Tips for Choosing 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. 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. This is not the easiest job for a person without passion but those who do will be winning in many cases. You also need to get details of the lost deals because someone who has been selling software for a while will have one or more lost deals. 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 not be associating yourself with someone who cannot be honest about the losses in the career. 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. 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. You have to know that the person will put your needs first before the money he or she might get from a deal.
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. The person has to find new clients, make sure the existing relationships are not going south as well as close deals and for a single person, this can become too much. 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. Before making a call to the potential buyer, the professional has to do research and you ought to know the methods used. This is how these software sales professionals will get information on how to personalize the meeting.