When you are good with technological stuff, software development might not be a problem but finding the right buyer is a different story. This is why you need a software sales professional. Nevertheless, there are some factors you ought to consider before picking the winner. It is important to get the number of cases the person has completed successfully. 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. Being passionate about sales and marketing will make the person a better software salesperson and you will get results faster. 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. You should stay away from candidates who do not want to talk about the losses. The best software sales professionals are not afraid of recounting their mistakes because this is how they learn how to do better.
In order to get a better account of what the person has been up to in the recent past, you have to see the sales records. 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. 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. 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. 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. Before a meeting is scheduled or a call placed, research has to be done and knowing how the person goes about that is important. It helps to tailor the communication to help the meeting.