Sales consultants are the behind-the-scenes strategists who help companies turn interest into revenue. They partner with sales teams, spot what’s working (and what’s not), and map out smarter ways to win customers.
In this guide, we’ll break down what is a sales consultant, the skills that make them great, where they work, what they earn, and how to become one. Whether you’re considering this career or hiring for it, you’ll find clear, practical tips inside.
What Does A Sales Consultant Do?
As a sales consultant, your job is to help companies make more money by increasing sales, and these sales consultant job duties often involve improving processes, messaging, and how teams convert leads. These professionals work closely with companies to improve their sales strategies and suggest changes to help meet sales goals. They are often the first point of contact for leads and enquiries and play a key role in maintaining relationships with both new and existing customers.
One of the main sales consultant responsibilities is to understand what customers want and offer solutions to meet those needs. They also manage sales teams, hire new staff, and teach employees how to keep proper records.
Sales consultants work with the marketing team to come up with new ways to promote products and services. They also help sales teams work together and set goals, and monitor how they’re doing. Another important job is to keep an eye on sales reports and make sure that all sales documents are prepared according to company standards.
In short, a sales consultant job description is full of exciting challenges that will help the company succeed. These include managing teams, coming up with strategies, and building strong customer relationships.
Typical Work Environment for Sales Consultants
Sales consultants work in a variety of settings, but the majority spend their time in offices. They typically work eight hours a day, five days a week, often under tight deadlines and sales targets, though the work environment may vary.
Sometimes they travel to meet clients or communicate with them via phone and email. They also attend events to meet new people, expand their networks, and generate new sales leads.
With expertise in B2B Sales Consultancy Services, they apply proven skills across insurance, education, and healthcare—helping organisations generate stronger pipelines and deliver consistent growth.
Sales Consultant Salary in the UK:
The salary range for a sales consultant in the UK is £27,000-£47,000 per year. However, pay varies according to the type of work and industry.
For example, full-time sales consultants may earn a consistent salary, whereas contract sales consultants may have different pay structures. Experience, as well as the specific company or industry in which they work, can influence their salary.
Essential Skills Every Sales Consultant Needs
Interpersonal Skills in Sales Consulting
Interpersonal skills are essential for a sales consultant because they help them form strong connections with others. These skills enable consultants to easily connect with clients, making it easier to discuss products and services in meetings. In sales consulting, interpersonal skills are essential for establishing trust and maintaining long-term relationships.
Negotiation Skills That Drive Results
Negotiation skills are essential for sales consultants because they help close deals and keep customers satisfied. A skilled negotiator can persuade clients and close deals that benefit both the company and the customer. These skills are useful in any industry because they help sales consultants secure valuable business deals and maintain strong customer relationships.
Networking Abilities for Career Growth
Networking is key for sales consultants, as it helps them build strong relationships with people. Consultants can boost sales and grow their businesses by making valuable connections. They can connect with clients and expand their professional network, which is critical for career advancement and business success.
Self-Motivation in Sales Consulting
Self-motivation is an essential characteristic for a sales consultant. They manage junior sales representatives and set their own goals. They take the initiative to start projects and see them through to completion, ensuring tasks are completed without constant supervision. This self-motivation enables them to succeed and produce results in their roles.
Customer Service Excellence in Sales
Customer service is an important skill for any sales consultant. They must understand their customers’ needs and assist them in making decisions about products or services. A good sales consultant communicates effectively, listens attentively, and is patient. After the sale, they follow up to ensure that the customer is happy and satisfied, which builds trust and encourages repeat business.
Gaining Relevant Experience to Stand Out
To become a successful sales consultant, you must have relevant experience. Companies frequently seek candidates with experience in advertising, sales, and marketing. If you do not have this experience, consider starting with an internship or an entry-level job to gain the required skills. This experience may help you stand out when applying for sales consultant positions in the future.
What Value Can a Sales Consultant Bring to a Business?
A good sales consultant can help a company grow by establishing a strong sales team. They guide the team to achieve their goals and keep things running smoothly.
