You may have everything you need in developing a software but selling might not be your strong point. This is why you need a software sales professional. Getting the right information about the candidates will make sure you make the right pick. This means knowing the number of deals the person has won in the past. Sales representative are known to brag about their greatest accomplishments which means you will get to hear the best deals they have won so far within the first few minutes of the interviews. This is not the easiest job for a person without passion but those who do will be winning in many cases. No salesperson can say he or she hasn’t lost a deal when he or she has been in the industry for a while and you have to get the information as well. You are going to get information on the deals the accountable candidates have lost because they know there is nothing wrong with losing. You should not be associating yourself with someone who cannot be honest about the losses in the career. The best software sales professionals are not afraid of recounting their mistakes because this is how they learn how to do better.
Make sure you have got an inventory of the kind of work the person has been doing in the last 2 years so that you can check out the trend. There should be a steady growth because it shows that the person is invested in succeeding and bringing better value to the clients. You ought to know if the person prefers meeting the monthly quota or making sure the customers are happy even if the quota is not made. Your happiness should be important to the person and not just be minting some notes.
To salespeople, time is money which is why they cannot afford to waste it. You ought to ask the software sales professional how he or she dives the available time between all the activities which have to be completed. Winning new clients, closing deals and keeping the existing relationship going is a lot of work. These professionals know how to close the deal fast and make every minute count. The best professionals do not just make a call without doing baseline research which is why you need information on how this is usually done. The more facts the person has about the clients, the better he or she will be at personalizing the meeting to help in closing the deal.