Lesson Objective

The objective of this lesson is to help the sales person understand their main role, daily responsibilities, and expected contribution to the sales process.

1. Main Role of the Sales Person

The sales person is responsible for identifying potential customers, understanding their needs, presenting the company products or services, following up with customers, and helping convert opportunities into confirmed deals. The sales person is also responsible for keeping customer data updated in the CRM/ERP system to ensure proper tracking and reporting.

2. Key Responsibilities

The sales person is expected to:

Search for new potential customers and leads.

Contact leads and understand their business needs.

Record all customer information in the CRM/ERP system.

Create and update opportunities.

Follow up with customers regularly.

Coordinate meetings and product demonstrations.

Prepare or request quotations and proposals.

Follow up on submitted quotations.

Update the status of each lead or opportunity.

Coordinate with the delivery, implementation, or support team when needed.

Report sales activities to the Sales Manager.

Maintain professional communication with customers.

3. Daily Activities

The sales person should perform the following activities on a daily basis:

Review assigned leads and opportunities.

Contact new or pending leads.

Follow up with existing customers.

Update the CRM/ERP system with calls, meetings, notes, and next actions.

Check pending quotations and proposals.

Share updates with the Sales Manager.

Escalate any customer issue or important request when needed.

4. CRM / ERP Update Rules

All sales activities must be recorded in the system. The sales person should update:

Lead information

Customer contact details

Opportunity status

Meeting notes

Call notes

Expected closing date

Next follow-up date

Quotation status

Lost reason, if the opportunity is lost

Keeping the system updated is important because management depends on this data for sales pipeline review and decision-making.

5. Communication Responsibilities

The sales person should communicate clearly and professionally with customers and internal teams. The sales person should:

Respond to customer inquiries on time.

Use official communication channels.

Confirm important discussions by email when needed.

Share clear customer requirements with the concerned team.

Avoid giving commitments before confirming internally.

Escalate urgent or critical issues to the Sales Manager.

6. Coordination with Internal Teams

The sales person may need to coordinate with:

Sales Manager for approvals and pricing.

Product team for product details.

Implementation team for project scope and delivery questions.

Finance team for payment terms or invoicing.

Support team for existing customer issues.

Good coordination helps avoid wrong commitments and improves customer experience.

7. Expected Behavior

The sales person should:

Be professional and respectful.

Be organized and committed to follow-up.

Understand customer needs before offering a solution.

Keep customer information confidential.

Be honest about product capabilities.

Follow company policy and approval rules.

Maintain accurate records in the system.

8. Performance Expectations

The sales person may be evaluated based on:

Number of leads contacted.

Quality of follow-up.

Number of qualified opportunities.

Opportunity conversion rate.

Pipeline value.

Quotation follow-up.

Customer communication quality.

Accuracy of CRM/ERP updates.

Achievement of sales targets.

9. Important Reminder

The sales person’s role is not only to sell, but also to build trust with customers, understand their needs, and represent the company in a professional way. A well-organized sales person helps the company improve customer relationships, increase sales opportunities, and maintain accurate business reporting.

Completion Confirmation

After completing this lesson, the learner should understand:

The main role of the sales person.

Daily sales responsibilities.

The importance of updating the CRM/ERP system.

Communication and follow-up expectations.

How the sales role supports company growth.