The hyper-growth of these firms, and many like them, is causing a demand for those who can market their products. What are needed are open-minded, competitive sales executives with the desire and compassion to learn the benefits of these new technologies coupled with the ability to communicate those benefits to prospective users.
Think you have what it takes? Based upon our firm's many years in the office products and technology industry, here are several key attributes you need to succeed in high-tech sales:
Business-to-Business Sales Experience
While not mandatory, this is a real plus. Selling technology-related products entails talking to business owners, upper-level management, and CIOs. Those who have been through a few "wars" with C-level executives understand what is at stake. However, those who are good communicators and have strong desires to succeed may, in time, make up for any deficiencies in selling experience.
IT Training and Education
Understanding how specific products can benefit a business is a must. Knowing how they work from a technical standpoint is a real advantage. Tech-related products continue to get more sophisticated. The ability to learn and explain their functionality cannot be understated. Though company engineers and other technical-related specialists will be involved with you in the selling process, the ability to communicate on some level with CIOs and technical management is crucial. A technology-related degree or background and a thirst to learn can separate you from the selling pack.
Disciplined Self-Management
Selling requires hard work, study, and persistence. It involves meeting with prospective clients at their convenience. Tech-related sales are no different and can include early morning appointments, evening meetings, and even weekend outings. They also involve working independently without constant supervision. Those who prefer a structured 40-hour workweek may find it difficult to succeed in this environment. Others who are driven self-starters will enjoy this type of arena.
A Thirst for Competition
The most successful salespeople desire to be the selling leaders on their teams and/or for their companies. Many possess athletic-type backgrounds and are not afraid to outwork, and outthink, their competition. Since many technology products seem to look alike and work alike, the salesperson must be able to positively differentiate his or her product from those of numerous competitors. This will be the determining factor in his or her ability to succeed.
The Need to Succeed
Outstanding salespeople are driven not only by financial rewards but also by personal achievement. Yes, they may need money for a mortgage, a child's college education, or a new car, but most are self-starters who enjoy creating growing lists of business where none previously existed. They enjoy competing against their peers and have goals and objectives they wish to accomplish. They may desire to move into management or even start their own companies. As the technology industry continues to expand, successful tech salespeople can look forward to prosperous careers that not only fulfill them financially but also personally.
About the Author
Scott Shanafelt is Vice President of Sales for Da-Com Corporation, an award-winning distributor of Lanier, Toshiba, and RISO office products and services in St. Louis, MO. Da-Com employs local sales professionals throughout Missouri and Illinois. For more information, contact sshanafelt@da-com.com or call 314-442-2800.
