How to sell everything to everyone: secrets of sales managers’ work

Selling something to someone who doesn’t even realize they need it can be challenging. The job of a sales manager involves engaging in dialogue with the client, understanding their needs, and presenting the product in a way that makes it seem indispensable. Whether working in an office or remotely, the profession holds the key secret: how to spark interest, engage, and ultimately close the deal.

### Sales Manager: What the Job Entails

Imagine someone who not only knows the product but also senses the market, understands clients’ desires even before they do. The job of a sales manager involves non-stop communication, finding points of connection with consumers, and the talent of persuasion.

### What Is Sold Remotely

Everything! From software to cosmetics, from professional courses to real estate.

### Differences Between Remote and Office Work

So, how does remote work differ from office work? The first and most obvious difference is the lack of attachment to the office. No expensive suits, coffee breaks at the vending machine, chance encounters at the copier. Instead, the employee is in their familiar space, creating a work atmosphere. Sales managers working from home have the freedom to act while maintaining their professional responsibilities.

### Tasks of a Remote Sales Manager

A remote sales manager transforms into a virtual detective. Hot calls – when there is already a list of potential clients who have shown interest in the product or service. Warm calls – the next stage, where the client is already somewhat familiar with the product, possibly due to the employee’s efforts on social media. Cold calls, on the other hand, require strategy. Here, clients do not yet know they need something. The goal is to awaken this need in them, offer something so enticing that they cannot refuse.

### Client Consultations

Consulting is the delicate art of understanding customers’ needs and offering exactly what can satisfy them. A remote manager uses all available technologies: Skype calls, WhatsApp, Telegram, Zoom conferences. The salesperson must not only understand the product details but also present it in a way that the client can see all the benefits even through a screen.

### Deal Support and Document Handling

Concluding deals and handling documents remotely require a sales manager to be highly organized and attentive to details. Use CRM systems to track all stages of the deal, provide people with all necessary documentation and instructions. Minimize paperwork.

In this block, every aspect of a sales manager’s work is structured in a way that the client feels professionalism and an individual approach even without physical presence.

### Skills Needed to Land a Sales Manager Job

Every remote salesperson’s arsenal hides a set of lively techniques to engage people. The most commonly used methods in Russia are SPIN, AIDA, and BANT:

1. **SPIN (Situation, Problem, Implication, Need-Payoff):** Understand the client’s situation, identify the problem, clarify possible consequences, and offer a solution.
2. **AIDA (Attention, Interest, Desire, Action):** Attract attention with an interesting offer, generate interest in the details, ignite the desire to have the product, and prompt action – a purchase.
3. **BANT (Budget, Authority, Need, Timing):** Determine the client’s budget, clarify decision-makers, identify needs, and find out when the person is ready to make a purchase.

For written sales, it is crucial to be concise and precise.

### Necessary Programs and Internet Services

Good software is essential. The main programs every salesperson should know include:

– CRM systems (e.g., 1C, Bitrix24, amoCRM) to manage customer databases, track interactions, and automate many processes.
– Video conferencing services (Zoom, Skype, Microsoft Teams) for negotiations and presentations.
– Email services and tools for email marketing (MailChimp, SendPulse) to maintain constant communication with clients and automate mailings.
– Call tracking systems to analyze call effectiveness.

### Handling Objections

Sales managers face client objections daily. Here are some proven ways to handle them:

– **”Yes, but” method:** Agree with some of the client’s arguments, add “but” to show additional advantages of your offer.
– **Rephrasing:** Reformulate the client’s objection as a question that emphasizes the product’s benefits.
– **”Staircase” technique:** Gradually delve into the details of the objection to understand the client’s true reasons for doubt and systematically resolve them.

Effectively addressing objections not only closes the deal but also builds trust with the client, demonstrating care for their needs.

### Finding a Remote Sales Manager Job Without Experience

Many believe that without experience, it’s impossible. But that’s not true! Modern companies often offer on-the-job training to newcomers. Every day is a new lesson. You start with basic tasks, gradually moving on to more complex ones.

### Online and Offline Courses

If you seek independence or need to start working faster, online courses can help. Platforms like Skillbox, Netology, and others have developed sales, marketing, and communication programs tailored to the Russian market. Students study materials at their own pace and receive a certificate confirming their qualification. Training can take from 4-6 weeks to 8-12 months and costs from 40,000 to 160,000 rubles.

Offline courses and training are also available, especially in major cities. Programs include theoretical lessons and practical sessions with real sales.

Inexperience is not a sentence but an opportunity to learn and grow.

### Earnings Potential of a Sales Manager

In Russia, a novice trade specialist can expect a salary ranging from 30,000 to 50,000 rubles per month. With increased experience and skills, sales managers in major cities can earn from 70,000 to 150,000 rubles and above.

For a more precise understanding, here are some specific examples from popular job listings:

– In IT companies, managers earn from 80,000 to 120,000 rubles.
– In the automotive industry, salaries range from 60,000 to 90,000 rubles.
– In the pharmaceutical sector, earnings vary from 50,000 to 80,000 rubles.

These figures increase with bonuses for meeting targets, sales commissions, and other incentive payments.

### Factors Influencing Earnings

The salary amount doesn’t come out of nowhere. It directly depends on several factors:

1. **Experience and Skills:** The higher the level of professionalism and communication skills, the higher the pay.
2. **Industry:** Some sectors, such as IT and pharmaceuticals, traditionally offer higher salaries due to product specifics and deal complexity.
3. **Work Region:** In Moscow and St. Petersburg, salaries are usually higher than in regional centers due to higher living costs and more business volume.
4. **Sales Results:** Companies use bonus and commission systems that significantly boost final income in case of successful plan execution.

### Conclusion

If you’re considering a career as a skilled salesperson and enjoy working from home or anywhere with internet access, it’s definitely worth considering a job as a sales manager.