Get a Job in Tech Sales: Guide to Breaking into the Field

It’s no secret…

There is a constant need for skilled professionals who can effectively sell tech products and services.

If you’re looking for a rewarding career that combines sales and technology, then tech sales might be the perfect fit for you.

In this guide, we will explore the reasons why you should consider a career in tech sales and provide you with practical advice on how to break into this exciting field in 2024.

Key Takeaways

Why Choose a Career in Tech Sales

There are several compelling reasons why tech sales could be the ideal career path for you.

Firstly, there is a high demand for tech sales professionals. As companies continue to innovate and develop new products and services, they require skilled salespeople who can effectively promote and sell these offerings to customers.

By choosing a career in tech sales, you position yourself in a field that is constantly seeking talented individuals to join their sales teams.

Not only is tech sales in high demand, but it also offers a lucrative salary potential. Sales professionals, particularly those working in the tech industry, are often well compensated for their work.

With the right skills and experience, you can earn a substantial income through commission-based structures and other performance-related incentives.

If you’re motivated by the prospect of financial success, a career in tech sales could be the perfect fit for you.

Another reason to consider a career in tech sales is the abundant opportunities for career growth.

The tech industry is known for its rapid pace of innovation and expansion, creating numerous avenues for advancement within sales roles.

Whether you aspire to become a sales manager, a sales development representative, or even a sales engineer, the tech industry offers diverse and exciting career paths to pursue.

How to Get Started in Tech Sales

Entering the world of tech sales might seem like a daunting task, but with the right approach and mindset, you can break into this exciting field.

Before you start your journey, it’s important to understand the educational requirements.

While a formal degree in sales or business can be beneficial, it’s not a prerequisite.

Many tech companies value practical experience and relevant skills over a specific degree.

However, if you prefer a structured educational foundation, there are programs and certifications available that focus specifically on tech sales.

Developing Essential Skills

To succeed in tech sales, it’s crucial to develop a set of essential skills.

First and foremost, you should possess excellent communication skills. Being able to convey the value of complex tech products and services in a clear and concise manner is key. Additionally, strong interpersonal skills are vital for building relationships with clients and colleagues.

You should also have a good understanding of the tech industry and keep up with the latest trends and innovations.

Finally, honing your negotiation skills will be invaluable when it comes to closing deals and maximizing sales.

Gaining Relevant Experience

While education and skills are important, gaining practical experience in sales is equally crucial.

If you’re just starting out, consider starting in an entry-level sales position within the tech industry.

This will allow you to learn from experienced sales professionals and familiarize yourself with the sales process specific to tech products and services.

You can also consider internships or part-time roles to gain firsthand exposure to the industry.

In addition to hands-on experience, seek out opportunities to learn from industry experts, attend sales workshops or conferences, and join sales communities to expand your network and knowledge.

Job Searching in the Tech Sales Field

Once you’ve acquired the necessary skills and experience, it’s time to start your job search in the tech sales field.

Networking is a critical aspect of finding opportunities, so make an effort to connect with professionals in the industry.

Attend industry events, reach out to sales representatives or managers at tech companies, and join online communities or forums where tech sales professionals gather.

These connections can provide valuable insights and potentially lead to job offers.

Utilizing Online Job Platforms

Online job platforms are also valuable resources for finding tech sales positions.

Websites like LinkedIn, Glassdoor, and Indeed have extensive job listings in the tech industry.

You can also look for sales-specific job boards that curate only the best sales opportunities.

Tailor your profile and resume to highlight your relevant skills and experience, and actively search and apply for openings that match your interests and qualifications.

Don’t hesitate to reach out to hiring managers or recruiters directly to express your interest and showcase your passion for tech sales.

Applying for Entry-Level Positions

Applying for entry-level tech sales positions involves a mix of preparing a strong application, showcasing relevant skills, and networking.

