営業マン

営業職の転職に必要なスキルとは何か?

営業職が転職で必要なスキル。

ずばり「一人で稼ぐ力」と「協調性」です。

私は営業管理職として、中途の営業職を採用する立場にいます。

営業職を採用する理由は、売り上げを伸ばしてほしいからです。

それも、なるべく早くです。

「一人で稼ぐ力」とは、自分で考えて動ける人材です。

ルート営業でも新規開拓営業でも、一人ひとりの営業マンが売る方法を考える必要があります。マニュアルはありません。

なので、面接では、いま勤めている会社でやった新しいことを話せると「一人で稼ぐ力」をアピールできます。私の経験を話します。以前に勤めていた会社で商品ジャンルが二つありました。AジャンルとBジャンルとします。営業マンのほとんどがAジャンルの商品を売っていました。Bジャンルは商品知識を学ぶのに時間がかかり、市場シェアも低かったのです。

Aジャンルを売っていくということは、社内の営業マン全員がライバルです。反対に、Bジャンルは社内のライバルがいません。Aジャンルも売りつつ、Bジャンルの勉強もして売っていくことをしました。Bが売れるようになると、Aは平均レベルしか売れなくても、Bの分が私の成績を引っ張ってくれたのです。

自分で考えて売り上げを伸ばしました。「一人で稼ぐ力」です。

もうひとつの「協調性」です。

会社員である以上、社内の人といっしょに仕事をする必要があります。

営業職であっても経理や開発部門と折衝する力が必要なのです。

会社によっては、営業と開発部門が中の悪いことがあります。私が以前にいた出版社だと、編集と営業の中がよくありませんでした。

「一人で稼ぐ力」と一見、矛盾していますが、社内を巻き込んで新しい商材を開発したり、業務を効率化する力をアピールできれば、転職面接が通りやすくなります。

出版社における営業と編集の関係性だと、営業は本の内容や作った背景を知ることができれば、売りやすくなります。本を売ってほしいのは編集も一緒です。編集だけが知っている情報が、編集部だけでストップしていました。しかも紙で。その紙の情報をPDF化して共有フォルダに入れる。それだけで営業の情報量が大幅にアップしました。

これは営業部と編集部が仲良くないとできない仕事です。「協調性」です。

どんな営業職でも、経理や人事、開発などといった他部署と仲良くしたことはあるはずです。そこで仕事の話もするでしょう。その関係性を文章化、言語化するようにしましょう。

まとめますが、「一人で稼ぐ力」と「協調性」。

この二つがあれば、営業職として一人前と見てもらえ、面接も通りやすくなります。

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