You may have everything you need in developing a software but selling might not be your strong point. This is the reason why you need a software sales professional. For this reason, it is crucial to get your facts right before you decide who gets the job. It is important to get the number of cases the person has completed successfully. People who are happy about what they have accomplished so far will not hold back when they are talking about their accomplishment and this is how you tell the people who enjoy what they do. Being passionate about sales and marketing will make the person a better software salesperson and you will get results faster. However, no one will avoid a loss in the entire career and you have to ask about that as well. Accountable people will not lie to you when you ask about the lost deals. You should not be associating yourself with someone who cannot be honest about the losses in the career. The greatest software sales professionals will admit where they have gone wrong because it is the only way to find a way of doing things differently and better.
You should look at the sales records over the past 2 years and see the trend. When there has steady growth, you get the assurance that the person is keen on making sure the clients are succeeding and getting the best value of the resources invested in the job. You ought to know if the person prefers meeting the monthly quota or making sure the customers are happy even if the quota is not made. It is better to make sure that the software sales professional will make sure the clients are happy and not directing the deal in the direction that will leave him or her with the highest amount of money.
Salespeople have to manage their time well because it will affect the amount of money they get. Thus, the software sales professional should give you a breakdown of how he or she spends his or her time. There are existing accounts to be taken care of, new deals to be made as well as transactions to complete and that can become overwhelming. These professionals know how to close the deal fast and make every minute count. Before a meeting is scheduled or a call placed, research has to be done and knowing how the person goes about that is important. The more facts the person has about the clients, the better he or she will be at personalizing the meeting to help in closing the deal.