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Finding Success in the World of Tech Sales

The technology industry has risen in prominence in recent years, with sectors like FinTech, EdTech and others raising the profile of tech businesses and creating a new demand for tech roles.

This has been prominent across the tech market, particularly in tech sales, where a rising number of products and increased competition has meant a greater need for highly skilled salespeople to get products in front of the right people at the right time.

For businesses, a skilled tech sales recruit who has both technical know-how and the ability to sell is a priceless asset. But with the industry growing, competition for the best salespeople has gone the same way.

Tech is an industry that continues to grow annually, with investment in the UK alone increasing by 40% in 2019[1], meaning it’s a sector likely to boom for years to come across both B2B and B2C markets.

Being able to identify and bring on board the right salespeople with the right skills can be the difference between success and failure. Find out more and discover your next tech sales recruit with Pareto Law.

 

What is tech sales?

Tech sales focuses on selling software, technical equipment and devices, from cloud-based storage solutions and communications technology to complex software and innovative programs.

The most important requirement for working in tech sales is an excellent understanding of the industry and product. You need salespeople who are able to answer questions about intricate systems in a way that gives the buyer confidence, as well as being able to demonstrate how technology products can provide a solution to problems potential clients have.

In addition, the constantly evolving nature of tech means change is always around the corner. For this reason, tech salespeople need to be adaptable, quick to learn new things and able to think on their feet.

 

Challenges and benefits of tech sales roles

The growth in the technology sector means venturing into tech sales can be a highly rewarding career path. However, it’s not without its challenges.

Challenge: The tech sales industry is fast-paced and constantly evolving, meaning it’s easy to fall behind latest advancements if you’re not adaptable and able to deal with change. It’s important salespeople in this sector are always looking to learn and staying in touch with industry developments.

Benefit: The demand for people who have that much sought after combination of tech knowledge and sales prowess means the skillset is highly desirable. Recruits in this industry also get the chance to work with a variety of clients from different industries.

Challenge: Clients trust you to deliver the right solution for their needs, so an up-to-date, in-depth knowledge of products and services is essential. You need to make sure your staff know everything your product can do so they can answer questions seamlessly.

Benefit: Those with a passion for technology will enjoy researching and developing new solutions. It’s also highly rewarding to solve problems your client faces by presenting the right tool to make their lives easier.

 

How to get into tech sales

People come into tech sales from a range of backgrounds and specialisms. The need for people with a good understanding of technology means businesses are often looking for a new kind of salesperson for these roles.

One of the most common paths, however, is through a regular sales role. Many people may not necessarily have a tech background, but if they’ve grown up around technology, then chances are they’ll be fluent in its uses. Combine this with soft skills and the ability to sell and you might just have a tech sales superstar on your hands.

However, others may also come from more of a tech background, bringing that highly desirable product knowledge and technological way of thinking to the table in a sales role for the first time.

It’s not impossible to find a salesperson for tech straight after graduation either. Recruiters look for in-depth knowledge, so a technical degree in computer science or similar could be the stepping stone to industry success.

However, such a degree isn’t essential to land a role in tech sales – many sales companies will be willing to take on graduates from a wider spectrum with a desire to learn and succeed.

 

What roles exist in tech sales?

The tech industry is thriving, meaning there are countless opportunities to develop and progress in this sector. Some of the roles you might offer your sales team include:

  • Graduate Tech Sales Representative – With an interest in technology and a drive to succeed, there are tech sales roles that are perfect for those even without too much experience.
  • Technical Sales Executive – Once a salesperson has developed their skills and begin to build a rapport with your clients, they can progress to an executive level with more challenging targets and responsibility for leading pitches and calls.
  • Technical Sales Manager – With a few years of tech sales experience, sales staff can transition to a management position. Here they’ll be responsible for developing and monitoring a sales team to ensure they meet their targets, with strategy becoming a priority.
  • Chief Technology Officer (CTO) – Now considered an expert in all things tech and sales, managers may be ready to move into a senior position. As CTO, they’ll be responsible for all technical aspects of the company including strategy, sales, development, the tech support team and product offering.

 

How much can you make in tech sales?

Average tech sales salaries range greatly depending on role, but employees can expect to earn:

  • Graduate Tech Sales Representative: £20,000 - £27,000[2]
  • Technical Sales Executive: £25,000 - £35,000[3]
  • Technical Sales Manager: £30,000 - £55,000[4]
  • Chief Technology Officer (CTO): £60,000 - £90,000[5]

Tech sales is an industry that never stands still, and that brings with it a raft of challenges for businesses to overcome if they want to find success. Not only do you have to get ahead of the competition, you have to work hard to stay there too. However, recruiting driven tech salespeople with a passion for delivering solutions through industry defining tech can propel your business to sales success.

Find your perfect tech sales recruit with Pareto Law.

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