cross Selling | Negotiation | Renewal Management
Sales Engineer
Sales engineers provide technical expertise and support during the sales process. They understand customer needs, demonstrate product capabilities, and address technical questions or concerns.
Top Skills for a Sales Engineer
Glider AI’s skills tests evaluates the candidates on the following top skills:-
Technical Expertise | Product Knowledge | Presentation Skills | Demonstration Skills | Customer Needs Analysis
Business Account Manager (BAM)
Business account managers focus on managing relationships and driving sales with key business clients or accounts. They develop strategic partnerships, negotiate contracts, and maximize revenue opportunities.
Top Skills for a Business Account Manager (BAM)
Glider AI’s skills tests evaluates the candidates on the following top skills:-
Complex Sales | Strategic Partnerships | Industry Knowledge | Negotiation Skills
National Sales Manager (NSM)
National sales managers oversee sales activities and strategy at the national level. They develop sales plans, lead and coach sales teams, and drive revenue growth across multiple regions or territories.
Top Skills for a National Sales Manager (NSM)
Glider AI’s skills tests evaluates the candidates on the following top skills:-
Sales Leadership | Team Management | Strategy Development | Coaching | Performance Management
Sales Operations Specialist
Sales operations specialists support sales teams by analyzing data, optimizing sales processes, and managing sales tools and systems.
Top Skills for a Sales Operations Specialist
Glider AI’s skills tests evaluates the candidates on the following top skills:-
Data Analysis | CRM Management | Sales Process Optimization | Reporting | Sales Tools Management
Sales Trainer
Sales trainers develop and deliver training programs to sales teams to improve their skills and performance. They teach sales methodologies, provide coaching, and assess training needs.
Top Skills for a Sales Trainer
Glider AI’s skills tests evaluates the candidates on the following top skills:-
Sales Methodology Expertise | Public Speaking Skills | Coaching Skills | Needs Assessment | Training Development
Channel Account Manager (CAM)
Channel account managers manage relationships and drive sales through channel partners or distributors. They develop channel sales strategies, enable partners, and negotiate agreements.
Top Skills for a Channel Account Manager (CAM)
Glider AI’s skills tests evaluates the candidates on the following top skills:-
Partner Relationship Management | Channel Sales Strategy | Partner Enablement | Negotiation
Sales Analyst
Sales analysts analyze sales data, identify trends, and provide insights to support sales strategy and decision-making. They create reports, conduct forecasts, and track key performance metrics.
Top Skills for a Sales Analyst
Glider AI’s skills tests evaluates the candidates on the following top skills:-
Data Analysis | Reporting | Sales Forecasting | Identifying Trends | CRM Expertise
Sales Enablement Manager
Sales enablement managers develop and implement programs to support sales teams and improve their effectiveness. They provide training, create sales tools and resources, and measure program impact.
Top Skills for a Sales Enablement Manager
Glider AI’s skills tests evaluates the candidates on the following top skills:-
Coaching & Development | Sales Methodology Expertise | Content Creation | Training Program Management
Key Account Manager (KAM)
Key account managers are responsible for managing and growing relationships with strategic clients or key accounts. They understand client needs, develop account strategies, and drive revenue growth through upselling and cross-selling.
Top Skills for a Key Account Manager (KAM)
Glider AI’s skills tests evaluates the candidates on the following top skills:-
Strategic Client Relationships | Upselling & Cross Selling | Deep Industry Knowledge | Negotiation
Major Account Manager (MAM)
Major account managers focus on managing high-value client accounts and driving revenue through complex deals and strategic initiatives. They build and maintain relationships with key decision-makers and stakeholders.
Top Skills for a Major Account Manager (MAM)
Glider AI’s skills tests evaluates the candidates on the following top skills:-
High Value Client Management | Complex Deals | Strategic Negotiation | Relationship Building
Corporate Account Manager
Corporate account managers oversee sales activities and relationships with corporate clients. They develop account strategies, drive revenue growth, and ensure customer satisfaction.
