Tech sales is a rewarding and very lucrative career path that offers many opportunities for growth and development. However, it also comes with its challenges and demands. Whether you are new to the field or looking to advance your skills, here are some tips on how to succeed in tech sales.
What is Tech Sales?
Tech sales is the process of selling technical solutions that solve specific problems or challenges for customers. Tech sales can involve selling software as a service (SaaS), hardware products, or tech/IT services. Where tech sales differ from other types of sales because it requires a deeper understanding of the product, the customer, and the industry.
Why Choose Tech Sales?
Tech sales is a great career choice for many reasons. Some of the benefits of tech sales are:
- Salary: Tech sales reps can earn well above the average income, especially if they have a commission-based compensation structure. According to Glassdoor, the average base salary for a tech sales rep in the US is $84,000, and the average total pay is $121,000.
- Growth: Tech sales is a fast-growing and dynamic industry that offers many opportunities for career advancement and learning. Tech sales reps can move up the ladder to become account managers, sales managers, or sales directors. They can also switch to different verticals or niches within the tech industry, such as cybersecurity, cloud computing, or artificial intelligence.
- Impact: Tech sales reps can make a positive difference in the world by helping customers solve their problems and achieve their goals. Tech sales reps can also contribute to the innovation and development of new technologies that can improve the lives of millions of people.
How to Break into Tech Sales?
If you are interested in starting a career in tech sales, here are some steps you can take to break into the industry:
- Connect and network with other tech sellers: One of the best ways to learn about tech sales is to talk to people who are already in the field. You can reach out to tech sales reps on LinkedIn, join online communities and forums, or attend events and meetups. You can ask them about their experiences, challenges, and advice on how to get started.
- Showcase your skills and value: To land a tech sales job, you need to demonstrate that you have the skills and qualities that employers are looking for. Some of the most important skills for tech sales are communication, problem-solving, curiosity, resilience, and adaptability. You can highlight these skills on your resume, cover letter, and portfolio. You can also create a personal brand and online presence that showcases your passion and knowledge for tech sales.
- Find creative ways to get experience: If you don’t have any formal experience in tech sales, you can still find ways to gain some exposure and practice. For example, my experience in tech sales started at Nintendo of America in a contract role. Now I know contracting isn't for everyone, but is it a viable path along with taking online courses or certifications, participating in sales competitions or hackathons, or creating your own projects or side hustles. These activities can help you build your confidence, network, and portfolio.
How to Succeed in Tech Sales?
If you already have a tech sales job, or you are looking to improve your performance, here are some tips on how to succeed in tech sales:
- Understand your product and customer: To sell effectively, you need to have a deep understanding of what you are selling and who you are selling to. You need to know the features, benefits, and value proposition of your product, as well as the pain points, needs, and goals of your customer. You also need to know the market trends, competitors, and industry best practices.
- Use sales technology to optimize your workflow: Tech sales reps can leverage various tools and platforms to streamline and enhance their sales process. For example, you can use a CRM system to manage your contacts and deals, an email automation tool to send personalized and timely messages, a sales engagement tool to track and measure your buyer interactions, or a document-signing tool to close deals faster.
- Build relationships and trust with your prospects: Tech sales is not about pushing a product, but about helping a customer. To do that, you need to establish rapport and trust with your prospects. You can do this by listening actively, asking open-ended questions, providing value-added information, following up consistently, and delivering on your promises.
- Learn from feedback and data: Tech sales is a continuous learning process that requires you to adapt and improve. You can learn from feedback and data from various sources, such as your customers, managers, peers, or mentors. You can also use sales analytics and metrics to track your progress and performance and identify areas of improvement.
So, is it for you?
Tech sales is a rewarding and lucrative career path that offers many opportunities for growth and development. However, it also comes with its challenges and demands. To succeed in tech sales, you need to have the right skills, mindset, and strategy. You also need to be passionate, curious, and resilient. If you follow these tips, you can achieve your tech sales goals and enjoy a fulfilling career.
