Tech is likely one of the fastest-growing industries immediately. In truth, 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 an excellent higher curiosity in serving to folks — a profession in tech gross sales could possibly be a sensible transfer. Nonetheless, 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?

Do you have to work in tech gross sales?

The right way 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 form 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 mix of tech, similar to computer systems with anti-virus software program.

Tech corporations are inclined to concentrate on one (or extra) of the next classes:

• Software program. Software program options might be offered as packages or as a service (SaaS) that requires a subscription. Examples embody CRMs, billing software program, and undertaking administration software program.
• {Hardware}. Tech {hardware} is the bodily units or tools that run software program, similar to laptops, telephones, and tech equipment.
• IT companies. This entails promoting safety, consulting, or troubleshooting companies to corporations.

• Producing and scoring leads
• Conducting discovery calls
• Recommending and demonstrating merchandise
• Writing reviews and proposals for distributors or purchasers
• Researching present market developments
• Constructing rapport with new and present clients.

Gross sales is the lifeblood of each enterprise, placing the demand for sales-related jobs in excessive gear. On prime 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. Count on these numbers to develop with expertise and fee.

Professional: Loads of alternatives

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

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

Cons: Excessive strain

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

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

For some, the strain to hit quota is a unbelievable motivator. However for others, it will possibly shortly 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 the event you can push by, you may discover many rewarding points of the job.

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

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

2. Change 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 you probably have some gross sales expertise, certifications can strengthen key expertise similar to negotiation or prospecting.

3. Know the {industry} inside and outside.

If you wish to work in tech, you need to seem like 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 developments or shifts within the {industry}. Be aware of any massive mergers or acquisitions, and skim 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 need to use in your subsequent interview.

4. Search for the appropriate corporations.

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

Very like lead qualifying in gross sales, you must qualify corporations earlier than reaching out. Begin by itemizing the specifics of the job you need — similar to the kind of tech you need to promote, the pay vary, and extra. Use this criterion to pinpoint corporations which are the most effective match.

By doing so, you unlock 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 appropriate 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.

In the event you’re on LinkedIn, begin trying to find professionals in positions you are serious about. Then, ship a request to attach together with a considerate message. In the event that they settle for, you possibly can 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. Preserve 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

Apart from working in one of many fastest-growing industries immediately, 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 offers the inspiration you must forge a profession path on this thrilling {industry}.