Hiring Software Sales Reps TBYB
Software sales reps are good at selling given the right product, tools, direction, experience, leverage, autonomy, expense account, etc…. Ok, a lot of things need to go right to have success in sales.
You need to know how your customer buys.
As an employer many times you can’t just hire a sales rep and send them off without perspective. They may think they can sell your product the same way they sold the last, but this generally ends in failure and possibly a hurt relationship.
The rep has strength and confidence in previous success, connections, and managing the process. But they’ve never sold a product just like yours in your market. That is why you need to test the waters initially. The best way to do this is with commission or base pay + commission for someone you feel very confident in.
You won’t find success by hiring a rep and sending them out in the wild Day 1. A 6 month trial run is enough time to train the rep on your product and market. You’ll know quickly by checking your bank account if the rep is doing a good job!
