Sales Skills to Help You Succeed

Career opportunities in sales remain plentiful, with the US Bureau of Labor Statistics projecting an average of 1.8 million openings each year for sales positions from 2023 to 2033 [1]. As a sales representative, you will work with customers and prospective customers throughout the sales process, from identifying prospects to supporting them through their purchases. With success, you can also earn opportunities for advancement, such as becoming a sales manager and leading your own team.

Another unique benefit of sales positions is the potential to earn additional wages through a commission. If you're willing to work hard, build relationships, and have the drive to develop your skills, sales could be the right career for you.

Learn more about a career in sales, including information about critical sales skills you’ll need to succeed. Explore what makes sales a vital part of business and abilities that you can hone for better chances of achieving sales success.  

The importance of sales positions

Having a strong sales staff is critical to a business's success. Not only do sales representatives identify new consumers to drive revenue for their employer, but sales are also a key part of maintaining current customer relationships, helping to build long-term loyalty. By providing customers with a positive experience, they will feel encouraged and motivated to continue doing business with you again. Additionally, you and your company can learn much from consumers, including how to improve your product and whether any current flaws exist. 

Why you should consider a career in sales

For many, sales positions are desirable due to their earning potential, with many jobs offering opportunities to earn commission on top of base salaries. However, you can enjoy other great benefits to landing a sales job, too, including:

• Minimal requirements for entry-level positions

• Skills transfer to other occupations

• Travel opportunities

• Potential for growth

• Flexible scheduling

10 valuable sales skills for success 

Sales success is only one aspect of the job. You will also have to deal with rejection on a regular basis and learn from your failed opportunities. Keeping a positive attitude and sharpening your skills and strategies is vital to improving sales. These 10 skills can help you boost sales, connect with prospects, and build lasting relationships. 

1. Active listening

Active listening skills provide you with multiple benefits. First, you will be able to more quickly identify a potential buyer and save time by only pursuing customers who are a good fit for what you’re selling. Secondly, with customers who are potential buyers, active listening will enable you to understand customers' concerns so you can identify and discuss how you (or the product or service you sell) can solve them. In acknowledging, addressing, and meeting consumers’ needs, you can build rapport and better serve your customers. 

2. Problem-solving

Rather than selling a product's qualities, focus on solving the problem faced by potential customers. Doing so allows you to build trust, leading to customer loyalty. You will encounter different areas of concern, so you will need to navigate the unique challenges buyers face.

3. Social media 

Social media is a skill worth developing to identify and connect with customers. While not relevant to everyone, social media is a simple way to contact people. LinkedIn and Facebook are both effective social media platforms for seeking sales opportunities. X and Instagram can be great places to prospect new clients as well. 

4. Researching 

Research skills are critical in ensuring you target the right audience and properly prepare to solve potential clients’ problems. Performing research enables you to provide a more personal service when you’re selling, which can go a long way when persuading a customer to buy from you. Your research will allow you to identify clients, learn how you can reach them, and understand how you may be able to provide them value.

5. Business acumen and closing

Getting a prospective client to commit to a purchase requires closing skills. To do this well, you must convince them that you provide the best possible solution to their problem. Cultivate various strategies, including anticipating possible objections, stressing the value of the products or services, and presenting unique offers such as special discounts or free trials. 

6. Communication

Communication skills in the sales process include a mix of written and verbal communication. You need to be able to explain the value you can offer the customer, but you must also be able to hear what a prospective client is saying to meet their needs adequately. To communicate well, be confident in what you’re saying while remaining open and empathetic to their needs.

7. Relationship building

Not only does relationship building help develop long-term customers, but it can also be a great way to get referrals. Even after closing a deal, you can remain in contact with clients to further enhance your relationship and show that they are valuable to your company. 

8. Product knowledge

Having a profound understanding of the product you sell comes with numerous benefits. It can allow you to speak more confidently and make your clients feel more confident in your ability to help them. This way, you can clearly communicate about the product and answer any questions that may come up.

9. Time management

Having a plan each day for how to allot your time is especially important in sales since a significant amount of your money is earned through commission rather than the number of hours you work. To manage your time well, determine which tasks are urgent and which can wait, and don’t be afraid to say no to things you can’t fit into your schedule.

10. Conflict management

In sales, you may encounter conflicts when trying to find the best solution to a customer's problem. A skilled sales representative can use conflict as an opportunity to build a more collaborative and trusting relationship. In cases where you experience conflict, remember to make sure your client feels heard. 

How to gain more sales skills

Some sales positions require a degree, while others accept applicants with a high school diploma. Still, earning a bachelor’s degree in business or marketing can provide more job opportunities and is a great way to develop applicable skills. 

If a degree isn’t an option, you can also earn a credential, such as the Salesforce Sales Development Representative Professional Certificate, which allows you to build job-ready skills to land an entry-level tech sales job. With this Professional Certificate, you will learn conversational selling methods and problem-solving using tech tools.

Putting skills into practice: resume tips

Employers want to see that you have developed the necessary skills to thrive in a sales position. Including a well-written and persuasive objective or summary section in your resume helps highlight your abilities. To ensure your resume clears the applicant tracking system and hiring managers have the opportunity to see it, you will want to include keywords found in the job posting. Examples may include sales skills such as self-motivation, closing, product knowledge, and time management. 

Next steps with Coursera

A career in sales offers strong earning potential, transferable skills, and various growth opportunities. If you're willing to develop the necessary skills, such as communication and relationship building, sales can be a rewarding career path. 

On Coursera, you can find a variety of highly rated sales-specific courses where you can further develop your skill set for sales success. In addition to the Salesforce Sales Development Representative Professional Certificate, you may also explore Sales Training for High Performing Teams, a Specialization from Hubspot Academy. Another excellent option is the University of Michigan’s Successful Negotiation: Essential Strategies and Skills course, which is designed to help you learn essential strategies to close deals.