Careers in tech sales are gaining increasing attention in today’s digitally transforming world. The technology landscape is growing at a phenomenal pace, as companies and consumers alike search for innovative new solutions to help them reach their unique goals.
With a career in technology sales, you can help people from all walks of life discover new opportunities with powerful software, hardware, and services related to tech. But what exactly does the “technology sales” landscape involve, and how do you get started in this space?
What is Tech Sales? The Basics
Let’s start by answering a simple question: what is tech sales?
The term “tech sales” refers to the process of selling technology to other people (consumers or businesses), in the form of software, hardware or services.
For instance, a technology sales person in the software landscape might sell CRM platforms, lead management tools, or accounting technology to business leaders. If you’re in the hardware space, you might focus on technology sales related to devices like computers, tablets, and smartphones.
Selling tech services means offering consumers access to a range of value-added services connected to tech, like migration support, cloud management, or application development assistance.
The exact responsibilities of a technology salesperson will vary depending on their role.
A professional in technology sales might:
Cold call prospects to find new leads
Design technology packages for each client
Create promotions and deals to increase conversions
Manage clients using CRM software
Build rapport with clients to nurture long-term relationships
How to get into Tech Sales: Tech Sales Job Examples
The landscape for tech sales is extremely varied, so how you get started, and the jobs you pursue can differ depending on a number of factors. You might start off by developing a career in general sales, learning how to build rapport through conversations with customers.
Alternatively, you could start your career as a business or sales representative within the tech industry, cold calling customers, sending emails, and helping clients identify the right solution for their needs. In these positions, you’ll usually be responsible for qualifying leads and finding opportunities.
The average salary for a technical sales rep, even at an entry level can be quite high, at around $84,000 per year. As your knowledge and expertise develops, you can begin to pursue other, higher-paying roles, such as:
Account manager or account executive: A professional responsible for closing deals, delivering product demonstrations, and managing accounts with a focus on customer success. You might deliver upsell and cross-sell deals to existing clients too.
Senior sales professional: Sales managers and sales directors are senior tech sales experts, who are responsible for not only closing deals, but forecasting sales opportunities, setting quotas, and training other team members.
Tech sales analyst: As a tech sales analyst, you would focus more on the data generated by other representatives. You might evaluate the market, look for opportunities for growth, and explore strategies.
What Skills Do Technology Sales People Need?
The skills you’ll need to thrive in a tech sales role will depend on the responsibilities you’re going to be taking on. For instance, sales analysts and managers will need to be able to work with forecasts, and show leadership capabilities. Sales reps, on the other hand, will generally need more soft skills, as they’ll spend a lot of time communicating with customers.
While the world of technology sales can sometimes differ from the standard sales environment, the skills required are often very similar. For instance, you’ll need to be able to show excellent communication skills in any role, regardless of whether you’re consumer-facing, or taking on a leadership position. Other skills you may need include:
Organization skills: To manage your time and tasks effectively
Problem-solving abilities: So that you can reach goals and overcome objections
Creativity: An ability to tailor your sales strategy to each customer
Relationship-building skills: So that you can develop rapport with customers
Technology skills: Such as the ability to use CRMs and lead management tools
Some industry tech sales roles will also require you to have some knowledge of the solution you’re going to be selling. While many business leaders will provide training and support to assist you in this area, it pays to do your research into the value of your solution, your target audience and market.
Tips for Breaking into Technology Sales
While tech sales roles can have a lot of similarities to standard sales jobs, they also come with unique challenges. If you want to improve your chances of being hired by the biggest brands in the industry, it’s worth following these tips:
Find a mentor to help you manage the interview process and develop your skills
Network with other tech sales professionals to become familiar with sales methodologies
Develop your knowledge of the technology industry and the products you want to sell
Constantly work on your soft skills, such as emotional intelligence and communication
Practices sales techniques to ensure you can reach your sales quotas
