How to Choose Software Sales Professionals.
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. Nevertheless, there are some factors you ought to consider before picking the winner. This means knowing the number of deals the person has won in the past. 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. 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. 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. 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.
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. There should be a steady growth because it shows that the person is invested in succeeding and bringing better value to the clients. You have to ask the important thing for the person between not making the monthly quota and having unhappy customers. 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. Winning new clients, closing deals and keeping the existing relationship going is a lot of work. 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 a meeting is scheduled or a call placed, research has to be done and knowing how the person goes about that is important. This is how these software sales professionals will get information on how to personalize the meeting.
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