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 why you need a software sales professional. Getting the right information about the candidates will make sure you make the right pick. It is important to get the number of cases the person has completed successfully. 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. Being passionate about sales and marketing will make the person a better software salesperson and you will get results faster. 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. People who are truly accountable will not hold back when you ask about the deals they have lost. You should stay away from candidates who do not want to talk about the losses. 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. Steady growth confirms that the person is actually growing career wise which can only mean that the clients are getting the best value for the money they are investing in the person as well as success. You have to ask the important thing for the person between not making the monthly quota and having unhappy customers. 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.
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. 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. 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.