Tech is without doubt one of the fastest-growing industries in the present day. In actual fact, the variety of expertise startups has elevated by 47% within the final decade — creating a necessity for competent salespeople.

If you are interested in tech — and a fair higher curiosity in serving to folks — a profession in tech gross sales could possibly be a wise transfer. Nonetheless, there are some things it’s best to know earlier than diving in.

Right here, we’ll cowl the fundamentals of tech gross sales, the professionals and cons of working on this {industry}, and how one can kickstart a profession in tech gross sales in 2023.

Desk of Contents

What’s tech gross sales?

What’s a tech gross sales rep?

Must you work in tech gross sales?

The way to Get Into Tech Gross sales in 2023

Admittedly, this definition is broad by design. It is because the kind of tech you may promote varies relying on the sort of firm you’re employed for.

For example, one firm may promote pc {hardware}, like laptops and screens, whereas one other sells CRM software program. Or, they may promote a mixture of tech, akin to computer systems with anti-virus software program.

Tech firms are inclined to focus on one (or extra) of the next classes:

• Software program. Software program options will be bought as applications or as a service (SaaS) that requires a subscription. Examples embrace CRMs, billing software program, and undertaking administration software program.
• {Hardware}. Tech {hardware} is the bodily gadgets or gear that run software program, akin to laptops, telephones, and tech equipment.
• IT providers. This entails promoting safety, consulting, or troubleshooting providers to firms.

Subsequent, let’s dive deeper into the position of a tech gross sales consultant.

This position requires equal components tech data and social expertise. In different phrases, figuring out the bells and whistles of a services or products is half the battle. You additionally must uncover your prospects’ wants and talk how one can alleviate their ache factors.

As a result of tech gross sales is a multi-step course of, your duties may additionally embrace:

• Producing and scoring leads
• Conducting discovery calls
• Recommending and demonstrating merchandise
• Writing experiences and proposals for distributors or shoppers
• Researching present market tendencies
• Constructing rapport with new and current prospects.

Must you work in tech gross sales?

So, is a job in tech gross sales best for you? Let’s discover the professionals and cons of this {industry} beneath.

Professional: Excessive demand

Gross sales is the lifeblood of each enterprise, placing the demand for sales-related jobs in excessive gear. On high of that, the entire variety of expertise startups has elevated by 47% since 2007, making a rising want for succesful tech gross sales professionals.

Professional: Aggressive salaries

As a result of gross sales jobs within the tech {industry} require specialised data, the pay tends to be extra aggressive than different positions.

On common, tech gross sales professionals make $71,300 per 12 months in america. This quantity jumps to $129,700 a 12 months for a tech gross sales supervisor. Anticipate these numbers to develop with expertise and fee.

Professional: Loads of alternatives

With so many roles on a gross sales workforce — akin to account executives, enterprise growth reps, and workforce managers — there’s loads of alternative to advance your profession.

Additional, as you acquire extra expertise, you’ll be able to transfer vertically to different sectors within the {industry} that curiosity you, together with FoodTech, CleanTech, and extra.

Cons: Excessive stress

Gross sales is a troublesome grind. Tech firms, specifically, rely closely on subscription renewals greater than different industries.

Most of the time, your efficiency might be solely results-based. In different phrases, you are solely pretty much as good because the numbers you pull. 

For some, the stress to hit quota is a improbable motivator. However for others, it may well rapidly result in stress and even burnout. All this to say, it takes a substantial amount of dedication and persistence to reach this position — however in case you can push via, you may discover many rewarding features of the job.

Cons: Steep studying curve

To state the apparent, tech gross sales professionals must know the ins and outs of the expertise they promote. Nonetheless, the {industry} is at all times evolving, together with the merchandise in it. Anticipate to face a steep studying curve that by no means goes away.

Though the tech {industry} appears intimidating, it has a comparatively low barrier to entry. That means, there is no strict standards it’s important to meet to safe a job. However, on the flip aspect, this makes it extra aggressive.

Having expertise promoting tech merchandise is a plus, however in case you’re ranging from floor zero, do not fret. Many firms provide entry-level positions the place you’ll be able to be taught (or hone) the technical expertise essential to succeed.

Listed here are a number of methods that will help you get via the door:

1. Spotlight your gross sales expertise.

Tech gross sales is much less concerning the tech and extra concerning the gross sales half.

Begin by scanning your resume for any previous gross sales expertise, even when it wasn’t the first perform of your job. Search for examples of while you constructed constructive buyer relationships or generated new enterprise. These are two essential actions within the gross sales course of.

Then, rework your resume to spotlight these experiences, and put together to name out a number of examples within the interview.

2. Turn out to be extra marketable with gross sales (or tech) certifications. 

Gross sales certifications assist to beef up your resume and place your self as a extra certified candidate. Plus, there are certifications for professionals of all expertise ranges, together with entry-level and extra superior applications.

Even when you’ve got some gross sales expertise, certifications can strengthen key expertise akin to negotiation or prospecting.

3. Know the {industry} inside and outside.

If you wish to work in tech, it’s important to appear as if an {industry} vet. This implies immersing your self within the tech {industry} and the particular sector you need to pursue.

Observe {industry} influencers on LinkedIn, be a part of on-line gross sales communities, and keep up-to-date with any tendencies or shifts within the {industry}. Be aware of any huge mergers or acquisitions, and browse up on the most recent tech improvements.

Not solely will this offer you a strong grasp of the {industry}, however you may additionally choose up on industry-specific jargon and terminology you should utilize in your subsequent interview.

4. Search for the best firms.

When you could be tempted to blindly apply to tech firms and see who bites, there are simpler approaches.

Very similar to lead qualifying in gross sales, it’s essential to qualify firms earlier than reaching out. Begin by itemizing the specifics of the job you need — akin to the kind of tech you need to promote, the pay vary, and extra. Use this criterion to pinpoint firms which can be the most effective match.

By doing so, you liberate extra time to analysis every firm, tailor your resume, and put together for interviews.

5. Community, community, community.

Forging a brand new profession path is daunting, however having the best contacts could make all of the distinction.

The perfect time to rev up your networking efforts is earlier than you even start making use of for jobs. That means, you have already got contacts to leverage when the time comes.

In the event you’re on LinkedIn, begin trying to find professionals in positions you are fascinated about. Then, ship a request to attach together with a considerate message. In the event that they settle for, you’ll be able to even ask for a 15-minute Zoom chat to be taught extra about their work.

Bear in mind, networking is greater than only a one-and-done exercise. Hold constructing your community, partaking together with your connections, and discovering teams to hitch. Sure, networking takes time, however your efforts can open new doorways that have been in any other case exterior of attain. 

Over to You

Other than working in one of many fastest-growing industries in the present day, a profession in tech gross sales affords aggressive pay, loads of alternatives to advance, and the prospect to work with cutting-edge options. We hope this text gives the inspiration it’s essential to forge a profession path on this thrilling {industry}.