Alternative titles: Sales Manager, Account Manager, Sales Executive
Without professional Salespeople lots of software companies would go bust!
Professional selling mixes a formal sales approach with a real understanding of people, process and business. In summary, Salespeople lead their prospective clients through a process of investigation to develop a compelling case for buying their products.
For example, it could seem costly for BMW to spend £1m on a new IT solution. However, it could be compelling for BMW to purchase that solution if it could demonstrably save £10m of operational costs in year one! Much of a sales process is about listening; armed with the proper research Salespeople can make compelling cases for use of their products and move their clients towards successful purchase.
Along the way much consideration must be given to incumbent competitors, sponsorship, budget availability and much more if a salesperson is to succeed. Technical Salespeople should be personable with sharp communication skills, a technical background and a winning attitude.
General skills and aptitude
- Excellent written and verbal communication skills
- Excellent listening skills
- Comfortable presenting to mixed audiences with tools such as Microsoft PowerPoint
- Management and leadership skills
- An interest in business
- Good grounding in Psychology
Average starting salary: £24,000 to £28,000