Guidelines for Selecting a Software Sales Professional.
Even if you have managed to build a world-changing software, finding a buyer might not be that easy. This is the reason why you need a software sales professional. For this reason, it is crucial to get your facts right before you decide who gets the job. 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. However, no one will avoid a loss in the entire career and you have to ask about that 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. The best software sales professionals are not afraid of recounting their mistakes because this is how they learn how to do 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. 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. You have to know that the person will put your needs first before the money he or she might get from a deal.
To salespeople, time is money which is why they cannot afford to waste it. You ought to ask the software sales professional how he or she dives the available time between all the activities which have to be completed. Winning new clients, closing deals and keeping the existing relationship going is a lot of work. These professionals know how to close the deal fast and make every minute count. Before a meeting is scheduled or a call placed, research has to be done and knowing how the person goes about that is important. 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.