1. Sales development
The sales development team sits between the marketing and sales functions of the business and is in charge of identifying, connecting with, and qualifying prospects. This team includes outbound, as well as inbound sales development. They're tasked with setting up qualified meetings between an account rep/sales rep and a potential buyer with a high probability of purchasing our product.
- Outbound sales development identifies potential customers in the early stages of the buyer's journey. They're primarily responsible to drive awareness and interest in your product.
- Inbound sales development receives leads generated by the marketing team. They then qualify and quantify those leads.
2. Account executive or sales rep
Once an opportunity is determined to be qualified, it is then passed to an account executive/sales rep, who takes ownership of the opportunity and conducts the rest of the sales process. Armed with a firm understanding of the company's products, account reps/sales reps determine the needs of these potential customers and make compelling arguments for the products which will fulfill those needs.
3. Account manager
After the sale has been made, there is often an account manager in charge of a customer that will continue to support the needs of that customer. Account managers maintain close ties with their clients and will recommend company products that will satisfy the evolving needs of those clients. They are the ones who retain and further monetize existing customers.
4. Sales manager
Typically the direct supervisor of the sales team is the sales manager. This is the person that makes sure the sales team has the tools they need to get their jobs done and ensures that everyone is performing up to par.
5. Sales VP
Higher up the management chain is the Sales VP. The VP doesn't have a direct supervisory role in the day-to-day operation of the sales staff. Rather, they represent the sales team as part of the overall organization, ensuring that everyone's goals are aligned and providing direction for the Sales Manager.