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. Thus, you ought to recruit 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. Every great seller will brag about the big wins he or she has won in the past and if this information does not come up right away then you know there is a problem. Passion is all a person needs to learn the best ways to close the deals and if you find a passionate salesperson then you know that you have won. 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. If the candidate is not forthcoming about this, you do not even have to go on with the interview. The greatest software sales professionals will admit where they have gone wrong because it is the only way to find a way of doing things differently and 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. When there has steady growth, you get the assurance that the person is keen on making sure the clients are succeeding and getting the best value of the resources invested in the job. 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. 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. 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. The best professionals do not just make a call without doing baseline research which is why you need information on how this is usually done. It helps to tailor the communication to help the meeting.
Refer to: check my blog