Sales consultants also ensure that the team’s goals are aligned with the business’s goals, which helps to keep everyone focused.
Setting clear goals and tracking progress allows businesses to stay focused and improve over time. Sales consultants’ problem-solving abilities can make a significant difference in boosting business success.
Steps to Start a Career in Sales Consulting
Get the Right Education and Certifications
Having the appropriate education and certifications can help you become a successful sales consultant. Many employers seek candidates with a degree or certificate in business administration or marketing. Some may even prefer candidates who hold a master’s degree in business administration. Having the right qualifications on your CV will help you stand out to employers.
Professional Certifications
Sales certifications are an excellent way to demonstrate your expertise and improve your chances of getting a job. These certifications demonstrate a specific level of professional sales knowledge and skills. A popular certification is the Certified Professional Sales Person (CPSP), which takes approximately six weeks to complete. This certification from the National Association of Sales Professionals provides you with valuable networking and training opportunities.
The Institute of Sales Management also offers a valuable certification called the ISM Certificate in Sales & Marketing. This beginner course is ideal for those who are new to sales or have previously worked in another industry. It allows you to apply your theoretical knowledge in real-world situations.
Advanced Courses
If you’re looking to improve your sales skills further, you can also take specialised courses like SPIN Selling, offered by Huthwaite International. This seven-week course focuses on improving emotional intelligence in sales, helping you understand the strengths and weaknesses of your selling style.
For those interested in digital sales, HubSpot’s Inbound Sales Certification is an excellent option. It takes about two hours to complete and is free. It provides an introduction to online sales and marketing strategies.
With the proper education and certifications, you’ll be well on your way to becoming a highly qualified and successful sales consultant.
Explore Different Sales Consulting Roles
Sales consulting positions vary by industry. Retail, software, healthcare, and manufacturing all require different product knowledge and sales cycles.
Choose sectors that match your skills or interests. On job boards and LinkedIn, look for “sales consultant” or “consulting” plus your preferred industry.
Read through each listing to find the tools, metrics, and customer types that are right for you. Set job alerts to catch new opportunities and apply with a focused CV.
Define Your Area of Specialisation
Choosing a specific area of sales to specialise in can make you stand out to employers. Focus on building your skills, gaining relevant certificates, and gaining experience in that area. By doing this, you create a strong profile and solid references that will help you land jobs as a specialised sales consultant.
Build a Strong Professional Network
Networking helps you find clients and grow as a sales consultant. Join relevant organisations, attend local events, and start friendly conversations.
Keep your social profiles fresh. Share useful tips, comment on posts, and join industry groups so people notice your work.
Small steps matter. Say hello, follow up, and be helpful. Trust brings opportunities.
Use Job Boards and Online Platforms
When looking for a sales consultant job, there are many online platforms to explore. Indeed, for example, allows you to filter by location, salary, contract type, and skills to see only roles that are a good fit for you. Set job alerts, save favourites, and apply with a tailored CV to move faster and stay organised.
Optimise Your CV and Cover Letter for Sales Consulting
Tailor your CV and cover letter to each role. Start with results that match the job, like inbound lead generation, conversion rates, and revenue wins.
Use the job ad’s keywords in the CV and mirror the language. Quantify a few wins, such as “grew qualified leads by 35% in 6 months” and “cut response time to 2 hours.”
Add a short summary at the top and keep the layout clean. Proofread once, then again.
How to Hire the Right Sales Consultant for Your Business
A sales consultant can make a big difference for your business. They have new ideas and the skills needed to solve sales problems and boost performance. A good sales consultant can help your team grow and make sure you stay successful in the long run.
Finding the right consultant starts with figuring out what your sales problems are. Look closely at the problems your team is having and figure out what needs to be fixed. It might be time to get expert help if, for example, lead conversion is slow or sales are going down. These problems could be the result of poor lead nurturing, unclear messaging, or follow-ups that don’t work.
A sales consultant can help boost morale and coaching if your team is having trouble with low morale or high turnover. They can help you stabilise your income and boost your profits if you’re losing money because of poor leads and customers who don’t stay. If your marketing isn’t reaching the right people, a consultant can also help.
