The 6 Steps To Follow
When you are in the market for a sales job in tech, even if you don’t have any experience yet, there are certain steps you can take to set yourself up for success in the industry. It’s always better to have a plan of attack when wading into new waters, so here is a six-step list that will give you a leg up in the process of joining the tech field.
Related: Why sales makes a great career
Build The Right Resume
Everything starts with your resume! It’s important that you have the essential information that will get your application past the automated software and into the hands of a real human being. Ideally, you will highlight sales skills that match the job description However, even if you don’t have direct sales experience, the experience and skills you already have are likely transferrable, especially if it’s an entry-level position.
Start Your Job Search
Once you have the basis for your resume done, you can start to search for jobs. You may have a few specific company in mind that you would like to work for, and you can go directly to their website to look for open positions that they have posted. And while this may net you a few jobs to apply for, you will need to broaden your search to various job listing platforms and even go to a professional recruiter to locate tech sales jobs worth applying for.
Ready to make a difference? Try volunteering and putting your knowledge to work helping others
Prepare For The Interview
You’ve applied for some jobs with that killer resume, and now you have an interview scheduled. The next step is to prepare for the interview! Don’t procrastinate – preparation needs to begin DAYS beforehand, definitely not 15 minutes before the interview. You will want to learn as much about the company as you can, including when they started, what they sell, and what makes them stand out in the industry. Learn about their competitors and what sets them apart, search for recent news about the company (both positive and negative), and any other details that seem important. It would help if you showed that you are interested in the company, and doing this research helps with proving that.
Learn Their Sales Process
While the sales process is the same, each company does things their own way, and your success depends on how well you are able to adapt. The primary sales process includes: prospecting, engaging those prospects, discovering what the client is looking for, and then closing the deal by addressing those needs. Along the way, you will need to look deeply at each step to understand how it relates to your company and product; what do they offer? How does their product or service address needs in the industry? Should other conditions be addressed?
Pro tip: tech often utilizes a demo feature as part of the sales process -take time to understand how to set those up for your prospective clients. Ingrain the information you need into your mind as much as possible so that when selling you can promptly respond to the clients needs.
Master The Sales Funnel
Like other branches of the sales industry, tech sales utilizes the sales funnel. You want to familiarize yourself with this concept and understand what it means. The key elements are Awareness, Interest, Decision and Action – each being a vital step on the path towards customer buy in. Not everyone that starts in the funnel will come out the other side ready and willing to buy from you, but the method is tried and true, lending structure to the sales process that is absolutely necessary.
Nail The Interview
The interview day is where you put into practice all of the information you gathered beforehand. Here are a few things that you should remember about the interview to raise your chances of success: First, show up a little early to the interview – but not too early! It’s better to be a bit early than late, but remember the employer has their own schedule and you don’t want to be a pest.
Once you are in the interview, you need to show that you are not only competent but coachable and willing to learn – this is especially true for an entry level position! You will also need to show that you have character, that you can be trusted, and have a measure of emotional intelligence.
Getting a tech sales job might seem intimidating at first – but that’s why it’s wise to prepare ahead of time and plan for the challenge. Anyone who is willing to put in the work has a shot at landing a dream tech sales job!
Are you ready for the next challenge in your life? Get started in tech sales today