Most Important Skills for an Inside Sales Manager at Integrated DNA Technologies
Austin emphasizes the importance of listening skills for both sales managers and sales representatives, highlighting that managers must "empathize and understand with what's going on on the ground" to effectively lead their teams, while reps need to actively listen to customers to truly understand their needs and tailor their approach. Ultimately, success in sales hinges on a "desire to... have a high motor" and the willingness to put in the necessary effort.
Sales Skills, Listening, Strategic Thinking, Organization, Motivation
Advizer Information
Name
Job Title
Company
Undergrad
Grad Programs
Majors
Industries
Job Functions
Traits
Austin Jacobs
Inside Sales Manager, North America
Integrated DNA Technologies
University of San Diego
Finance, Marketing
Biotechnology & Pharmaceutical
Sales and Client Management
Honors Student, Scholarship Recipient
Video Highlights
1. Listening is crucial in sales, both as a manager and a rep, for understanding needs and building buy-in.
2. Organization is key for sales reps to effectively manage customer relationships and territories.
3. A high motor and willingness to put in the effort are essential for success in sales, as results are directly tied to effort.
Transcript
What skills are most important for a job like yours?
I'll answer on two fronts. One, from my current job as a sales manager, and the other as a sales rep. I think the sales rep perspective is more relevant to people coming out of school, at least at the undergraduate level.
As a sales manager, I'd say one of the most important skills is listening. You need to listen to the people reporting to you: their challenges, what's going well, and what's not. It's important to empathize and understand what's happening on the ground.
You also need to align that understanding with where the company wants to go. This means having a strategic vision to see the gap between where you are and where you want to be, and figuring out how to bridge that. Building buy-in from individuals on how to get there is key.
So, listening is really important, as is having that strategic mindset. Being organized is also crucial, and this applies to both managers and sales reps.
For sales reps, a big thing is knowing what your customers are doing and knowing your territory. Staying organized, understanding what's happening, and knowing how you're reaching out to customers is a big piece of the role.
As an individual sales rep, listening is again the biggest thing. It's about how you ask questions and understand your customer's needs. If I just start pitching my product without understanding their needs, I might miss what they actually require.
If I understood their needs better, I could tailor my conversation. What they need might be something simple, and we wouldn't need a full, drawn-out pitch. It could be a quick and easy interaction that leads to a bigger win.
So, listening is a major factor. Also, a desire to have a high motor. Sales is very much a role where you get out what you put in. If you reach out to more people and have more sales calls, you'll likely have a better chance of hitting your targets. If you're willing to put in the effort, sales is definitely a good place to be.