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Ever felt overwhelmed by the sheer number of sales titles out there?
Building a stellar sales team is crucial for any startup's success. Yet, with an array of titles like SDR, BDR, AE, and CSM, it can be daunting to decipher who does what and how each role fits into your overall sales strategy. Moreover, as the sales landscape shifts towards consultative selling, traditional job titles are also evolving to better reflect this nuanced approach.
Don't worry, we've got your back!
In this blog, we'll break down the most common sales titles, their corresponding responsibilities, and the skills they bring to the table. We'll also explore how these roles fit into the overall sales hierarchy, giving you a clear picture of how your sales team can function cohesively.
Sales Development Representative (SDR)
SDRs are the dynamos behind generating new leads. They research potential customers, identify qualified leads, and nurture them through initial outreach – think cold calling and email prospecting.
Average Salary: Compensation structures typically include a base salary plus bonuses and commission based on performance.
So, you've got a pipeline full of hot leads – what's next?
Inside Sales Representative (ISR)
ISRs are the masters of closing deals remotely. They leverage digital communication channels like phone calls, emails, and video conferencing to connect with leads, understand their needs, and present your product or service.
Average Salary: Their compensation package also combines a base salary with potential bonuses and commissions.
Building relationships is key, but sometimes that personal touch is essential. Introducing the Outside Sales Representative!
Outside Sales Representative (Field Sales Reps)
OSRs, also known as Field Sales Reps, hit the ground running – literally! These sales professionals engage directly with clients through face-to-face interactions, often traveling to meet potential and existing customers.
Average Salary: Their earnings include a base salary plus bonuses and commissions, reflecting the demands and results of fieldwork.
Now that leads are qualified, relationships are built, and deals are (almost) closed, who takes the reins?
Account Executive (AE)
Account Executives take the baton from the lead generation and relationship building stages. They manage the entire sales cycle, from the initial contact to closing the deal and beyond, ensuring customer satisfaction and follow-up.
Average Salary: Their compensation typically includes a base salary, with bonuses and commission for achieving sales targets.
Congratulations! You've closed the deal, but the work isn't over.
At Activated Scale, we connect startups with pre-vetted and experienced US-based Account Executives. Whether you need them part-time or full-time, you have the flexibility to convert the best into permanent members of your team.
Read: Hire Fractional AE: The Ultimate Guide for Businesses
Account Manager
AMs take center stage after the sale. They focus on nurturing long-term customer relationships, ensuring customer satisfaction, and upselling or cross-selling additional products or services. They're the voice of the customer within your organization.
Average Salary: Compensation typically includes a base salary along with bonuses and commissions that are tied to the retention and growth of client accounts.
Now you have a well-oiled sales machine generating leads, closing deals, and keeping customers happy. But who steers the ship?
Sales Manager
Sales Managers are the backbone of your sales team. They are responsible for leading a team of sales professionals, developing strategies to meet sales targets, and ensuring the team's alignment with the company's sales objectives.
Average Salary: Their compensation package usually includes a base salary, potential bonuses, and commissions based on team performance.
The sales team isn't an island. Here's how other roles contribute to the sales ecosystem!
Customer Success Manager (CSM)
CSMs play a vital role in onboarding new customers and ensuring they achieve their desired outcomes while using the company's product or service. They provide training, address questions, and anticipate customer needs, fostering long-term retention.
Average Salary: Typically includes a base salary plus performance-related bonuses, often linked to customer retention rates and satisfaction metrics.
Thinking about selling complex technical products? Here's where the Sales Engineer steps in!
Sales Engineer
Sales Engineers are the technical gurus of the sales team. They possess deep product knowledge and understand the technical intricacies of your offerings. They partner with AEs to explain complex features to potential customers and address technical concerns during the sales cycle.
Average Salary: Compensation often involves a base salary plus bonuses and commissions, reflecting the technical complexity and importance of the deals they support.
Next up, let’s meet the Sales Operations Manager!
