<\/p>\n\n\n\n
\u201cI\u2019ve thought about it a lot, but at the end of the day, sales drives business. I just fell in love with sales. I love software sales because I first fell in love with software and how it works.\u201d
<\/p>\n\n\n\n
While the term \u2018sales\u2019 may conjure up the idea of an \u2018aggressive car salesman,\u2019 the modern software salesperson is much different. As we\u2019ll explain, that\u2019s a big reason professionals in software sales find just as much career success, and just as high earnings, as those working in software engineering or other technical positions.<\/p>\n\n\n\n
What Does \u201cSaaS Sales\u201d Mean?<\/h2>\n\n\n\n
SaaS (Software as a Service) sales means selling software products that have a subscription pricing model. While some software solutions are simple and self-explanatory, many business solutions are intricate and specialized because they\u2019re built with industry-specific functions in mind.
<\/p>\n\n\n\n
Tech sales professionals don\u2019t need to know how the code inside their company\u2019s software works. They just need to know how companies can use it to solve their problems. In other words, they help clarify what\u2019s causing the most painful issues, or pain points, and show how their software fixes them. In today\u2019s economic turmoil, getting the right tools\u2014and getting them first\u2014could be one of the key factors differentiating a company from its competitors.
<\/p>\n\n\n\n
With that in mind, let\u2019s look at each of the four major sales process stages, along with an example of a salesperson\u2019s role in each:
<\/p>\n\n\n\n
- Prospecting<\/strong>
<\/strong>The first stage, Prospecting, involves researching and getting in contact with the right people at the right companies who are most likely to have a need for your product. Of course, even before reaching out to a client, you need to understand your product and prospects\u2019 needs well. That way you can showcase how they might implement this solution.
Let\u2019s take, for example, a Sales Dev Representative (SDR) we\u2019ll call Jack. Jack works for a SaaS company offering software to help large lumber companies keep track of lumberyards and increase their efficiency. Jack needs to find prospects with multiple lumberyards, with 500 or more employees for their SaaS solution to be appealing. After launching an email campaign to prospects, Jack gets to talk on the phone with the people who want to learn more.<\/li><\/ul>\n\n\n\n- Qualifying<\/strong>
<\/strong>Qualifying involves asking a few key questions to find out if your product matches the prospect’s needs. Expert-level product and industry knowledge help you know what to ask.
During the qualifying stage, our fictional SDR, Jack, asks a handful of filtering questions to see if the prospect has the kinds of pain points his software solves. If it seems like they do, Jack offers to book an appointment with his Account Executive (a mid-level sales role), Suzie, who will show them a software demo.
<\/li>- Discovery<\/strong>
<\/strong>Discovery is where your prospect gets to see the software in action. Here, product expertise lets you answer in-depth questions and clarify deal-breakers. While an AE usually handles this stage, some multirole SDRs also do demos.
If Jack, our example SDR, handles Discovery, he\u2019ll hold a video conference with decision-makers in the prospect lumber company. After walking through how the software works to solve their pain points\u2014along with its different configurations or plans\u2014Jack will also field questions from the team and handle any objections he can. Finally, if the decision-makers like the software, they can move on to the final step.
<\/li>- Advisory<\/strong>
<\/strong>The Advisory stage is exactly what it sounds like, advising your potential client on which solution fits their needs best. This typically means a particular configuration or subscription level.
At this point, our example AE, Suzie, recommends a mid-level plan for their software solution. This plan has just enough features to help the lumber company solve its current management problems while saving money, along with the option to upgrade later. In this case, we\u2019ll say the company likes the solution and buys it. After this, they get passed on as a customer to your Customer Success team for onboarding.<\/li><\/ul>\n\n\n\nWhat Is a Career in Software Sales Like?<\/h2>\n\n\n\n
![\"A](\"https:\/\/careerkarma.com\/blog\/wp-content\/uploads\/2020\/07\/woman-in-black-blazer-sitting-on-black-office-chair-3727464.jpg\")
\u201cThe future of tech industry relies heavily on people skills\u201d – LinkedIn 2020 Emerging Jobs report<\/strong><\/figcaption><\/figure>\n\n\n\n Before deciding if software sales is the right career path for you, let\u2019s delve deeper into what to expect in a software sales career. <\/p>\n\n\n\n
Salary and Benefits<\/h3>\n\n\n\n
According to Glassdoor<\/a>, software sales professionals in America average $76,769 a year in just base pay. This is in addition to commissions, bonuses, and profit-sharing, which with base pay add up to an average total of $139,489 per year. Entry-level positions pay $60-80k, and six-figure incomes typically start after two to three years of experience.
<\/p>\n\n\n\nAnother perk is variety, since no prospect is exactly the same. Yet, you can still work regular 40-hour work weeks when you learn what (and who) to focus on. On an average day, you\u2019ll research new prospects based on your Ideal Customer Profile and reach out to them via email, LinkedIn, or phone, while following up with people already in your pipeline. On top of that, a software sales career sometimes offers remote working flexibility\u2014something that not all professionals can enjoy.<\/p>\n\n\n\n
Five Must-Have Traits for SaaS Sales<\/h3>\n\n\n\n
The common misconception is that sales positions are only for extroverts with a gift for gab. This isn\u2019t true, especially when it comes to software sales, because listening and analyzing needs is also important. Anyone can have a successful career in sales if solving people\u2019s problems excites them. As previously mentioned, salespeople today are more than just sellers; they are the product experts, solutions advisors, and enterprise-level consultants.
