Ep. 5: How to Survive Your First Year as an Tech Sales Professional: 10 Tips From People Who Have Been There

Did you know that according to the Harvard Business Review, the average tenure in the sales field is less than two years? Tech sales is undoubtedly a challenging career that takes years to master before becoming a true Don Draper, a character from the iconic show Mad Men that has come to embody sales and advertising.

To assist you in navigating the world of cold calling, networking, meeting targets (or not), and surviving your first year as a tech sales representative, we at MarketStar Bulgaria have compiled a list of 10 invaluable tips from individuals who have experienced it firsthand.

Find a mentor and build strong relationships with colleagues and clients:

Sales is not a solo endeavor, so you need a strong network to enhance your IT sales skills and connect with prospects. Learning from your colleagues and their stories of successes and failures will also help you establish robust relationships with clients. Data suggests that feeling unappreciated is the top reason clients abandon a company. Having a mentor by your side during your first 12 months can be particularly valuable in making your experience enjoyable.

In fact, mentors can provide you with invaluable insights into your own thinking process. Colin Campbell, Director of Marketing at Sales Hacker, once shared, "I once had a sales mentor who spent a lot of time teaching me logical fallacies and cognitive biases. He showed me how to construct a rational argument and how to see the reasoning in others' arguments. It was like a crash course in the debate club."

Master the technology to become an expert in your field:

As part of your first-year learning journey, you should strive to gain a comprehensive understanding of the product or service you are selling, its user benefits, and any specific customization options available. Additionally, since technology evolves rapidly, it's crucial to stay up-to-date with the latest news, trends, and events in the field. This ensures that you can deliver genuine value to customers and contribute to your company's growth.

Brian Halligan, co-founder of Hubspot, shares insights on the changing sales landscape: "I started my career as a salesperson in the nineties when the sales representative controlled the funnel and had all the information prospects needed, including pricing and discount options. Now, 90% of that control has shifted to marketing. It's a self-service approach, and you need to be exceptionally helpful to rise to the top of the funnel. The game has changed significantly."

Learn to provide tailored solutions and ensure positive customer experiences:

While a tech sales representative should possess a deep understanding of the promoted technology to establish credibility and trust, they must also adopt a customer-centric approach. Show your customers that you care and listen to their needs, enabling you to address their specific pain points and desires. Although picking up the phone might be intimidating at first, you'll discover that building rapport is indeed possible.

"Done correctly, sales is all about helping other people solve their problems, address their concerns, or measurably improve their lives in some way. Once you develop a profound understanding of your customer base, you'll approach each conversation ready to assist," says Jeremy Boudinet, Marketing Manager at Nextiva.

Learn from rejections to overcome burnout and change your mindset:

Even if you excel as a sales representative and are not afraid of conversations, rejections will still be an inevitable part of your career. Therefore, learn to develop persistence since it typically takes around five conversations and demos with prospects to generate qualified opportunities. Embrace rejections and use them as learning experiences. Identify areas for improvement and plan your time accordingly, focusing on the calls and touches you need to initiate each week to achieve your monthly sales targets.

Sales professional and author Jill Konrath emphasizes, "My most valuable investment in becoming a better salesperson wasn't a course or a book—it was changing my mindset."

Leverage data to analyze your work:

To analyze past deals and plan effectively, don't hesitate to delve into data-driven insights that help make sense of the unknown. Utilize customer relationship management (CRM) software and other tools to track customer interactions, identify upselling or cross-selling opportunities, refine your sales strategy, and more. Be open to using AI tools when necessary to optimize data analysis while building genuine connections.

Will Yang, Head of Growth at Instrumentl, advises, "For salespeople struggling today, I recommend becoming comfortable with the unknown. Sales is an almost always unpredictable process, and it can be challenging to maintain a positive attitude when you don't know what the next step will be. Instead, focus on understanding your market so you can make more informed decisions."

Hone your communication skills and overcome the fear of reaching out:

Building real connections requires excellent listening, communication, and emotional intelligence skills. Sales thought leader Roy Bartell advises, "Most people think that 'selling' is the same as 'talking.' However, the most effective salespeople understand that listening is the most crucial part of their job."

Personalization is essential; according to McKinsey, fast-growing companies generate 40% of their revenue through personalization. Additionally, refine your skills to present tech concepts clearly and in a friendly manner that engages customers.

Cultivate a growth mindset for long-term success:

Your first 12 months might feel like a rollercoaster, but it's important not to lose sight of your long-term goals: professional and personal growth in the tech sales sector. Interestingly, experts have found a link between a growth mindset and higher sales, so it's crucial to maintain a growth-oriented mindset throughout your journey to long-term success.

Will Cannon, CEO at UpLead, says, "Don't become too preoccupied with winning battles to the point where you lose the war."

Stay resilient and focus on your well-being:

Despite the demands of your sales role, it's crucial to strike a balance between work and personal life. Cultivate resilience to handle rejection and high-pressure situations, and remember that even simple activities like regular exercise and pursuing healthy hobbies can help you recharge and find fulfillment in your work.

Matt Hearne, Seraph Science, provides valuable advice, "Learn to say no. Sometimes, saying no is the most powerful sales tactic you can have."

Ensure you've found the right company:

While some experts associate job hopping with better opportunities and skill development, everyone needs to find a place they belong sooner or later. Therefore, ensure that the company you choose offers the necessary support, growth opportunities, shared vision, and benefits that help you maintain a positive and productive mindset beyond your first 365 days.

Noah Kagan from Sumo.com offers guidance, "Go find a product that you truly believe in."

Do not hesitate to pay it forward:

Last but not least, let's discuss the importance of giving back. Even as you gain confidence in your abilities, continue to show respect to your colleagues and expand your network. Engage in conversations, seek advice, join communities, and learn from the experiences of others. Remember that there will be others after you who are trying to survive their first year, and you may be the one to pay it forward and help them succeed.

Marketing guru Neil Patel expresses it eloquently, "Sometimes when you follow your dream, it opens the door for others to be able to follow theirs."

At MarketStar Bulgaria, we are committed to helping young tech sales professionals grow long after their first year. If the tech sales sector resonates with you, don't hesitate to become a part of our growing family!