Here’s a step-by-step approach on how to go about it:

1. Polish Your Resume and Online Profile:
   • Have a well-prepared resume and LinkedIn profile, showcasing any relevant experience, education, and certifications you have.
   • On LinkedIn, make sure to list yourself as “open to opportunities” to increase your visibility to recruiters​¹​.
2. Job Search:
   • LinkedIn is a recommended platform for finding entry-level tech sales jobs. Look for positions like Sales Development Representative (SDR) or Business Development Representative (BDR)​¹​.
   • You can also check job boards like ZipRecruiter for entry-level technical sales jobs​²​.
3. Application Process:
   • Don’t just click “apply” but go the extra mile to stand out. Some ways to do this include:
     • Finding and reaching out to the Hiring Manager for the role you are applying for.
     • Sending a personalized video message to the Hiring Manager.
     • Networking with other employees at the hiring company to see if they can provide any insights or referrals​¹​.
4. Prepare for Interviews:
   • Once you have landed an interview, preparation is key. Make sure to research the company, understand their products, and know a bit about their competition.
   • Practice answering common interview questions and have some questions of your own to ask the interviewer​¹​.
5. Considerations for Choosing Employers:
   • Look for companies, ideally with over 100 employees, that have a solid process to onboard and train you, as this will be crucial for your success in an entry-level sales role​¹​.
6. Salary Expectations:
   • Entry-level tech sales professionals can expect to make around $48,000 as a base salary, which can go up to $75,000 with commissions​³​.
7. Additional Tips:
   • Consider checking resources like IBM’s career page for insights on how to make your CV and interview stand out in tech sales positions​⁴​.

These steps can guide you through the process of applying and standing out in entry-level B2B sales positions.

It’s a competitive field, but with thorough preparation and a proactive approach, you can significantly improve your chances of landing a job in tech sales.

While you may not land your dream job right away, getting your foot in the door and gaining valuable experience will set you on the path to a successful tech sales career.

Preparing for Tech Sales Interviews

Before embarking on your journey to secure a job in tech sales, it is important to prepare effectively for interviews.

Preparing for tech sales interviews requires a blend of honing your sales skills, understanding technical concepts, and being ready to articulate your experiences and strategies effectively.

Here’s how to prepare:

1. Understand the Combination of Sales and Technical Skills Required:
   • Tech sales interviews assess both your sales skills and technical know-how. It’s crucial to prepare for questions related to both aspects​¹​.
2. Research and Practice Common Interview Questions:
   • Some questions you might encounter include explaining complex technical products to non-technical customers, handling rejection, sharing experiences of closing high-value deals, staying updated with technology trends, and exhibiting problem-solving skills especially in scenarios involving technical glitches or cross-functional collaboration​²​.
3. Research the Company and Industry:
   • Understand the company’s products, services, and the industry landscape. Know their competitors and the challenges the industry faces​³​.
4. Prepare for Behavioral Questions:
   • Be ready to discuss your past experiences in sales, particularly in tech sales, and how you’ve handled various challenges or achieved your goals​²​.
5. Prepare for Technical Questions:
   • Expect questions that test your technical understanding related to the products or services you’ll be selling​¹​.
6. Role-play Sales Scenarios:
   • Practice explaining technical concepts in simple terms, overcoming objections, and closing deals through role-play scenarios​²​.
7. Prepare Questions for the Interviewer:
   • Have insightful questions ready to ask the interviewer about the company, the team, and the challenges they face.
8. Stay Current on Industry Trends:
   • Demonstrating that you’re updated with the latest tech trends and industry news will portray you as a knowledgeable candidate​²​.
9. Rehearse Your Responses:
   • Practice makes perfect. Rehearse your responses to common interview questions to communicate clearly and confidently during the interview​¹​​⁴​.
10. Showcase Your Unique Value:
    • Be prepared to explain what sets you apart from other candidates and how you can contribute to the company’s success in the tech sales role​²​.
11. Follow-Up:
    • After the interview, send a thank-you email to express your gratitude for the opportunity and to reiterate your interest in the position.

By preparing for your tech sales interview, you’ll be in a strong position to showcase your sales and technical skills, as well as your knowledge of the company and the industry, significantly increasing your chances of success.

Securing a Job Offer in Tech Sales

Once you have aced your interviews, the next step is to secure a job offer in tech sales.

Building an impressive resume is essential to stand out from other applicants.

Highlight your relevant sales experience, emphasizing any achievements or successes you have had. Tailor your resume to showcase how your skills and experiences align with the requirements of a tech sales position.

