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. 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. This is not the easiest job for a person without passion but those who do will be winning in many cases. 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. You are going to get information on the deals the accountable candidates have lost because they know there is nothing wrong with losing. If the candidate is not forthcoming about this, you do not even have to go on with the interview. 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. When there has steady growth, you get the assurance that the person is keen on making sure the clients are succeeding and getting the best value of the resources invested in the job. 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.
Salespeople should not be comfortable wasting time because this is what gives the best returns. Thus, the software sales professional should give you a breakdown of how he or she spends his or her time. Winning new clients, closing deals and keeping the existing relationship going is a lot of work. 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. 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. This is how these software sales professionals will get information on how to personalize the meeting.