How to Choose Software Sales Professionals.
You may have everything you need in developing a software but selling might not be your strong point. This is 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. 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. 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. If the candidate is not forthcoming about this, you do not even have to go on with the interview. 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 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.
To salespeople, time is money which is why they cannot afford to waste it. Thus, the software sales professional should give you a breakdown of how he or she spends his or her time. There are existing accounts to be taken care of, new deals to be made as well as transactions to complete and that can become overwhelming. 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. This is how these software sales professionals will get information on how to personalize the meeting.