In some organizations, sales support representatives make inside sales to existing customers.
A sales support representative can have many different roles depending on the definition of the role within the company. However, in general, the intent of the role is to perform activities that support the core sales team. This can include administrative tasks, such as arranging travel and scheduling meetings, as well as sales-specific tasks, such as sending out sales materials and preparing quotes. In some cases, the support representative may be responsible for inside sales for existing accounts.
Sales support representatives are responsible for supporting the core sales team.
There are several different support activities involved in sales. They vary widely based on product factors, such as type, price range, and complexity, as well as company factors, such as size, industry, and structure. An activity assigned to a sales support representative in one company may be assigned to an administrative assistant, account representative, or marketing team member in another company.
Common duties include pre-sales activities such as market research and lead generation. For example, sales support representatives might scan attendees at an industry trade show to find good prospects and identify contacts. Depending on the employer’s process, you would provide this information to the sales team for follow-up, send information to the prospect, or make the initial call to determine interest.
Support professionals are also often involved in the sales process. This may include scheduling meetings between the prospect and the sales executive and may also include attendance at such meetings. It may include obtaining prices, coordinating bidding efforts between departments, and creating the final bid package or quote.
During the post-sale period, a sales support representative is often involved in the review and reporting process. This could include analyzing final numbers against goals or creating reports for one or more sales executives. For complex sales projects, such as those involving multiple products and services, it may also include attending meetings to identify what went well during the project and what could be improved in the future.
Occasionally, the title of sales support representative is used to describe a person who supports the company through sales. In this case, the representative could be part of the core sales team instead of the support team. As such, the representative may be responsible for presenting the product and closing the deal as well. This is often the case for small businesses or those whose product offerings don’t require much customization.