Tips for Choosing a Software Sales Professional.
When you are good with technological stuff, software development might not be a problem but finding the right buyer is a different story. Thus, you ought to recruit a software sales professional. Nevertheless, there are some factors you ought to consider before picking the winner. This means knowing the number of deals the person has won in the past. Sales representative are known to brag about their greatest accomplishments which means you will get to hear the best deals they have won so far within the first few minutes of the interviews. Being passionate about sales and marketing will make the person a better software salesperson and you will get results faster. However, no one will avoid a loss in the entire career and you have to ask about that as well. People who are truly accountable will not hold back when you ask about the deals they have lost. You should stay away from candidates who do not want to talk about the losses. The greatest software sales professionals will admit where they have gone wrong because it is the only way to find a way of doing things differently and better.
Make sure you have got an inventory of the kind of work the person has been doing in the last 2 years so that you can check out the trend. Steady growth confirms that the person is actually growing career wise which can only mean that the clients are getting the best value for the money they are investing in the person as well as success. You ought to know if the person prefers meeting the monthly quota or making sure the customers are happy even if the quota is not made. Your happiness should be important to the person and not just be minting some notes.
To salespeople, time is money which is why they cannot afford to waste it. Thus, the software sales professional should give you a breakdown of how he or she spends his or her time. There are existing accounts to be taken care of, new deals to be made as well as transactions to complete and that can become overwhelming. The greatest software sales professionals like Mark Sellecchia are those who know how to manage their time in such a way that no single moment is wasted and they do not take forever to close the deal. Before making a call to the potential buyer, the professional has to do research and you ought to know the methods used. This is how these software sales professionals will get information on how to personalize the meeting.