Tips for Choosing a Software Sales Professional.
You may have everything you need in developing a software but selling might not be your strong point. This is the reason why you need 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. Passion is all a person needs to learn the best ways to close the deals and if you find a passionate salesperson then you know that you have won. 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. People who are truly accountable will not hold back when you ask about the deals they have lost. 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.
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. There should be a steady growth because it shows that the person is invested in succeeding and bringing better value to the clients. 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. Your happiness should be important to the person and not just be minting some notes.
To salespeople, time is money which is why they cannot afford to waste it. Thus, the software sales professional should give you a breakdown of how he or she spends his or her time. The person has to find new clients, make sure the existing relationships are not going south as well as close deals and for a single person, this can become too much. 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. It helps to tailor the communication to help the meeting.