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. Thus, you ought to recruit a software sales professional. For this reason, it is crucial to get your facts right before you decide who gets the job. This means knowing the number of deals the person has won in the past. 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. You also need to get details of the lost deals because someone who has been selling software for a while will have one or more lost deals. 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 stay away from candidates who do not want to talk about the losses. There is no software sales professional who is worth his or her name who is going to hide the mistakes from you because this is how better strategies are realized in dealing with the problem.
You should look at the sales records over the past 2 years and see the trend. 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 have to ask the important thing for the person between not making the monthly quota and having unhappy customers. You have to know that the person will put your needs first before the money he or she might get from a deal.
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. 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 a meeting is scheduled or a call placed, research has to be done and knowing how the person goes about that is important. This is how these software sales professionals will get information on how to personalize the meeting.