How to Choose Software Sales Professionals.
Even if you have managed to build a world-changing software, finding a buyer might not be that easy. Thus, you ought to recruit a software sales professional. Nevertheless, there are some factors you ought to consider before picking the winner. You have to know the number of software the person has sold before you put your work on their hands. 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. 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. 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. 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. 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. This is why you need the schedule of the person. 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. This is how these software sales professionals will get information on how to personalize the meeting.