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 the reason why you need a software sales professional. For this reason, it is crucial to get your facts right before you decide who gets the job. This means knowing the number of deals the person has won in the past. Sales representative are known to brag about their greatest accomplishments which means you will get to hear the best deals they have won so far within the first few minutes of the interviews. 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. 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. Accountable people will not lie to you when you ask about the lost deals. If the candidate is not forthcoming about this, you do not even have to go on with the interview. 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.
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. Your happiness should be important to the person and not just be minting some notes.
Salespeople should not be comfortable wasting time because this is what gives the best returns. This is why you need the schedule of the person. Winning new clients, closing deals and keeping the existing relationship going is a lot of work. 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. The more facts the person has about the clients, the better he or she will be at personalizing the meeting to help in closing the deal.