You can deal with these problems directly by hiring a sales consultant. They will help your team come up with good plans and set clear goals, which will help your business reach its full potential and help you grow in a competitive market.
Qualities to Look for When Choosing a Sales Consultant
When hiring a sales consultant, it’s critical to understand what qualities you’re looking for, because these qualities of a sales consultant can determine how much impact they’ll have on your team. Every consultant possesses unique skills, but there are some characteristics that all successful consultants share.
First, sector experience is essential. A consultant who is familiar with your industry or a related field will understand your customers, competitors, and sales trends better than someone who is unfamiliar with the subject. This expertise will allow them to provide valuable insights and strategies.
Past performance is another important factor. Choose a consultant with a track record of increasing sales and producing measurable results. References and previous work will demonstrate how they have made an impact in other businesses.
Effective communication skills are also required. A consultant must be able to inspire your team and clearly communicate strategies. During the interview, pay attention to their interpersonal skills and how they communicate.
Sales tech expertise is important, too. A consultant who knows CRM and other core tools can track trends, spot pipeline issues, and react quickly. Staying current with technology makes processes smoother and reporting clearer.
Lastly, coaching and mentoring abilities are vital. A strong consultant teaches your team practical skills, shares playbooks, and builds confidence.
How Sales Consultants Differ from Sales Associates
When you walk into a store or visit a company, you may encounter two types of salespeople: sales associates and sales consultants. Although both work in sales, their roles are different. A sales associate often assists customers with everyday purchases, prioritising excellent customer service and supporting the store’s operations.
In contrast, a sales consultant typically works with more complex products or services, providing expert advice and helping customers make informed decisions. Let’s look at the important differences between a sales associate and a sales consultant in Sales Consultancy Services, including their work requirements, abilities, pay, and career pathways.
Overview: Comparing Sales Associates and Sales Consultants
Sales associates and sales consultants may seem like they do similar jobs, but there are key differences. A sales associate is typically the first person you encounter in a store. Their primary responsibilities include helping customers find what they need, answering questions, and guiding them through the purchasing process. They may also help with checkout, refunds, and maintaining the store’s appearance.
Sales consultants, on the other hand, typically have more specialised knowledge and work with more sophisticated products or services. They take the time to understand a customer’s requirements and provide tailored advice. The sales consultant duties and responsibilities are to build relationships with clients and help them make informed decisions. Consultants often work with high-end products or services and are expected to be knowledgeable about what they’re selling.
While both professions are critical to a company’s success, their responsibilities, required skills, and earning potential are different.
Role Breakdown: What a Sales Associate Typically Does
Sales associates play an important role in every store or business. Their primary job is to help customers by promoting the company’s products and services. They are the ones who meet guests, give advice, and answer questions regarding the things for sale. A sales associate needs to know all the details about the products so they can explain features and benefits clearly.
They not only answer questions but also help customers at checkout, process returns, and handle refunds. Sales associates are always there to make sure that customers have a pleasant experience. Being friendly, approachable, and having good communication skills are all important for the job. At the end of the day, they are the face of the company and represent its values and customer service standards.
Salary Comparison: Sales Consultant vs. Sales Associate
Sales associates and sales consultants earn quite different salaries. A sales associate in the UK earns an average of £29,000 a year. The salary range for sales associates typically falls between £21,000 and £33,000, depending on experience and location.
However, sales consultants typically earn more. In the UK, their average pay is approximately £27,000-£47,000 per year, with experienced consultants earning quite a bit more.
Educational Backgrounds of Sales Associates vs. Sales Consultants
Sales associates and sales consultants typically have similar educational backgrounds, but there are a few key differences. Most associates have a bachelor’s degree, usually in business. Sales consultants often hold a business degree, although they may also have extra training or certifications.
While both roles require a decent education, sales consultants typically have more education or experience in managing more complex products or services.
