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. Getting the right information about the candidates will make sure you make the right pick. 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. Being passionate about sales and marketing will make the person a better software salesperson and you will get results faster. 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. Accountable people will not lie to you when you ask about the lost deals. 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.
You should look at the sales records over the past 2 years and see 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 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.
Salespeople have to manage their time well because it will affect the amount of money they get. This is why you need the schedule of the person. 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 best salespeople do not waste even a single minute and will make sure deals are closed fast so that they can move on to the next task. Before a meeting is scheduled or a call placed, research has to be done and knowing how the person goes about that is important. It helps to tailor the communication to help the meeting.