How To Get Into Tech Sales

Many are looking to break into tech sales because the industry continuously grows, specifically in Software (SaaS).

The U.S. Department of Labor estimates a 15% increase in tech employment from 2019 to 2022.

As tech rapidly grows with new products released consistently, there’s a lot of demand for sales professionals. But how do you get into tech sales?

If you’re looking to get into tech sales, there are a few key things you need to do. You should consider what makes you stand out from other candidates. It’s a competitive field, but you can open the door with the right plan.

Well, what if you don’t have enough experience?

Even without direct experience or education, you can still be successful in this field by possessing the right skills, persistence, and knowledge.

Read below to learn more about what it takes to get into tech sales and the top skills that set you apart from other candidates.

Why tech sales?

There are a few key reasons why tech sales can be a great career choice.

First, the tech industry is growing rapidly, so there is always demand for tech salespeople. IDC projects that the technology industry will exceed $5.3 trillion in 2022.

Tech sales can be very lucrative, with top salespeople earning six-figure salaries.

Entry-level roles such as a Business Development Rep (BDR) can make $35,000 to $68,200 per year with commissions. According to LinkedIn, BDRs are the sixth fastest-growing job in the U.S.

Senior sales roles, such as an Account Executive, can offer anywhere from $84,383 and $113,123. According to Salary.com, the median salary base in the US for an Account Executive is $97,413, and total compensation is $144,920.

As you can see, tech sales can provide the potential for a high income, making it a competitive field to get into.

Additionally, tech sales provide many opportunities for career growth and advancement. Experienced leaders and professionals in tech sales can transition to management roles and lead teams. You can move on to different departments, such as account management, sales engineer, or customer success. These roles are still in sales, but the day-to-day is less focused on driving new sales.

Top 5 benefits of tech sales

There is always demand for tech salespeople
Tech sales can provide a high income
Great learning opportunity and career advancement
You’ll learn about cutting-edge products and services
You’ll have the opportunity to work with some of the world’s top companies

What does a tech salesperson do?

A tech salesperson is responsible for selling tech products or services to businesses or potential customers. This can include anything from software and IT services to hardware.

Not all tech sales jobs are exactly alike.

The main goal is to understand their potential customer’s pain pains, determine their business need and work to close the sale. To do so, tech salespeople need to have a deep understanding of the products they’re selling and be able to communicate the benefits to potential customers. They must also build relationships with potential customers.

Here are the different roles in tech sales and their key goals:

Business Development Rep (BDR): reaches out to potential customers using cold calling, voicemails, sending emails, and social media to inform them about their product or service. The goal is to identify qualified prospects and schedule a meeting for their Account Executives.
Account Executive (AE): runs a sales process including discovery calls, product demos, negotiation, and closing the deal. Additionally, they will need to source pipeline through outreach as well.
Sales Engineer: provide technical expertise during the sales process. More common for complex products which require extensive product demos and technical information.
Account Manager: manage and assist current customers to cross-sell new products or upsell them additional add-ons or services.
Sales Manager/Director: lead, train, and coach the sales team. They are responsible for their team’s ability to hit quota rather than their own. They also manage their sales data, budget, and strategies and conduct sales meetings.
Vice President of Sales: Oversees the entire sales team, including recruiting new sales reps, developing sales strategies, and keeping key stakeholders informed about revenue forecasts.

The day-to-day tasks of a tech salesperson vary from prospecting to closing a deal. Here are the common responsibilities a tech sales rep does in their job:

Using prospecting tools to reach out to potential customers
Communicating the product of their product or service
Presenting a product walkthrough or service
Building presentations and proposals
Negotiation contracts
Managing relationships through CRM software

What skills do you need for tech sales?

There are a few different ways to get started in tech sales.

You can transition into tech sales if you have experience selling other products or services. Many of the skills necessary in sales are transferable in tech as well.

To be successful in tech sales, you’ll need strong communication and relationship-building skills. You must clearly articulate the features and benefits of the products you’re selling and understand the needs of potential customers. You’ll also need to be persuasive and have the ability to overcome.

Here are the top skills you’ll need to get into tech sales.

1. Know the company and industry

An important part of a salesperson’s job is researching potential customers to understand how their business works and determine their needs. Getting a job in tech sales is very similar.

Research the company and industry that you’d like to work for. Look at their company news, industry trends, funding rounds, and leadership team, and read a few customer stories.

Knowing a lot of relevant information lets you judge if it’s the right company or industry to work for. It’ll also show the hiring manager how well-prepared you are.

2. Understand the pain points of customers

If you want to be successful in tech sales, it’s important that you understand your buyers.

You need to know who your target market is and what their needs and wants are. This information will help you determine whether or not your product or service is a good fit for them. It will also help you build relationships and close sales.

3. Learn about the value of the product

One of the most important things you need to do to get into tech sales is to understand your product or service inside and out.

You need to be able to articulate what the product does and how it can benefit potential customers. This will give you the foundation to build relationships and close sales.

4. Learn the sales process

Put yourself in the shoes of a potential customer and understand your company’s sales process. Learn how they find information about the company, look through third-party review websites, check out marketing material and play with the product.

5. Study the competition

In tech sales, it’s also important that you understand the competition. You need to know who they are and what they’re offering. This information will help you position your product or service in the market and ensure that you’re positioning your product’s unique differentiation.

6. Network with other sales professionals

Attend industry events and interact with companies you’d like to work with.

You’ll always want to ensure your LinkedIn profile is updated and professional. Have a strong bio, list relevant experience and skills, and include a professional photo. Connect with other sales professionals on LinkedIn to ask about their roles. This is a great opportunity to get in the door while learning more about tech sales.

What degree is best for tech sales?

There is no one specific degree that is best.

However, business, marketing, or computer science degrees can be beneficial. Having strong communication skills and being comfortable with numbers are also important. The most important thing is to have the drive and determination to succeed in tech sales.

Many sales training programs and courses can accelerate your learning without a required degree.

Depending on the training program, you can learn the basics of tech sales, such as sales methodologies, prospecting, sales qualification, communication strategies, and presentations. Or explore more specific programs that cater to one specific sales aspect or role.

Here are some popular training programs:

Getting in the door with tech sales

If you’re looking for a great opportunity to grow your sales career and want to work with some of the most innovative and exciting technology companies out there, tech sales may be the perfect field for you.

Don’t worry if you don’t have all the experience yet – with the right skills and work ethic, you can get in the door. You can learn all the skills, tools, and processes to become successful in tech sales through training programs and courses.

How To Get Into Tech Sales