You’re starting a new technical sales job. How do you make sure you hit the ground running?

2 Understand the sales process

The next step is to understand the sales process and the expectations of your manager and your team. You need to know how to qualify leads, how to conduct discovery calls, how to present demos, how to negotiate contracts, and how to manage accounts. You should also learn the tools and systems that your company uses to track and measure sales performance, such as CRM, pipeline, and forecasting. The more you align with the sales process, the more efficient and effective you’ll be in your role.

3 Build relationships

The third step is to build relationships with your colleagues, your customers, and your partners. You need to establish trust, rapport, and credibility with everyone you interact with. You should also seek feedback, advice, and support from your peers, your mentors, and your leaders. You should also network with your existing and potential customers, as well as your partners, such as resellers, consultants, or integrators. The more you connect with others, the more opportunities and referrals you’ll generate.

4 Develop your skills

The fourth step is to develop your skills and competencies as a technical sales professional. You need to constantly improve your technical knowledge, your sales techniques, and your customer service skills. You should also invest in your personal and professional growth, by reading books, blogs, and articles, by taking courses, webinars, and certifications, and by attending events, conferences, and workshops. The more you learn and grow, the more value you’ll add to your customers and your company.

5 Set goals and track progress

The fifth step is to set goals and track progress for your short-term and long-term success. You need to have a clear vision of what you want to achieve, how you plan to achieve it, and how you measure your performance. You should also review your results regularly, celebrate your wins, and learn from your losses. You should also seek feedback from your manager, your team, and your customers, and adjust your strategy and actions accordingly. The more you focus on your goals and progress, the more motivated and accountable you’ll be.

6 Solve problems and add value

The sixth and final step is to solve problems and add value for your customers and your company. You need to understand the pain points, the needs, and the goals of your customers, and provide them with the best possible solution. You should also anticipate and overcome any challenges, objections, or issues that may arise during the sales cycle. You should also look for ways to upsell, cross-sell, or renew your customers, and to generate referrals and testimonials. The more you solve problems and add value, the more loyal and satisfied your customers will be.

7 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?