Tips for Choosing 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. Getting the right information about the candidates will make sure you make the right pick. This means knowing the number of deals the person has won in the past. 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. Being passionate about sales and marketing will make the person a better software salesperson and you will get results faster. 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. Accountable people will not lie to you when you ask about the lost deals. 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.
You should look at the sales records over the past 2 years and see 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. 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. 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 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.