Top Skills for a Corporate Account Manager
Glider AI’s skills tests evaluates the candidates on the following top skills:-
Enterprise Level Sales | Building Long Term Relationships | Strategic Negotiation | Industry Expertise
Pharmaceutical Sales Representative
Pharmaceutical sales representatives promote and sell pharmaceutical products to healthcare professionals. They educate healthcare providers, conduct product demonstrations, and build relationships to drive product adoption.
Top Skills for a Pharmaceutical Sales Representative
Glider AI’s skills tests evaluates the candidates on the following top skills:-
Medical Knowledge | Regulatory Compliance | Relationship Building with Healthcare Professionals
Medical Device Sales Representative
Medical device sales representatives sell medical devices and equipment to healthcare providers. They demonstrate product capabilities, provide technical support, and build relationships to drive sales.
Top Skills for a Medical Device Sales Representative
Glider AI’s skills tests evaluates the candidates on the following top skills:-
Scientific Knowledge | Product Demonstration Skills | Customer Needs Analysis | Relationship Building with Healthcare Providers
Software Sales Representative
Software sales representatives sell software solutions to businesses or organizations. They understand customer needs, demonstrate product capabilities, and negotiate contracts to drive sales.
Top Skills for a Software Sales Representative
Glider AI’s skills tests evaluates the candidates on the following top skills:-
Technical Expertise | Product Knowledge | Needs Analysis | Solution Selling | Presentation Skills
Retail Sales Associate
Retail sales associates assist customers in retail environments, providing product information, assisting with purchases, and ensuring customer satisfaction.
Top Skills for a Retail Sales Associate
Glider AI’s skills tests evaluates the candidates on the following top skills:-
Customer Service | Product Knowledge | Upselling | Inventory Management | Point of Sale Systems
Wholesale Sales Representative
Wholesale sales representatives sell products or goods to retailers or businesses. They develop relationships with wholesale buyers, negotiate contracts, and ensure customer satisfaction.
Top Skills for a Wholesale Sales Representative
Glider AI’s skills tests evaluates the candidates on the following top skills:-
B2B Sales | Negotiation Skills | Building Relationships with Distributors | Product Knowledge
Field Sales Representative
Field sales representatives conduct sales activities in the field, meeting with customers or prospects face-to-face. They identify sales opportunities, build relationships, and close sales deals.
Top Skills for a Field Sales Representative
Glider AI’s skills tests evaluates the candidates on the following top skills:-
Territory Management | Prospecting | Customer Relationship Building | Presentation Skills
National Account Manager (NAM)
National account managers oversee the management of large national accounts or territories. They develop and execute sales strategies, manage key client relationships, and drive revenue growth through strategic initiatives.
Top Skills for a National Account Manager (NAM)
Glider AI’s skills tests evaluates the candidates on the following top skills:-
National Sales Strategy | Managing Large Accounts | Complex Deals | Negotiation
Sales Manager
Sales managers lead and manage sales teams to achieve revenue targets and sales objectives. They set sales goals, develop sales strategies, and provide coaching and support to their teams.
Top Skills for a Sales Manager
Glider AI’s skills tests evaluates the candidates on the following top skills:-
Team Management | Coaching & Development | Goal Setting | Performance Management | Sales Process Optimization
Sales Director
Sales directors oversee all aspects of the sales function within an organization. They develop sales strategies, set sales targets, and provide leadership and direction to the sales team to achieve revenue goals.
Top Skills for a Sales Director
Glider AI’s skills tests evaluates the candidates on the following top skills:-
Sales Leadership | Strategic Planning | Budget Management | Coaching & Development | Building High Performing Teams
VP of Sales
Vice presidents of sales are senior executives responsible for leading and directing the sales function of an organization. They develop and implement sales strategies, drive revenue growth, and provide leadership to the sales team.
Top Skills for a VP of Sales
Glider AI’s skills tests evaluates the candidates on the following top skills:-
Executive Leadership | Sales Strategy Development | Revenue Growth | Coaching & Development | Building a Winning Sales Culture
