Tech Sales are about People
At Palette Skills, we think you already have all the skills and talents you need to start a great career in tech sales. See here’s the thing: words can scare us a little. And sometimes, the words we use don’t really get at what we want to say. Take the words tech sales, for example. Lots of us might think we don’t have the chops to get into tech, because we’re not programming computers, or building complicated digital networks. But that’s not what tech sales is all about. In reality, selling tech is about building relationships, and finding solutions for people. It’s a people thing, and that’s why we think it’s time for you to jump into the field.
Let’s take a few moments to unpack some of the roles and challenges that are open to you right now in tech sales, because all that being said, it’s a growing and dynamic business, with its own language and ways of doing things.
What are Tech Sales?
Tech sales means any sales role that involves selling new technology. It can include selling new processes or new ways of doing things. But don’t think that it’s the same thing as working in a retail sales job, where you are selling to consumers. Tech sales representatives usually work for what are called B2B (business-to-business) companies. That means that when you’re selling tech, you are reaching out to other companies who need answers and solutions. And rather than selling complicated equipment, more often than not you are connecting people with what we call in the business SAAS (software-as-a-service) technology.
What do Tech Sales Representatives Do?
Of course the easy answer is that tech sales representatives sell tech. But it’s more complicated and exciting than that. Ultimately, a tech sales rep is working to build a pipeline of companies and organizations which will benefit from the product and service they are offering. And here’s where having great communication skills comes in, because to get to the top of tech sales, you need to be able to contact, communicate, listen, and understand. Think of tech sales as about giving people the information they need, and about trying to understand the challenges businesses and people are facing.
Of course, this means you need to have a deep understanding of your company’s products and services. It doesn’t mean that you are going to be the person installing the software or managing the network. So don’t be intimidated! If you have ever sold anything in your life—and most of us have—you already know that learning about the product you are selling is the easy part. Great tech sales reps possess good technical knowledge, but they also build relationships with people and business that make the difference, and drive sales.
What’s the Limit to Tech Sales?
There isn’t any. It’s no secret that tech sales pay is often very high. You can expect to be working for innovative companies offering new and exciting products and services, so the value of what you’ll be doing is immense. In fact, B2B sales is emerging as one of the fastest-growing parts of the economy, and tech is at the top of what people and companies are looking for. Companies are investing more, and leadership teams are quickly trying to build world-class sales organizations to hit ambitious revenue goals.
And here’s another thing we know: there is a significant shortage of talented tech sales representatives in Canada right now!
Roles you can grow into
Being a sales tech rep isn’t just one thing. In fact, there are various roles when it comes to tech that you can expect to find. Let’s take a quick look at just a few of them now:
- SDR/BDR: Sales Development Representatives or a Business Development Representatives are the standard entry level positions of tech sales. People in these roles are generally responsible for qualifying inbound leads, determining interest, as well as finding leads and or cold calling or emailing prospective customers.
- AE: This stands for Account Executive, a person who is a proven closer or seller, and tasked with closing customer deals. An Account Executive helps qualified, interested customers through the buying process, builds relationships, provides information and product or service demos, and even negotiates prices and contracts. It’s a job that appeals to people who enjoy the thrill of the sale, and pays highly.
- AM/CSM: An Account Manager or Customer Success Manager is part salesperson, and part customer service representative. They are responsible for customers who have already purchased a product or service. Usually, they’ll be the people helping the customer learn and use the product, and when they’re really good, they’ll be upselling and ensuring that customers renew their service or product.
Are you ready?
We think you are! If you are coming from another kind of sales environment, such as being a server, working in hospitality, or in any field that is customer facing, you are already miles ahead when it comes to a career in tech sales. Even if you don’t know it, you already possess a treasure trove of transferable skills that will drive your success in the tech sales business. Are you resilient and resourceful? Do you have a great work ethic? Do you like to learn new things, and build great relationships? If so, there’s no better time to jump into tech sales. And there is no better place to start than with Palette Skill’s flagship B2B upskilling program SalesCamp.
Interested? We thought you would be. Apply today, and get going on a great new career that suits you perfectly!
