You may have everything you need in developing a software but selling might not be your strong point. This is why you need a software sales professional. Getting the right information about the candidates will make sure you make the right pick. You have to know the number of software the person has sold before you put your work on their hands. People who are happy about what they have accomplished so far will not hold back when they are talking about their accomplishment and this is how you tell the people who enjoy what they do. 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. You are going to get information on the deals the accountable candidates have lost because they know there is nothing wrong with losing. You should not be associating yourself with someone who cannot be honest about the losses in the career. 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.
You should look at the sales records over the past 2 years and see 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. 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.
Salespeople have to manage their time well because it will affect the amount of money they get. Thus, the software sales professional should give you a breakdown of how he or she spends his or her time. 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. This is how these software sales professionals will get information on how to personalize the meeting.