Creating a standout cover letter is another important aspect of securing a job offer.

Use the cover letter to express your passion for the tech industry and your enthusiasm for the specific company you are applying to.

Explain how your skills and experiences make you an ideal candidate for the position and how you can contribute to the company’s success.

Acing the sales presentation is often the final step in securing a job offer. This is your opportunity to demonstrate your ability to effectively communicate and sell a product or service.

Prepare a compelling presentation that highlights your sales skills, showcases your knowledge of the tech industry, and effectively conveys the value of the offering.

Practice your presentation multiple times to ensure you are confident and persuasive during the actual presentation.

Securing a job offer in tech sales can be an exhilarating journey, and with the right steps, you can increase your chances of success.

Here’s a structured pathway to help you navigate through:

1. Target Selection:
   • Identify your preferences like company size, product type, culture, compensation, location, and work-life balance.
   • Choose tech companies that align with your preferences and have open sales opportunities​¹​.
2. Resume Crafting:
   • Ensure your resume is polished, one-page, and highlights your sales experience, especially in tech or startups if any.
   • Make it easy to read, quantify achievements, and use action verbs to begin each bullet point​¹​.
3. Leverage LinkedIn:
   • Utilize LinkedIn to find job postings; it’s a stellar platform for tech sales job hunt.
   • Update your profile, enable the “Open to Job Opportunities” feature, and use the “Easy Apply” button to expedite your applications​¹​.
4. Networking:
   • Network extensively both online and offline. Connect with industry professionals, join tech sales communities, and attend industry events.
   • Utilize platforms like LinkedIn to grow your professional network and learn about job openings​²​.
5. Application Strategy:
   • Cast a wide net by applying to numerous positions but ensure each application is tailored.
   • Keep track of your applications using simple tools like Excel or CRM software to stay organized​¹​.
6. Skill Development:
   • If needed, consider attending a coding bootcamp or sales training program. Some tech companies like Salesforce, SAP, and Oracle have specific sales training programs​³​​¹​.
7. Interview Preparation:
   • Prepare thoroughly for interviews by practicing common tech sales interview questions, researching the company, and role-playing sales scenarios.
8. Follow-Up:
   • After interviews, send thank-you emails and follow up respectfully to show your continued interest in the position.
9. Stay Positive and Learn:
   • Rejections may happen; learn from them, improve, and continue your job search with a positive outlook.
10. Consider Job Security and Career Growth:
    • Tech sales jobs offer potential job security and a pathway into consulting or other roles, making them a desirable choice for long-term career growth​⁴​.

With diligence, a well-prepared resume, a robust network, and effective interview preparation, you’re well on your way to securing that coveted job offer in tech sales.

Remember, every interaction is a learning experience that takes you one step closer to your goal!

The Future of Tech Sales in 2024

The tech industry is constantly evolving, and with each passing year, new technologies emerge that reshape the way sales professionals approach their work. As we look ahead to 2024, it’s clear that several key trends will shape the future of tech sales.

The landscape of tech sales is expected to evolve significantly in 2024 and beyond, driven by various technological innovations and changing consumer behaviors.

Here’s a glimpse into the future:

1. Technical Proficiency:
   • Tech sales professionals will need to possess a deep understanding of the tech industry and the products they are selling. For instance, those selling software development services should be familiar with coding languages and project management methodologies​¹​.
2. Emotion AI:
   • By 2024, Emotion AI will significantly influence sales engagements by reading facial expressions and emails to determine which ads will work for a given buyer. This technology will also impact sales enablement, changing how sales teams interact with customers​²​​³​.
3. Increasing Mobile Transactions:
   • The prevalence of mobile devices for transactions is on the rise, requiring sales professionals to adapt to mobile and portable primary interaction devices​⁴​.
4. Cybersecurity Spending:
   • With cybersecurity being a major concern, it’s anticipated that spending in this sector will grow, driving the sales of cybersecurity products and services​⁵​.
5. AI Advancements:
   • The rapid advancement of AI will continue to shape tech sales, especially with the integration of AI in various sectors like healthcare​⁶​.
6. Multimodality:
   • By 2030, manual data entry into applications by sellers will become a choice rather than a necessity, thanks to multimodality technologies that offer multiple methods for logging activities other than traditional keyboard entry​³​.
7. Generative AI:
   • By 2025, about 30% of outbound messages from large organizations will be generated by AI, aiding in content creation for sales teams and ensuring hyper-relevant and personalized experiences for customers​³​.
8. Augmented and Virtual Realities (AR & VR):
   • By 2025, a major chunk of interactions will occur in digital channels with AR and VR becoming critical sales channels used in sales meetings, product demonstrations, and sales training​³​.
9. Digital Twins:
   • The market for digital twin technology, which provides a dynamic virtual representation of the customer, is expected to soar, aiding in sales messaging, sales process, and marketing campaigns​³​.
10. Digital Humans and Machine Customers:
    • By 2026, 50% of B2B buyers will interact with a digital human in a buying cycle, and by 2030, machine customers might constitute a significant portion of the total revenue for many organizations, altering the sales dynamics significantly​³​.

