Why this matters:
One way to maintain and improve business leads is to ensure positive client experiences. It’s important to use digital solutions that can organize crucial client information, foster impactful relationships, and oversee multiple campaigns. With streamlined processes and visibility, candidates can promote growth and work more effectively.
What to listen for:
- Experience using various types of CRM software
- Ability to harness customer data to improve a service or product
- Strong interpersonal skills when establishing professional relationships
Why this matters:
Business development managers have ample experience guiding clients through every step of the customer journey — from first interactions to point of purchase. The candidate must be able to form their own best practices and help their coworkers fulfill the company’s goals using various sales techniques.
What to listen for:
- Clear understanding of the customer’s journey
- Ability to present clients with relevant solutions for their needs
- Willingness to provide honest, concrete feedback
Why this matters:
Business development managers who want to invest in growth need a strong understanding of economic trends and patterns. Candidates must be able to assess the market and articulate how their company’s product or service meets a client’s needs. If there is room for improvement, they must be proactive in closing any skills or knowledge gaps.
What to listen for:
- Knowledge of current market trends and risks
- Ability to find and pursue new business opportunities
- Exceptional research skills when conducting business analysis
Why this matters:
Fostering long-term client relationships is pivotal to business success. However, there are occasions when clients express dissatisfaction and terminate their partnerships. The candidate must know how to respond to such losses with a resilient, solution-oriented mindset — and establish processes that increase client satisfaction in the future.
What to listen for:
- Ability to reflect on negative client interactions with humility
- Proactive measures taken to retain existing clients
- Willingness to implement client feedback for improved performance
Why this matters:
When closing a deal, business development managers must know how to reach an agreement that benefits the business. However, professionals with different perspectives and experiences may view contracts differently and clash in opinion. In the face of tension, uncertainty, and discomfort, the candidate must display utmost professionalism while pursuing the best outcome for all parties.
What to listen for:
- Experience addressing and resolving conflicts in a civil manner
- Ability to identify a mutual resolution after reviewing a prospective deal
- Collaborative approach to interacting with different departments
Why this matters:
It can be daunting when a client pushes back on a business proposal — but it’s important for business development managers to find common ground and provide a logical rationale behind their decisions. If they exude confidence and a deep commitment to fulfilling the details of a contract, their actions can lead to a positive business outcome.
What to listen for:
- Sharp negotiation and persuasion skills
- Ability to work with various personalities and backgrounds
- Strong knowledge of legal and business contracts
Why this matters:
Business development managers oversee a team of professionals and are primarily responsible for their professional growth. As they invest in these key relationships, it’s crucial that they demonstrate strong leadership qualities, such as transparency, empathy, and a genuine desire to see others succeed.
What to listen for:
- Experience in staff management and corporate leadership
- Ability to prioritize accountability and growth
- Collaborative attitude when facilitating career development opportunities
Why this matters:
Client acquisition is just as important as client retention — and business development managers must be able to balance both tasks in order to propel their company forward. Whether it’s delivering exceptional customer service, responding to constructive feedback, or following up on previous conversations, they must be proactively involved in engaging their client base.
What to listen for:
- Multitasking skills when handling large volumes of clients
- Ability to prioritize customer satisfaction
- Willingness to improve current business development practices
Why this matters:
Whether working toward quarterly or annual corporate goals, business development managers must keep track of their action items and ensure that nothing falls through the cracks. Through careful time and project management, the candidate must be able to meet company expectations and maintain steady, ongoing growth.
What to listen for:
- Proven experience in meeting short-term and long-term business goals
- Ability to partner with other departments
- Project management skills
Contact a sales consultant.