Sales Operations Manager
Sales Operations Managers are the tech wizards behind the sales scenes. They manage sales tools and technology, streamline processes, and generate reports to identify areas for improvement. They ensure your sales team has the resources and data they need to perform at their peak.
Average Salary: Usually includes a base salary with possible bonuses based on the improvement of sales processes and operational efficiency.
Is your sales team geographically dispersed? Regional Sales Managers can bridge the gap!
Regional Sales Manager
Regional Sales Managers oversee sales activities within a specific region, setting regional strategies and ensuring that sales targets are met.
Average Salary: Compensation includes a base salary plus bonuses and commissions, often dependent on regional sales performance.
Now that we've explored the various roles within a sales team and functions that contribute to opportunity generation, let's shift our focus to the leadership team responsible for driving overall sales strategy and performance.
This dynamic trio – the Sales Director, VP of Sales, and CSO – plays a crucial role in setting the direction, motivating teams, and ensuring consistent sales growth for the organization.
Sales Director (Director of Sales)
The Sales Director sits at the helm of the sales organization. They oversee the entire sales team, develop and implement sales strategies, and drive overall sales growth. They report directly to the CEO and are instrumental in shaping the company's sales direction.
Average Salary: Typically includes a substantial base salary with significant bonuses and commission opportunities based on departmental successes.
Vice President (VP) of Sales
The VP of Sales is the strategic mastermind behind the sales department. They are responsible for setting sales objectives, developing long-term sales strategies, and overseeing all aspects of the sales organization.
Average Salary: This senior role often includes a high base salary coupled with substantial bonuses and stock options, reflecting their pivotal role in the company’s success.
Chief Sales Officer (CSO)
The CSO is the ultimate leader of the sales organization. They report directly to the CEO and are responsible for all aspects of sales, from strategy and planning to execution and performance management. They ensure the sales team aligns with the company's overall vision and drives consistent sales growth.
Average Salary: Includes a high base salary, bonuses, and often equity in the company, reflecting their top executive status and impact on the overall business.
Beyond the core sales team, the business world thrives on specialized roles.
Building a well-rounded sales team with the right mix of talent can be a challenge, especially for startups and growing businesses.
At Activated Scale, we specialize in connecting startups and businesses with vetted and experienced fractional sales talent – including BDM's and Sales Development Representative. Let's explore two specialized roles and their functions in more detail.
Business Development Manager
BDMs are the strategic hunters of the business world. They identify and develop new business opportunities, conducting market research, analyzing trends, and forging strategic partnerships. Their focus is on expanding the reach of your company and securing future sales pipelines.
Average Salary: Compensation usually includes a base salary plus performance-related bonuses based on new accounts and business opportunities secured.
Read: Why Startups Are Embracing Fractional Sales Talent
Sales Consultant
Sales Consultants are the wise owls of the sales world. They leverage their deep industry knowledge and expertise in sales strategies to advise clients on how to optimize their sales processes and build stronger customer relationships.
They can act as mentors, trainers, or even outsourced sales representatives for businesses.
Average Salary: Typically involves a base salary plus bonuses linked to the impact and outcomes of their consultancy.
Conclusion
Congratulations! You've reached the final movement of our symphony of sales roles.
Choosing the right sales roles is crucial for optimizing your business's performance and achieving sustained growth. From the technical expertise of Sales Engineers to the strategic acumen of a Chief Sales Officer, understanding these roles and their responsibilities ensures that your sales force is both efficient and effective.
At Activated Scale, we specialize in connecting your business with the right fractional sales talent. Whether you need the dynamic energy of an SDR/BDR, the strategic approach of an Account Executive, or the seasoned oversight of a Vice President of Sales, our platform provides the flexible staffing solutions you need to grow your business.
Our unique try-before-you-hire model ensures that you find the perfect fit for your team, allowing you to assess the impact of our professionals before making a long-term commitment.
Are you ready to enhance your sales capabilities and drive your business objectives forward? Contact us today to discover how our tailored fractional sales staffing solutions can transform your business's sales strategy.
