The Top Skills in Sales for 2021

Whether you are an employer hiring new talent to fill a skills gap or a hiring manager looking to plan your hiring strategy for the next 12 months, it has never been more important to understand which competencies and attributes are the most sought-after in Sales. In uncertain times, innovative solutions are increasingly needed to solve complex problems.

With this in mind, we have collated a list of some of the top skills which are set to shape 2021 in in Retail & Fashion. These are the skills which teams will need to thrive and succeed this year. For team leaders, they illustrate areas that may require focus and may highlight skills gaps.

However, this should not be viewed as an issue but also as an opportunity to upskill teams and individuals to take advantage of the trends which will define the years ahead. The other articles in this eBook will help you hire with skills in mind, and help you understand why upskilling and reskilling are so important in a modern organisation.

Sales is perhaps the best example of a profession where technology can augment processes but never truly replace them. Although digital transformation has meant that salespeople have more data than ever at their fingertips when it comes to developing leads, the real-world human skills needed to be successful remain unchanged; first and foremost, the ability to persuasively explain the benefit of a product or service and drive customers to a conversion.

Negotiating with clients

A salesperson should be able to negotiate internally, as well as with clients.

Negotiation in sales is, perhaps unsurprisingly, a key skill that can take years to hone. Not only should a salesperson be able to negotiate internally, but it is crucial to have the ability to negotiate with clients successfully. Repeat business in sales is key. Therefore, negotiating with clients is a necessity that should be handled with care and consideration. Individuals that have an open and friendly personality, teamed with the ability to make a sale, develop professional relationships, and be tough when they need to be, are key in a market of uncertainty and high competition.

Data & analytics

Trends and data analysis is becoming more and more commonplace in sales environments. The world is moving to become fully digitised.

This means that businesses need to change their approach to data and what they do with the information they are capturing from their clients and staff members. Trends and data analysis is becoming more and more commonplace in sales environments. Being prepared and providing your prospects with factual information is the ultimate way to win them over and will positively affect the bottom-line.

Pipeline planning

The ability to develop strategies that boost sales and achieve targets has always been highly sought-after.

Planning is crucial for any sales team to be successful. Professionals with skills in developing strategies to boost sales and achieve targets have always been highly sought-after in the sales sector. Planning can provide the time needed to be able to run a process with minimal bumps in the road. People that are well-versed in managing these processes can give your business the strategy it needs to be the best it can be.

Competitor analysis

Continuous competitor analysis to see where you are in the market is important for benchmarking.

Sales is a notoriously competitive market. So, it is important to be regularly tracking what your rivals are doing and to assess what the sales market looks like for your business and products. Understanding not only the sales market in general, but being able to forecast where the market is heading, is crucial for sales professionals who are on the ground speaking to clients. Proactive salespeople will be able to identify opportunities and risks in a business strategy.

Organisational skills

It is important to be prepared, organised, and know that you can plan.

Some sales professionals do not feel that organisation is a key aspect of their role. However, being organised is paramount to making sure workloads are managed effectively and that teams are collaborating effectively to reach the ultimate commercial objectives of an operation. Look for organisation as a trait when hiring a salesperson and you can be sure that your teams are working productively, and not over-working unnecessarily.

Key market knowledge

Having specialist market knowledge specific to your role, product, and the sector helps with sales.

Whether it be experience in the sales sector, or a strong willingness to learn about the market, having specialist market knowledge specific to your role, product, and the sector will aid the sales process. This can grant legitimacy and authenticity to your team when they speak to clients. Using knowledge to provide insight and make a sale is a great way to build rapport with clients and create a positive brand reputation. The trick to building a successful sales team is often to hire people with different specialist market knowledge that overlaps in key areas.

Embracing technology

Utilising new technology and mastering the tools available can play to your advantage.

While sales is still a very human-led sector, the continued introduction of new technologies can help boost productivity. Many professionals across all sectors are averse to change, but utilising new technology and mastering the tools available can play to an individual’s advantage, and is a desired skill when businesses are recruiting for top talent. The key here is to understand how technology can augment the principles of selling without replacing the human aspect.

Internal and external influencing

This involves being able to steer a sale and influence upselling or following a desired route.

Influencing your team members and clients is important for a salesperson – and the balance between the two is a daily challenge. Similarly to negotiating, your team members should be able to steer a sale in the direction they want, and influence others in terms of upselling, or following the desired strategy. Persuasion in sales is fundamental, and a sales professional who knows how to do this without coming off as hard selling is highly valuable to any sales team.