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. This is the reason why you need a software sales professional. For this reason, it is crucial to get your facts right before you decide who gets the job. It is important to get the number of cases the person has completed successfully. 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. This is not the easiest job for a person without passion but those who do will be winning in many cases. However, no one will avoid a loss in the entire career and you have to ask about that as well. You are going to get information on the deals the accountable candidates have lost because they know there is nothing wrong with losing. If the candidate is not forthcoming about this, you do not even have to go on with the interview. The best software sales professionals are not afraid of recounting their mistakes because this is how they learn how to do better.
You should look at the sales records over the past 2 years and see the trend. There should be a steady growth because it shows that the person is invested in succeeding and bringing better value to the clients. The person has to pick the important thing between happy customer and failure to meet the quota for the particular month. You have to know that the person will put your needs first before the money he or she might get from a deal.
Salespeople should not be comfortable wasting time because this is what gives the best returns. Thus, the software sales professional should give you a breakdown of how he or she spends his or her time. The person has to find new clients, make sure the existing relationships are not going south as well as close deals and for a single person, this can become too much. 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 a meeting is scheduled or a call placed, research has to be done and knowing how the person goes about that is important. It helps to tailor the communication to help the meeting.