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. 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. However, no one will avoid a loss in the entire career and you have to ask about that as well. You are going to get information on the deals the accountable candidates have lost because they know there is nothing wrong with losing. 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.
In order to get a better account of what the person has been up to in the recent past, you have to see the sales records. 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. The person has to pick the important thing between happy customer and failure to meet the quota for the particular month. Your happiness should be important to the person and not just be minting some notes.
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 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. The best professionals do not just make a call without doing baseline research which is why you need information on how this is usually done. 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.