How To Get Into Tech Sales: What You Need To Know

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Technical salespeople, sometimes called sales development representatives, work on the front lines of today's rapidly changing technology landscape. These professionals sell complex products and services and work with many clients in many industries.

Whether it's a small startup or a global technology vendor, technology vendors must use their technical knowledge and business acumen to identify unique customer needs and design solutions.

Interested in technical sales? This article provides an overview of what it takes to become a technical salesperson and guides you through the steps to start a career in this dynamic field.

What does a technical sales representative do?

A technical sales representative is the link between the sales team and customers. These professionals use their technical skills to explain complex concepts and product details to customers, demonstrate products, determine customer technical needs, and increase market awareness of the company's products or services.

After identifying the organization's internal structure, the technology vendor presents its product or service as a solution to the organization's existing problems. Beyond closing the sale, technical sales representatives continue to serve customers after they become customers.

These representatives work in a variety of industries, including computer and software technology, telecommunications, manufacturing, biology, chemicals, and healthcare.

Sales technology includes a multi-step cycle, including:

• lead
• Hopes and leaders
• Research and identify the needs of potential customers or clients
• Developing customized solutions that target the organization's specific needs and weaknesses
• to sell
• Maintain strong customer relationships by providing exceptional customer service and support throughout the sales process and beyond

According to Payscale, the average technology sales representative makes about $65,000 a year. A number of factors can determine their earning potential, including education, training, certification, experience, industry, specialization and location.

Steps to a technology sales republic

Many technology salespeople come from a variety of educational and professional backgrounds, such as engineering, sales, and marketing. There is no one-size-fits-all path to becoming a technical salesperson, but these professionals have strong technical knowledge, strong sales skills, and strong interpersonal skills.

Candidates can develop these skills through formal education, training and relevant work experience. Although a bachelor's degree is not required, earning one can help you build a strong foundation in related fields such as computer science, engineering, information technology, business administration, and marketing. .

Read on to learn how software sales work.

Get experience in sales

Employers value this field and often prefer candidates with relevant experience in customer service and sales, which can be found in internships and entry-level sales or technology positions. The amount of experience required to qualify for a technical sales representative position varies by role, company, and industry.

Learn more about the industry

Technical sales professionals must have a deep understanding of the technology sales industry, including the unique challenges and opportunities of selling technology products and services. Several online courses and campaigns offer in-depth technology sales training, including building product knowledge, customer relationship management and industry trends.

Bootcamps and classes help you develop skills related to finding leads, generating interest in your products and services, and converting them into sales. Some online courses and bootcamps include:

• CourseCareers - Tech Sales Course. This self-paced course combines e-learning, real-world projects, and one-on-one instruction to provide participants with an overview of sales methods, popular sales techniques, quality lead generation, awareness, and overview. . Preparing for interviews. This course lasts three months and costs $499.
• Elevate - Sales Development Representative (SDR) Bootcamp. The Elevate SDR Bootcamp is a comprehensive 10-week online program that covers topics such as sales news, case studies, industry standard platforms and sales. The program provides opportunities to connect with industry professionals, including live classes, in-person career coaching, and employers and recruiters.
  Elevate offers a number of financing options. Please contact Elevation directly for specific pricing information.
• Fuel Sales Academy - Sales Development Accelerator Bootcamp. Fuel Sales Academy's Sales Bootcamp program allows participants to gain basic skills in SDR. The program includes instructor-led online learning, training and on-the-job sales experience development. Students spend six to twelve weeks completing the free boot camp.

Consider the certificate of sale

Some technical salespeople require certification to receive structured education and training on industry best practices, sales techniques, and new technologies. Certification can demonstrate a commitment to professional development and give you a competitive edge over other job seekers. Below are some of the certifications prospective and current salespeople can obtain.

• Sandler Sales Certification. Sandler's sales certification program provides powerful training to help technology sales professionals improve their performance at various job levels. Participants can complete four certification levels, including Bronze, Silver, Gold, and Master, and receive a certificate for each level.
  The cost of the Sandler certification program varies based on your qualifications. Please contact Sandler directly for specific pricing information.
• Certified Sales Professional (CPSP®). This National Association of Sales Professionals sales program is an intensive six-week online course designed to give you a deeper understanding of the sales cycle. It covers topics such as customer acquisition, relationship building, demand assessment, closing strategies, and account management. The cost of the program is $695.
• AA-ISP's Certified Inside Sales Professional (CISP®). The AA -ISP CISP certification is a 10-module online program that takes approximately eight to 12 weeks to complete. During this time, participants will learn basic business skills such as acquisition, prospecting and qualification, demand assessment, closing techniques and account management.
  The program concludes with a final simulated role-play "live sales pitch" test. To become accredited, you must become an AA ISP member, which costs $145. CISP certification costs $875.

Expand your network

Building and maintaining a strong sales force and industry experts is critical to a successful sales operation. You can learn about new technologies, sales techniques and job offers through your network.

You can start building a network by attending industry events, trade shows, and conferences, or by joining social media groups and online forums. You can find sales teams on LinkedIn and other platforms like Celesty and Sales & Marketing Alignment. Popular networking sites include:

Types of technology in technology sales

Depending on what your company offers, technical salespeople may identify with or work in different types of technology. The three most common types include:

• Software. Software Sales sells enterprise and consumer software to technology companies, corporations and organizations of all sizes. Business software includes customer relationship management or project management software. Consumer applications include mobile applications and productivity.
  Many companies sell software as a service (SaaS), a cloud-based delivery model that allows customers to access software online. Common software vendors include Microsoft, Oracle, SAP, Adobe, and Salesforce.
• Equipment: Hardware refers to physical products that run software, such as desktops, servers, laptops, phones, and hard drives. Technical sales representatives who sell hardware work for companies that make or sell hardware, such as Apple, Samsung, Dell, Cisco, IBM, and Intel.
• IT services. Tech vendors can sell consulting and troubleshooting services, cloud computing, cybersecurity, software development, and infrastructure management services to companies that don't have their own IT teams. Notable IT companies include Microsoft, Accenture, IBM, SAP, HP and Capgemini.

Frequently Asked Questions (FAQs) about getting started in technology sales

How long does it take to become a technology sales representative?

The time it takes to become a technology sales representative can vary depending on your educational background, technical background, experience and network. Some people with little experience start in entry-level technology sales positions and work their way up through the ranks. For others, it may take years to acquire the necessary skills and experience. The path to becoming a technology marketer can take months or even years, depending on the path you choose.

How to start selling technology?

To get into technical sales, consider a bachelor's degree in a related field, such as computer science, information technology, engineering, business administration, or marketing. You can gain experience in entry-level positions and technical training. While there is no one-size-fits-all career path in technical sales, acquiring basic technical knowledge and sales skills can help you succeed in this field.

Can I get into tech sales without experience?

It is possible to start selling technology without experience, but it can be more difficult. Even without direct technical sales experience, you can learn transferable skills for other careers. Highlighting these skills in your cover letter and resume shows that you can succeed in technical sales.

Secrets of Technical Sales Success. Insider tips I knew before I started.