The Differences Between Sales & Business Development Positions

business developments

What are the differences between business development jobs & sales jobs

Years ago, a sales representative was an employee who both searched for new clients & closed sales. They visited offline & online places to find customers, make presentations, phone calls, emails, concluded contracts & were responsible for the entire cycle of attraction, development & closure. Today, two roles have arisen from one:

  1. Business development representative.
  2. Sales representative.

Briefly – the responsibilities of the first & second are:

  1. Search, find & attract customers, turning a cold client into warm.
  2. Taking a warm client & make a sale, closing the deal on the finish line. 

So, the first finds & attracts, the second sells. A unified work of both depends on how well the company will do in terms of revenue generation & so the work of the two must be aligned within the same goals & consider the capacities of one another.

Why these two were separated? Because of the increasing specialization & complexity of the described processes in the modern world. In the two next chapters, we’re diving into bigger detail of their professional responsibilities. 

Business development positions & responsibilities

Client attraction & pre-heating is a science, which today requires a nearly completely different set of skills than typical salesmen have. That’s why many specialists speak about business development vs marketing making these notions equal, as client attraction is the main task & part of marketing efforts. So, what specifically a business development representative does:

  • makes marketing researches, studies markets, segments clients & initiates marketing campaigns
  • searches for clients online & offline, including buying client databases from specialized companies
  • builds tools for attraction of them online, which would include marketplaces, Google search, contextual & banner advertising, direct ads, blog posts, social media, email marketing, phone calls & other available channels
  • contributes to building a brand of a company by taking part in advertising, social responsibility, charity & participation in various events
  • creates websites & landing pages to attract clients & lead them through the sales funnel to create leads & prospects from cold or pre-heated clients
  • searches businesses to cooperate with – working on them and/or their clients, including a partnership with other brands.

Since everything mentioned requires increasingly bigger skills & more advanced software tools, a business development representative’s salary easily can be bigger than the salary of a salesperson. But what it will be in your company shall be decided only by you, depending on how hard it is to attract specifically your client, how hard it is to sell to an attracted client & what is the correlation between the two in efforts & time.

sales vs development

 

Sales responsibilities

The second important part of client work is given to the sales rep. This guy takes a client from the point where they were left off by a business development guy & does these tasks:

  • makes presentations & consultations
  • does field meetings
  • gives booklets & test pieces
  • does drafts of contracts
  • handles prospect objections
  • signs contracts & monitors payments
  • does cross-sell, up-sell
  • makes sure the rest of the client lifecycle.

Best job titles for sales & business development

What can increase the dedication of your employees, making them work better yet not consuming additional costs? A sound job title! Here are some, which you might employ.

Business development titles could be like:

  • Business Development Manager
  • Business Development (Special) Representative
  • Business Development Deputy
  • Senior/Vice President of Business Development
  • Director of Business Development.

 

 

 

For sales department:

  • Strategic Sales Manager
  • Solutions Consultant
  • Corporate/Individual/VIP Sales Representative
  • Account Manager/Representative
  • Sales Director
  • Vice President on Sales.

Recommended articles

business developments

The Differences Between Sales & Business Development Positions

You might have heard of business development vs sales & don’t quite understand how they differ (if they are) or, if not, why these two…

inbound sales

Inbound Sales: What Their Nature Is And How To Use Them

With so many terms and notions appearing and used in sales, it becomes super easy to be lost in them. A term of inbound sales…

ops guide

Sales Ops In 2021: What They Are & What Are They Responsible For

What is a sales operations leader & how they differ from usual sales leaders a.k.a. salesmen? What are their key functions, everyday activities & role…

outsourced sales management

Ways To Increase Sales For Your Business

Any business requires sales and strives to increase them to boost revenue. There are many ways how to increase sales and we list the most…

sales acumen

What Is Business Acumen And Why It Is So Important In Sales

Speaking about definitions of business acumen, what it is exactly, what it consists of, how to develop it & how it applies in practice to…

sales process

How Formalized Sales Process Affects Sales

While sales generate revenues for companies, salesmen have their own approaches towards negotiations with prospects, closing deals & making presentations. By formalizing these efforts &…

relationship selling

What Is Relationship Selling, How It Works And What Benefits It Brings?

A professional salesperson knows many fancy words concerning their job and utilizes many approaches. One of such is relationship sales, also known as the relation-based…

outsourced sales

What Is Sales And Operations Planning

Sales and operations planning, alternatively known as S&OP or simply SOP, is an important managerial function, which is called to provide the consistency and synchronization…

outsourced sales

The Percent Of Sales Method Explanation

A percentage of sales method is one of the simplest ways of rough estimations of different business indices for all companies that sell their products…

outsourced sales

Creating the Sales Strategies In the Effective Marketing Strategy

A plan of sales is a tool that tells your employees what the company’s objectives are, what numbers a team of salespeople has to reach,…

outsourced sales

How to Structure a Company’s Sales Team

A chosen model of sales affects the profit of a company and the associated numbers like the sales department size and quota attainment. We’re looking…

outsourced sales

Reasons to Hire or Not Outsource Sales Team

More and more B2B companies realize that outsourcing may bring outstanding results to their performance and increase the sales of their products. Even though the…

call centre metrics

The Most Important Call Centre Metrics for Tracking

A good call centre is not about bringing sales or promoting the product only, but also about making decisions that impact staff performance. It is…

Business Process Outsourcing: Outsource Your Customer Support

Why does business process outsourcing work better than in-house Outsourcing? Use our article to find out everything about outsourcing customer support. 

live chat support

Why It’s Better to Outsource Your Customer Support

Today’s business industry is teeming with multitudes of advantageous and cost-saving techniques and tools aimed at enhancing a company’s productivity and performance. The highly progressive…

outsource sales calls

How to Increase Sales for Your Business

There are many ways to increase your sales for your business online. However, the main things to consider in each of your strategies are customers,…

outsource customer services

Customer Acquisition Trends in 2021

Customer acquisition has always been a key factor while running a business. However, due to the recent events caused by the pandemic, companies and marketers…

customer service outsourcing

Outsourcing Сall Сenter VS Traditional Call Center Services

Let’s delve deeper into the advantages of outsourcing call center services over traditional call center services. Over the last couple of decades, hiring a call…

call centre outsourcing companies Kyiv

Why Outsourcing Jobs in Ukraine is a Great Idea

The cost of the same category of services provided in different countries may differ significantly which may seem illogical. It is a well-known fact that…

live chat outsourcing

The Pros and Cons of Outsourcing

Are you considering the thought of outsourcing jobs abroad? Do you know what outsourcing is, how it works, and where you can do it? Nowadays,…