Workforce Demographics: Sales Associates and Consultants Compared
Sales associates and sales consultants have some differences in their demographics. Sales associates average around 41 years of age, while sales consultants are typically older, averaging about 47. In terms of gender, the majority of sales associates are women (61.6%), while sales consultants have a higher ratio of men (63.2%).
Sales personnel are more diversified in terms of race. Approximately 55% are white, 21.4% Hispanic or Latino, and 10.6% Black or African American. The majority of sales consultants are Caucasian (72.8%), with 14.2% being Hispanic or Latino.
The proportion of LGBT people is slightly higher among sales associates, at 7%, compared to 6% among sales consultants. These distinctions represent each group’s distinct makeup, as determined by the roles they fill and the items or services they sell.
Responsibilities: Sales Associate vs Consultant
Sales associates and sales consultants do different jobs. Sales staff are in-store. They might manage a section, like women’s or jewellery and help customers buy. They are responsible for tasks like running the till, processing returns and product information. Sales staff also try to upsell to customers, use basic math skills to handle money and sometimes manage the store’s social media.
Sales consultants do a more specialist job. They provide expert advice and help customers choose the right products or services, usually for more complex purchases. Consultants are involved in determining a customer’s needs and matching them with the right product.
They may also help develop sales strategies or train others. The main difference is that sales consultants focus on building relationships and use extensive product knowledge, while sales associates handle day-to-day tasks and make quick decisions in-store.
Both try to increase sales, but consultants work with more complex products and services, and associates work with day-to-day customer service and retail operations.
Skills: Sales Associate vs Sales Consultant
Sales associates and sales consultants require different skills to do their job. Sales associates need to provide great customer service as they spend a lot of time talking to customers. They also need to know how to do sales transactions, manage the sales floor and deal with cash. Other key skills include retail sales, loss prevention and basic maths for handling money and calculating totals.
However, sales consultants put more focus on the sales process and product knowledge. To explain things to customers, they need to know it themselves. A good consultant is also proficient with point of sale (POS) systems and can cross-sell products. They need to have strong work ethic and excel in pre-sales, so everything is ready before a customer buys.
FAQs
A sales consultant is not the same as a sales associate, though the two positions may overlap in some companies. A sales associate usually supports day-to-day store sales, helps customers find items, and completes purchases. A sales consultant often spends more time learning what the customer needs and giving detailed recommendations, especially for more complex buys.
What is sales consultant definition in retail? In retail, a sales consultant helps customers choose products or services that need more explanation. They ask a few questions, explain key features, and compare different options in a simple way. You often see this role in places like phone shops, electronics stores, furniture stores, and showroom-style retail.
The most significant difference is the level of support. Sales associates focus on quick help and smooth transactions, while sales consultants focus on advice, product knowledge, and building trust during bigger decisions. The exact duties can change in each company, so it is a good idea to check the job description before applying or hiring.
Before you start the job, work on your people skills. You need to be able talk to people clearly and build trust. If you want to learn how to deal with real questions and objections, work in sales, customer service, or account management. Then, focus on consultative selling by learning everything there is to know about the product and how to fit it to each customer's needs.
A junior sales consultant is usually an early-career role that supports the sales team while learning the full sales process. They often research prospects, contact leads, book meetings, and keep records updated in the CRM. Over time, they may start making calls, giving product presentations, and helping close smaller deals with guidance.
A sales consultant usually spends more time figuring out what the customer needs and suggesting the best choice. To meet monthly sales goals, a sales representative often follows a specific sales process to sell a certain product or service. In many workplaces, the titles are similar, but the consultant job is usually more about giving advice and finding a long-term fit.
Many sales consultants earn commission, but not all roles include it. A common setup is a base salary plus commission when they hit sales goals. Some companies pay a bonus instead, especially when the focus is on service and long-term relationships.
They both sell, but the style is often different. A sales consultant usually starts by understanding the customer’s problem, then suggests the best solution. A salesman may focus more on closing the sale faster, although many companies use the words in the same way.
A sales advisor assists customers in selecting a product or service that best meets their needs. They respond to questions, explain options, and walk the customer through the purchase. They may also follow up after the sale to make the customer feel confident in their decision.
