Guidelines for Selecting 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. 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. 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. 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 have to ask the important thing for the person between not making the monthly quota and having unhappy customers. Your happiness should be important to the person and not just be minting some notes.
Salespeople should not be comfortable wasting time because this is what gives the best returns. This is why you need the schedule of the person. 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. The more facts the person has about the clients, the better he or she will be at personalizing the meeting to help in closing the deal.