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. Thus, you ought to recruit a software sales professional. Getting the right information about the candidates will make sure you make the right pick. You have to know the number of software the person has sold before you put your work on their hands. 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 not be associating yourself with someone who cannot be honest about the losses in the career. The best software sales professionals are not afraid of recounting their mistakes because this is how they learn how to do better.
You should look at the sales records over the past 2 years and see the trend. There should be a steady growth because it shows that the person is invested in succeeding and bringing better value to the clients. 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. It is better to make sure that the software sales professional will make sure the clients are happy and not directing the deal in the direction that will leave him or her with the highest amount of money.
Salespeople have to manage their time well because it will affect the amount of money they get. 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. These professionals know how to close the deal fast and make every minute count. 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.