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. Getting the right information about the candidates will make sure you make the right pick. It is important to get the number of cases the person has completed successfully. 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. 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. 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. There is no software sales professional who is worth his or her name who is going to hide the mistakes from you because this is how better strategies are realized in dealing with the problem.
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. 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. 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 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.
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