Tech is without doubt one of the fastest-growing industries as we speak. 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 individuals — a profession in tech gross sales could possibly be a sensible transfer. Nevertheless, there are some things it is 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?

Find out how to Get Into Tech Gross sales in 2023

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

As an illustration, one firm would possibly promote pc {hardware}, like laptops and displays, whereas one other sells CRM software program. Or, they could promote a mixture of tech, corresponding to computer systems with anti-virus software program.

Tech corporations are likely to focus on one (or extra) of the next classes:

• Software program. Software program options will be bought as packages 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 tools that run software program, corresponding to laptops, telephones, and tech equipment.
• IT providers. This entails promoting safety, consulting, or troubleshooting providers to corporations.

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

Gross sales is the lifeblood of each enterprise, placing the demand for sales-related jobs in excessive gear. On high of that, the whole 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 information, the pay tends to be extra aggressive than different positions.

On common, tech gross sales professionals make $71,300 per yr in the USA. This quantity jumps to $129,700 a yr 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 — corresponding to account executives, enterprise improvement reps, and workforce managers — there’s loads of alternative to advance your profession.

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

Cons: Excessive stress

Gross sales is a tricky grind. Tech corporations, particularly, rely closely on subscription renewals greater than different industries.

As a rule, your efficiency will probably be fully results-based. In different phrases, you are solely nearly as good because the numbers you pull. 

For some, the stress to hit quota is a improbable motivator. However for others, it might probably shortly result in stress and even burnout. All this to say, it takes an excessive amount of dedication and persistence to achieve this position — however should you can push by, you may discover many rewarding elements of the job.

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 optimistic buyer relationships or generated new enterprise. These are two important actions within the gross sales course of.

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

2. Develop into 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 packages.

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

3. Know the {industry} inside and outside.

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

Comply with {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}. Pay attention to any massive mergers or acquisitions, and skim up on the most recent tech improvements.

Not solely will this provide you with a strong grasp of the {industry}, however you may additionally decide up on industry-specific jargon and terminology you need to use in your subsequent interview.

4. Search for the fitting corporations.

When you may be tempted to blindly apply to tech corporations and see who bites, there are more practical approaches.

Very similar to lead qualifying in gross sales, you want to qualify corporations earlier than reaching out. Begin by itemizing the specifics of the job you need — corresponding to the kind of tech you need to promote, the pay vary, and extra. Use this criterion to pinpoint corporations which might be the perfect 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 fitting contacts could make all of the distinction.

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

Should you’re on LinkedIn, begin trying to find professionals in positions you are all for. Then, ship a request to attach together with a considerate message. In the event that they settle for, you may even ask for a 15-minute Zoom chat to study 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 had been in any other case outdoors of attain. 

Over to You

Other than working in one of many fastest-growing industries as we speak, a profession in tech gross sales gives aggressive pay, loads of alternatives to advance, and the prospect to work with cutting-edge options. We hope this text offers the muse you want to forge a profession path on this thrilling {industry}.