Guidelines for Selecting 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 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. You have to know the number of software the person has sold before you put your work on their hands. People who are happy about what they have accomplished so far will not hold back when they are talking about their accomplishment and this is how you tell the people who enjoy what they do. This is not the easiest job for a person without passion but those who do will be winning in many cases. 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. 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. 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. 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. You ought to ask the software sales professional how he or she dives the available time between all the activities which have to be completed. 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. The best professionals do not just make a call without doing baseline research which is why you need information on how this is usually done. The more facts the person has about the clients, the better he or she will be at personalizing the meeting to help in closing the deal.
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