<\/p>\n\n\n\nTo master those roles, salespeople need to cultivate these traits if they want to succeed:
<\/p>\n\n\n\n- Communication skills<\/strong>
<\/strong>This skillset should come as no surprise, since asking good questions, listening, writing, and speaking are all must-haves to gain trust, show you understand your prospects\u2019 needs, and present solutions. Knowing different personality types and how to tailor what you say and how you say it can gain or break trust.<\/li>- Problem-solving skills<\/strong>
<\/strong>After showing a prospect you understand his problems, you <\/strong>need to explain how your software can solve each of those problems. This takes creativity. For example, you may need to bring in help from the technical team or give examples of other similar customers your company has helped.<\/li>- Ability to accept criticism<\/strong>
<\/strong>The road to success as a SaaS salesperson isn\u2019t paved with perfect people or clients. You\u2019ll hear \u201cNo\u201d many times a day, or just silence from getting ignored, yet you still need to keep confidence in yourself and your product. <\/li>- A passion for study and learning<\/strong>
<\/strong>You have to know your product inside and out and keep up with updates. You also need to constantly train on the latest tools, since they make you more productive every day. Mastering your sales techniques with daily practice is also crucial.
Looking outside your company, you\u2019ll need to study your prospects to figure out their needs, and which features will work best for them. Finally, you\u2019ll also need to study the competition, so you can highlight features of your software that let it stand out from the crowd.<\/li>- Being data-driven and having organizational skills<\/strong>
<\/strong>As a SaaS salesperson, you\u2019ll need to juggle multiple leads and opportunities at various stages. Since nobody has a perfect memory, you\u2019ll need to use a Customer Relationship Management (CRM) platform, which records data every time you contact a prospect and lets you see that data in convenient reports. Following proven step-by-step processes (workflows) to do your daily work is also critical.<\/li>- Knowing your tools<\/strong>
<\/strong>The average SaaS salesperson uses 10-15 different software tools daily, starting with a good CRM. Tools to find new prospects based on criteria, automating one-to-one email outreach, and video conferencing software are other examples. These tools are so essential, any hiring manager will expect you to know them like the back of your hand before you even get a job.
<\/strong><\/li><\/ul>\n\n\n\nJob Requirements<\/h3>\n\n\n\n
When it comes to qualifications, many hiring managers still say they prefer people with four-year college degrees but often hire people who don\u2019t have degrees. Hiring managers care about results, and almost no college or university teaches sales. Even business degrees often only give students a broad overview of real-life company operations.
If you\u2019ve had some experience in a former sales position, that might also help, though hiring managers expect more than sales experience and good communication skills. You also need to know how to combine the common tools, skills, and workflows SaaS sales teams use because nearly every company have the following basic requirements:
<\/p>\n\n\n\n- Identify and follow up on new business opportunities<\/li>
- Develop and execute sales strategies<\/li>
- Create and strengthen business networks<\/li>
- Conduct direct meetings with potential and existing clients<\/li>
- Document relevant information using Customer Relationship Management (CRM) tools <\/li>
- Research potential competitors.<\/li><\/ul>\n\n\n\n
Reading that, you might wonder, \u201cWhere can I go with my career, starting as an SDR?\u201d Moving up to an Account Executive is common, as is becoming an SDR Team Leader. There are also paths in marketing, operations, and other management roles. Whatever you do next, knowing how to sell lets you influence people to get what you want. Not that you need to switch positions. You can stay an SDR if you\u2019re happy in that role. <\/p>\n\n\n\n
Career Outlook<\/h3>\n\n\n\n
There\u2019s a lot of talk about what to expect in the future of work, especially with cutting-edge technologies like Artificial Intelligence and Machine Learning. As automated technologies continue to grow, many expect a global workforce disruption. Some people fear that newer innovations might ultimately cause certain professions to become obsolete.
<\/p>\n\n\n\nWhile other industries face these uncertainties, tech professionals can breathe easy as their industry continues to grow. According to a report<\/a> by research consultancy IDC, the tech industry is reaching $5.2 trillion in 2020, with the United States being the largest tech market, at $1.7 trillion for 2020.
<\/p>\n\n\n\nThose in tech sales, especially, will not have to worry. Jobs deemed \u201cfuture-proof\u201d are the ones employing softs skills and human qualities, which is the basis of all sales roles. This is backed by the LinkedIn 2020 Emerging Jobs report<\/a> that said, \u201cThe future of tech industry relies heavily on people skills\u201d, citing Sales Development Representatives as one of the most in-demand roles.
<\/p>\n\n\n\nThis is also reflected in the courses offered by renowned institutes such as Purdue University and UCLA Extension, which are starting to introduce sales specializations. While they may be a little late to the party, this is a strong indicator that the sector is generating more and more interest. <\/p>\n\n\n\n
How Prehired Can Help You Get Started in the Industry<\/h2>\n\n\n\n
If you\u2019re interested in pursuing this career path, you may be wondering where or how to begin. You can put your worry aside because you don\u2019t have to go through the journey alone. <\/p>\n\n\n\n
- Problem-solving skills<\/strong>
- Discovery<\/strong>
- Qualifying<\/strong>