Here's how you can enter the IT Sales industry without any prior experience.

Breaking into IT sales without prior experience can be challenging but entirely possible. Start by understanding the industry: read up on tech trends, products, and services. Develop soft skills like communication, negotiation, and problem-solving. Leverage transferable skills from past roles. Network actively—attend industry events, join LinkedIn groups, and connect with professionals. Consider entry-level positions or internships to gain hands-on experience. Finally, showcase your enthusiasm and willingness to learn during interviews. Your passion and dedication can set you apart.

Learning the basics in any industry is very important step, but having an understanding of what a sales profession is or is not should be your first objective. Sales is not for everyone. Yes, it can be a lucrative profession if done correctly, but it takes time, effort, creativity, personality, perseverance, and sometimes luck. Remember, the technology may be the product being offered, but you are also selling yourself. Your value, plus the value of the company you work for. I truly believe anyone can sell one thing, one time, it is the ability to sell over and over, again and again in all environments and to all types of customers, more so all types of people. A good salesperson must know themselves first, then the rest will follow.

Educate yourself about the IT Sales industry. Learn about different products, services, and trends. Follow industry news and developments to stay updated.

Leverage your unique strengths to break into IT sales. Start by understanding the IT landscape and developing essential sales skills. Build a strong professional network, both online and offline. Highlight how your transferable skills, such as problem-solving or communication, align with sales roles. Demonstrate a genuine interest in technology and a willingness to learn. Persistence and a growth mindset are key to overcoming challenges and securing your first IT sales position.

Networking is the backbone of a successful carrier. Technology may have changed but the objective has not. Social media is one tool in the tool belt. Meeting with people in person is still the best. Trade shows, industry events, local or regional networking forums are also useful. Just because you have thousands of LinkedIn connections that does not mean you will be successful. You still have to work with and leverage your contacts, always wanting to expand your network with the right contacts. Example - If you are going to take three days to attend an industry trade show then make sure you leverage your network of contacts to book as many meaningful meetings as possible while at the trade show. Your time is valuable, so don't waste it.

While direct sales experience is beneficial, skills like communication, persuasion, negotiation, and customer relationship management are crucial. Work on these through courses, workshops, or online resources.

Sales skills can be taught, but most successful salespeople have an inner ability to recognize an opportunity or not. Another important skill is listening to what the customer is saying. If you let them talk, they will tell you what they want and why they want it. The key objective to understand their business objective. They are not buying the technology for technology's sake; they are buying it to solve a business problem or need. Once you know their business requirement, then you need to know their budget for the project, followed by knowing who your competition is because there is always competition. Courses by Dale Carnegie will help you understand corporate structure as well as identifying champions that can help you win the deal.

Build connections within the industry. Attend IT conferences, seminars, and networking events. LinkedIn can also be a powerful tool for connecting with professionals in IT Sales.

Gaining experience is paramount for building confidence. If you are a new sales rep, it is best if you shadow an experienced sales rep in the field, in front of customers. This could be your manager, a mentor or as we used to say, your "Rabbi". I also strongly recommend you spend time with other departments in the company. You need to know how the sausage is made. How is it designed? How is it produced? How is it marketed? How is it supported? Where did it come from and where is it going? Who are the strategic partners? What is the GTM strategy? Mostly "Who buys it and why?" A good sales rep needs to be prepared to know these things because they will be asked by the customer. You don't need to know everything, but you need to be informed.

Identify companies that specialize in IT products or services you’re interested in selling. Research their products, market position, and sales approach. Tailor your approach to align with their needs and values.

Yes, knowledge is power but so is experience. Even something as different as retail sales, proves you have experience in customer interaction. A willingness to learn and try different things, is a good trait to have. The ability to articulate a clear message in a convincing manner. The patience to listen to others. However, I think the most important is to be goal oriented. You have to know what you want and to have a plan on how you are going to get there. Hitting your quota, monthly, quarterly and annually will help achieve your financial goals, but also other perks like president's club, or a new territory or new clients. It is not easy to memorialize this on a resume, but preparing to share these traits during the interview is the key.

I was taught to hire with a focus on "Hungry, Humble, and Smart". Keep learning about your product line but at the same time, keep learning about your competition's product line, industry trends, and experts in the field. Volunteer for committees. Have coffee with other employees and ask them what they do. If you can find a mentor, fantastic. But be kind to yourself. You will never know it all and those that tell you they do, are not to be believed. I once had an interviewee say he had to leave his previous three jobs over the course of 4 years because he simply learned everything there was to learn. I did not hire him. Ask good questions, listen a lot, and don't be afraid to give something ago.