The integration of these technologies and the adaptation to new digital channels are bound to redefine tech sales strategies and processes.

As tech sales professionals and organizations gear up for these transformations, staying abreast of these trends and embracing the technological advancements will be crucial for success in the tech sales domain in 2024 and beyond.

What are your thoughts on the future of tech sales?

Growth Opportunities for Tech Sales Professionals

As the tech industry continues to expand, there will be ample growth opportunities for tech sales professionals.

Companies are constantly developing new products and services, creating a demand for skilled salespeople who can effectively promote and sell these offerings.

Whether you’re a seasoned sales manager or just starting your tech sales career, there will be no shortage of job opportunities to explore.

Furthermore, with the rapid pace of innovation in the tech industry, there is always something new to learn and master.

Sales professionals who stay updated on the latest technological advancements and industry trends will be well-positioned to take advantage of growth opportunities.

This could involve gaining expertise in emerging technologies like AI or blockchain, or developing specialization in a niche market segment within the tech industry.

Here’s a glimpse into the growth vistas in tech sales:

1. Market Expansion:
   • The tech industry is booming and as it thrives, so does the demand for tech sales jobs. By 2025, the tech sales sector is anticipated to reach a market value of $436.9 billion, growing at an annual rate of 12.5%​¹​.
2. Job Growth:
   • The job growth for sales managers in the tech domain is projected to be around 5% through 2031, according to the U.S. Bureau of Labor Statistics. This growth is indicative of the expanding opportunities within tech sales​²​.
3. High Earning Potential:
   • The earning potential in tech sales is lucrative with roles like account executives earning well above the median U.S. salary. Top earners in tech sales have reported salaries of $182,850, showcasing the financial growth potential in this field​³​.
4. Industry Growth:
   • The global technology market is a mammoth $5 trillion sector as of now, and it’s projected to grow at a compound annual growth rate of 5% through 2024, further bolstering the growth potential in tech sales​⁴​.
5. Candidate-Driven Labor Market:
   • The tech sales field is experiencing a candidate-driven labor market due to the growing industry. This candidate-centric market scenario is beneficial for individuals looking to carve out a career in tech sales, as it often leads to better job opportunities and negotiating power​⁵​.
6. Diverse Career Paths:
   • Tech sales offer a plethora of career paths. Whether starting as a salesperson and climbing up to sales manager or specializing as a technical sales representative, the career growth opportunities are abundant.
7. Continuous Learning and Skill Enhancement:
   • The tech sales sector encourages continuous learning and skill enhancement to keep up with the evolving technology landscape. This culture of continual learning not only contributes to personal growth but also to career advancement in the long run.
8. Networking Opportunities:
   • Tech sales professionals have ample networking opportunities, be it through industry events or collaborations with other sales teams from different companies. Networking is a significant aspect that can open doors to new career opportunities and growth.

Embarking on a career in tech sales is stepping into a realm of endless growth possibilities.

With the tech industry showing no signs of slowing down, the horizon is bright for aspiring and current tech sales professionals.

So, gear up to ride the wave of growth that tech sales has to offer!

Trends in Sales Strategies

In addition to emerging technologies, sales strategies in the tech industry are also evolving.

Traditional sales methods are giving way to more personalized and consultative approaches.

