5. Opportunity Management – Complete sales professionals understand how to identify, manage, develop, and close the right sales opportunities. To do this, they’re experts at opportunity planning, territory management, opportunity development, and closing.

6. Relationship Management – Becoming a trusted advisor to the buyer only happens when the sales professional is successful at building relationships, communicating, distributing information, and influencing others ethically through collaborative dialogue. Building relationships within your own organization is just as critical. Make sure that you take the time to forge relationships with your support teams, delivery teams, management or any other party that is involved in your sales process.

7. Customer Management – Complete Sales Professionals continue their relationship after the sale. Providing top-notch service to buyers ensures repeat business and a solid sales reputation.

8. Time Management – Understanding the crucial elements of managing personal time to achieve ones goals and objectives. Great sales professionals understand that they must define the right tasks for the day or month, prioritize them, schedule them and execute.

9. Technology Management – Complete sales professionals utilize technology in order to maximize personal and organizational effectiveness.

There are many people that wonder why sales professionals are “harried,” have short attention spans, are always too busy, or seem a “little flustered”. Perhaps by identifying and understanding the 9 Selling Knowledge Areas, there is a newfound understanding why!

So the question is, what can you do today to become better in each of the 9 areas? Which are you the strongest in? Or in which area are you the weakest? Make plans to improve in each area every single day.

Brian Lambert, CRSP is a Managing Partner and Chief Growth Officer with ReveGrowth, a revenue growth consultancy that helps small- and mid-sized businesses drive revenue by design. In this role he is responsible for Sales & Marketing functions as well as consulting with select clients and speaking and writing on key areas of corporate growth, sales, marketing, and service. As a growth discipline expert and thought leader on sales growth systems, individual sales performance, and sales culture, Brian has been instrumental in defining the ReveGrowth methodologies that help client companies and individuals achieve superior results. He consults with select client companies and is a sought after public speaker and author. He can be reached at http://www.revegrowth.com.

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