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5 things you NEED to know before getting into Software Sales

1. understand that this is one of the few professions were you can make a TON of money, without having to put in 70-80 hour weeks like other high paying industries (consulting and investment banking). Not saying it will be easy, but if you can hit your annual quota in 8 months that leaves 4 moths to either continue grinding or take a vacation. The opportunities are endless if you find yourself in the right situation, combined with talent, work ethic, and some luck. =
2. understand that tech is one of the most future proof industries. In case you haven’t noticed, companies and the world in general are going through a digital revolution. As technology continues to evolve, you have the chance to be at forefront of innovation which will keep your skills relevant. Software salespeople WILL NEVER and CAN NEVER be automated
3. Understand your companies upward trajectory. The most lucrative positions are the people selling to the largest accounts/customers (we call these “enterprise sellers” at my company. Will it take you 5 years or 10 years to reach this point assuming you produce? Make sure have a clear understanding so you know that all your cold calls will eventually leads to 6 and 7 figure deals.
4. understand company maturity. There are pros and cons to joining super small “start ups” vs late stage behemoths like SAP or IBM. The smaller the company the more hats you will wear but less support you will get (less stability but potentially more upside if you get equity). The larger companies can oftentimes set you up with a few customers and a cushy income (more stability but you will have to play the politics game and have potentially longer promo cycles, this also could potentially impact your personal growth.)

5. understand that you should prioritize industry vs specific job. Does the company you want to join sell finch software that only sells to hospitality niche? Or does your company sell a software that is relevant to all industries? Try to identify pure SAAS (software as a service) players that have category dominance potential (i.e. Salesforce owns CRM)


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