Customers now expect sales professionals to have deep knowledge of their industry and specific pain points, as well as the ability to provide tailored solutions.

Social selling is also gaining traction in the tech sales industry.

Sales professionals are leveraging social media platforms, such as LinkedIn, to connect with prospects, build relationships, and showcase their expertise.

By engaging with potential customers through thought leadership articles, insightful comments, and meaningful conversations, tech sales reps can establish themselves as trusted advisors and gain a competitive edge.

Frequently Asked Questions

Q: How can I break into the field of tech sales?

A: Breaking into tech sales can be an exciting and rewarding career path. To get into tech sales, you should start by gaining some relevant experience in sales and marketing. You can also consider getting a tech background or acquiring some knowledge about the kind of tech products you’ll be selling. It’s important to network with recruiters and hiring managers in the industry to learn about tech sales opportunities and showcase your skills.

Q: What does tech sales involve?

A: Tech sales is the process of selling technology products or services to businesses or individuals. It requires strong sales and communication skills, as well as a good understanding of the tech industry and the products you’ll be selling. Tech sales can involve anything from software sales to selling tech hardware or services. It’s a dynamic field with many opportunities for growth and advancement.

Q: Is it necessary to have a background in tech to work in tech sales?

A: While having a tech background can be beneficial in tech sales, it isn’t always necessary. Many tech salespeople come from diverse backgrounds and have acquired the necessary tech knowledge on the job. However, having some understanding of the products or services you’ll be selling can give you an edge in the industry.

Q: What are the job prospects like for tech sales?

A: The job market for tech sales is highly competitive, but there are many opportunities available. Tech companies are constantly in need of skilled sales representatives to help them market and sell their products. With the increasing reliance on technology in our daily lives, there is a growing demand for professionals who can effectively sell tech solutions.

Q: How do I find tech sales roles?

A: To find tech sales roles, you can start by searching online job boards, as well as the websites of tech companies and sales agencies. Networking with professionals in the tech sales industry can also help you discover hidden job opportunities. Additionally, consider reaching out to recruiting agencies that specialize in tech sales to learn about any available positions.

Q: How can I get a job in tech sales without experience?

A: If you’re looking to get a job in tech sales without experience, consider starting with an entry-level sales role. This will allow you to gain valuable sales skills and experience while working your way up in the industry. Alternatively, you can also look for internships or volunteer opportunities in sales to gain some hands-on experience.

Q: What qualifications do I need to become a tech sales representative?

A: The qualifications needed to become a tech sales representative can vary depending on the company and the specific role. Generally, having a bachelor’s degree in a relevant field such as business or marketing can be advantageous. However, relevant sales experience and a proven track record of success can often outweigh formal qualifications.

Q: What are the best sales techniques to use in tech sales?

A: In tech sales, it’s important to tailor your sales techniques to the unique needs and challenges of the industry. Building strong relationships with customers, providing value through product knowledge, and effectively communicating the benefits of your tech products are key. Additionally, staying updated with the latest industry trends and developments can help you stay ahead in the competitive tech sales landscape.

Q: What are the benefits of a career in tech sales?

A: A career in tech sales offers several benefits. First and foremost, tech sales can be highly lucrative, with many opportunities for commission-based earnings. Additionally, working in tech sales allows you to be at the forefront of technological advancements and work with cutting-edge products and solutions. Furthermore, tech sales offers a dynamic and fast-paced work environment, allowing you to constantly learn and grow in your career.

Q: What skills are important for success in tech sales?

A: To succeed in tech sales, having strong communication and interpersonal skills is crucial. You should be able to effectively articulate the benefits of your tech products and build relationships with customers. Additionally, having a solid understanding of sales principles and techniques, as well as being adaptable and resilient in the face of challenges, are key skills for success in the tech sales field.

Conclusion

The future of tech sales in 2024 is filled with exciting possibilities.

Emerging technologies like AI and remote work are reshaping the sales landscape, presenting new opportunities for growth and innovation.

To thrive in this dynamic industry, sales professionals must stay on top of the latest trends and continuously develop their skills.

By embracing emerging technologies, pursuing growth opportunities, and adopting new sales strategies, tech sales professionals can position themselves for success in 2024 and beyond.