Sales Consultant vs. Sales Representative: What Are the Differences?

A career in sales can be very rewarding, but it’s important to understand the different types of sales positions before you begin your job search. Sales consultants and sales representatives are two common roles in the sales industry. In this article, we compare and contrast these two positions, including job duties, necessary skills and average salaries.

What is a Sales Consultant?

Sales Consultants are responsible for providing expert advice to customers and helping them find the best products or services to meet their needs. They work closely with other members of the sales team to develop strategies for achieving sales goals and targets. They use their knowledge of the products or services to educate customers and answer their questions. They also work to build relationships with potential customers and identify new sales opportunities. Sales Consultants typically work in retail environments or for companies that provide services to businesses.

What is a Sales Representative?

Sales Representatives are responsible for generating new leads and developing relationships with potential customers to promote and sell products and services. They work closely with other members of the sales team, such as sales managers and sales consultants, to develop strategies and close deals. Sales Representatives use a variety of methods to reach potential customers, such as cold-calling, networking, emailing and social media. They also attend trade shows and conferences to build relationships with potential customers. Sales Representatives keep detailed records of their interactions with customers and report their activity to their supervisor.

Sales Consultant vs. Sales Representative

Here are the main differences between a sales consultant and a sales representative.

Job Duties

Sales representatives and sales consultants fulfill different duties during their work. Sales representatives have direct contact with customers, so they’re responsible for interacting with them to determine what products would benefit them and convince them to purchase those products. Sales representatives use their knowledge of products to guide conversations and help customers make decisions.

Sales consultants assist sales representatives by providing them with support while the representatives are engaging with customers. A sales consultant’s job is to ensure that the company meets its quotas by helping sales representatives reach agreements with customers. Consultants can also provide assistance to customers when needed.

Job Requirements

Sales consultants and sales representatives typically need at least a high school diploma to enter the field. However, some employers prefer candidates who have a bachelor’s degree in business administration, marketing or another related field. Additionally, many sales professionals pursue certifications through organizations like the National Association of Sales Professionals (NASP) or the American Society for Quality (ASQ). These organizations offer training programs that teach sales professionals how to use sales software and other tools they might need on the job.

Work Environment

Sales consultants and representatives typically work in different environments. Sales representatives often travel to meet with clients, so they may spend a lot of time on the road or in airplanes. They also usually work during regular business hours, but their schedules can vary depending on when clients are available.

Sales consultants usually work in an office setting where they can collaborate with other employees and access resources like computers and printers. Their work schedule is more flexible than that of a sales representative because they don’t have as many client meetings throughout the week.

Skills

Sales consultants and sales representatives share some similarities in the skills they use on the job. Both need to be able to build relationships with potential customers, understand their needs and communicate effectively. They also both need to be knowledgeable about the products or services they are selling and be able to answer questions about them.

However, there are some differences in the skills that sales consultants and sales representatives use. Sales consultants typically work with larger, more complex sales, so they need to be able to think strategically and have a deep understanding of the sales process. They also need to be able to manage multiple projects at one time. Sales representatives, on the other hand, may work with smaller sales or be responsible for only one product or service. As a result, they may not need to be as strategic in their thinking and can focus more on the day-to-day tasks of selling.

Salary

Sales consultants and sales representatives both work in sales, but they have different roles. Sales consultants typically earn an average salary of $67,461 per year, while sales representatives earn an average salary of $62,309 per year.