what is a sales consultant?

As a sales consultant, you participate in improving a company's sales and product promotion. Since you have experience in the sales industry and a well-developed network, you facilitate negotiations and persuade your network to purchase your client's products. Using a structured and proven process, you strive to close deals effortlessly.

You work with sales and marketing teams to analyze opportunities and develop marketing strategies. As a sales consultant, you offer advice and assist sales representatives in developing marketing strategies to meet targets and goals. Since you are responsible for nurturing relationships with the company's clients, you train the sales representatives to drive sales and close deals.

As a sales consultant, you work for a consulting firm and help different companies improve their sales strategies. Alternatively, you focus on a specific organization and use your skills to analyze market statistics, develop ways to improve brand awareness, and beat competitors. You don't meet with prospects when you work for a specific company, as you have sales representatives to close deals. Your role involves supervising and advising the company on areas of improvement concerning sales.

Would working as a sales consultant suit your negotiation skills? Then read on to find out what competencies and qualifications you need to thrive in a sales consultant role.

sales consultant jobs

average sales consultant salary

According to Job Bank, sales consultants in Canada receive an average salary of $52,444 per year. The earnings in the role fluctuate based on your experience and educational qualifications. In an entry-level role, you earn a lower salary than senior sales consultants. You start with an annual salary of $39,967, but with experience, your earnings increase to over $100,000 per year.

what factors affect the salary of a sales consultant?

Your earnings fluctuate based on your responsibilities and the company. In some organizations, sales consultants find product leads and sell the items to the prospects. You may also work with the marketing team to improve brand awareness and develop strategies for improving the sales process. When you have additional responsibilities, you are likely to earn more compared to sales consultants who focus only on selling to customers.

Working in a large company may also significantly improve your earning prospects. Large companies have an extensive customer base and often deal with different product categories. They also have vast resources and offer additional perks, including sales commissions and bonuses.

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types of sales consultants

Some of the different types of sales consultants include:

  • Independent sales consultants: an independent sales consultant is an external expert in sales who helps companies achieve their goals. Your role is to assess your client's current sales and marketing strategies and study market statistics. You recommend the best promotional strategies for various company products and train sales representatives on ways to close deals.
  • Automotive sales consultants: in this role, you are an expert in selling vehicles and automobiles. Your job is to study demographics and identify groups likely to buy a specific type of vehicle. You also design sales strategies for specific target groups.
  • Home sales consultants: you assist real estate agents in closing deals and selling properties. You do this by devising sales and marketing strategies that target different types of buyers.
  • Sales and marketing consultants: a sales consultant can harmonize the functions of sales and marketing teams and ensure they work towards the same goals. For instance, you help companies develop marketing strategies that complement sales techniques to ensure their customers receive the same message.
woman using smart phone
woman using smart phone

working as a sales consultant

Working as a sales consultant involves developing creative ways to sell products and services to different customers. You need persuasiveness and creativity to meet your targets and accomplish your goals.


sales consultant skills and education

To become a sales consultant, you should meet the following job requirements:

  • College course: while some employers provide on-the-job training if you have completed secondary school, having a college degree improves your employment prospects. Pursue a course in marketing or business administration to excel in a sales consultant role.
  • Work experience and certification: in most provinces, sales consultant jobs are not regulated. However, if you specialize in selling certain products, you may require certification from a provincial regulatory body. For instance, a licence from Ontario's Motor Vehicle Industry Council (OMVIC) is necessary to sell vehicles in Ontario. You also need a certificate from Skilled Trades Ontario to sell building materials and hardware products, while sales consultants in Quebec require certification from Quebec's Ministry of Employment to sell books.

competencies and characteristics of sales consultants

Some of the skills and competencies of a sales consultant include:

  • Persuasion: as a sales consultant, you persuade potential customers to purchase your client's products or services. You emphasize the product's features and highlight its benefits to consumers. To improve your persuasiveness, you should communicate clearly, listen actively, and answer your prospective customer's questions promptly.
  • Positivity: as a sales consultant, you project genuine enthusiasm and a positive outlook, and you use optimistic language in your conversations. People are drawn to someone with positive energy and enthusiasm about a product. Hence, your language should resonate with your clients.
  • Outgoing personality: you need an outgoing personality to strike up conversations with strangers and sell your products subtly. You appear friendly and are capable of drawing people into conversations easily.
  • Detail-oriented: as a sales consultant, the product features, prices, and inventory should be at your fingertips. When the figures change, you keep up with the details to avoid giving misinformation to prospective customers.


Here, you will find the answers to the most frequently asked questions about the profession of a sales consultant.


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