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. You have to know the number of software the person has sold before you put your work on their hands. 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. 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 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. 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. 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. 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 best salespeople do not waste even a single minute and will make sure deals are closed fast so that they can move on to the next task. 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.
Reference: my explanation