Guidelines for Selecting a Software Sales Professional.
Even if you have managed to build a world-changing software, finding a buyer might not be that easy. 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. 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. 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.
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 have to ask the important thing for the person between not making the monthly quota and having unhappy customers. It is better to make sure that the software sales professional will make sure the clients are happy and not directing the deal in the direction that will leave him or her with the highest amount of money.
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. It helps to tailor the communication to help the meeting.