Tips for Choosing a Software Sales Professional.
You may have everything you need in developing a software but selling might not be your strong point. This is the reason why you need a software sales professional. Getting the right information about the candidates will make sure you make the right pick. You have to know the number of software the person has sold before you put your work on their hands. Every great seller will brag about the big wins he or she has won in the past and if this information does not come up right away then you know there is a problem. Being passionate about sales and marketing will make the person a better software salesperson and you will get results faster. No salesperson can say he or she hasn’t lost a deal when he or she has been in the industry for a while and you have to get the information 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. You should not be associating yourself with someone who cannot be honest about the losses in the career. The best software sales professionals are not afraid of recounting their mistakes because this is how they learn how to do better.
In order to get a better account of what the person has been up to in the recent past, you have to see the sales records. When there has steady growth, you get the assurance that the person is keen on making sure the clients are succeeding and getting the best value of the resources invested in the job. 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. Winning new clients, closing deals and keeping the existing relationship going is a lot of work. 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. It helps to tailor the communication to help the meeting.
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