Are you trying to find an interesting and profitable profession in the technology sector? As a recent graduate or college student, you can be curious about this industry’s career options. Tech sales is an industry that is expanding quickly and has a lot of job demands. Positions in IT sales are expected to expand by 6% to 10% between 2018 and 2028, according to the BLS. If the tech industry grows quicker, it can surpass that. This article is here to assist individuals who want to learn more about tech sales without prior experience with insightful advice on how to thrive in tech sales, including the skills and expertise you’ll need and the kinds of open roles.
Continue reading if you want to combine your love for sales with cutting-edge technology!
Key Points
- Tech sales are the process of connecting customers with technology that solves their problems.
- There are 3 types of technology in tech sales: software, hardware, and IT services.
- Some senior tech sales positions include sales manager or sales director. Sales managers lead and train sales teams.
- Relationship building, experience with a CRM, time and task management, communication and storytelling, understanding and listening to customer needs, identifying new opportunities, and understanding of sales methodologies are the top skills needed in tech sales.
- Competitive salaries, remote work, many job opportunities, no technical skills needed, and career advancement are a few reasons why tech sales can be a viable side hustle.
What Is Tech Sales?
Tech sales are the process of connecting customers with technology that solves their problems. Unlike retail or insurance, tech sales focuses on assisting a customer in resolving an issue to persuade them to make a purchase. Because technology goods are frequently subscription-based, sales teams cultivate connections and seek to help buyers understand the long-term value of a product.
Tech sales are frequently more complex transactions, requiring connections with numerous company stakeholders. Companies frequently use sales methods to assist reps in creating value for the customer and urgency for the deal.
Types of Technology in Tech Sales
Tech sales reps may specialize in or work with several types of technology, depending on their company’s offerings. Three of the most common types include
#1. Software
Software sales professionals sell enterprise and consumer software to companies, corporations, and organizations of all sizes. Enterprise software includes customer relationship management or project management software. Consumer software involves mobile applications and productivity tools. Many companies also sell software as a service (SaaS), which follows a cloud-based delivery model that allows customers to access software online. Common software companies include Microsoft, Oracle, SAP, Adobe, and Salesforce.
#2. Hardware
Tech hardware refers to the physical products that run the software, such as desktop computers, servers, laptops, phones, and hard drives. Tech sales reps who sell hardware often work for companies that manufacture or distribute hardware, such as Apple, Samsung, Dell, Cisco, IBM, and Intel.
#3. IT Services
Tech sales reps might sell consulting and troubleshooting services, cloud computing, cybersecurity, software development, and infrastructure management to organizations without dedicated IT teams. Popular IT companies include Microsoft, Accenture, IBM, SAP, HP, and Capgemini.
What Does a Tech Sales Rep Do?
The day-to-day responsibilities of a tech sales job can vary depending on your seniority and position, but several fundamentals are true for all sales roles.
Tech sales frequently entail finding new business prospects and conversing with clients about their problems and how your product might solve them. This could appear to some as cold-phoning potential customers, following up with previous leads, or using networking to find new leads.
Some IT salespeople might concentrate on showcasing the goods or services offered by their business. This can be anything from a friendly chat with a customer to a formal demonstration of a product’s functionality or an explanation of the return on investment that a customer has previously received from it.
Following up with previous customers and clients is crucial in many IT sales positions. This could involve sending brief emails or setting up phone or video chat check-ins.
Many senior tech sales roles require setting quotas and reporting on KPIs, which necessitates using data. This could also entail obtaining customer testimonials and feedback to showcase the impact of the company’s products and assisting others in the organization in understanding how the business is performing financially. Tech sales roles require reporting and presenting pertinent sales data to other teams.
How to Get into Tech Sales With No Experience
Between consulting skills, sales strategies, communication skills, and numerous other responsibilities that come with nailing the selling process, it can feel like tech sales positions have a lot of barriers to entry—especially if you’re transitioning from another field.
But if you’re looking to break into tech sales, there are some steps you can take to land a position without experience, technical knowledge, or a fancy tech degree.
#1. Utilize Your Prior Sales Experience
Tech sales are mostly centered on selling new products to companies, so hiring managers don’t place as much importance on understanding the technical details behind each product. You can iron out any necessary details about products later. For now, the most important trait to highlight is your sales experience.
Interesting fact: You don’t need to work in sales to have legitimate sales experience. Maybe you developed savvy communication skills from a fast-food job or dug into your negotiation skills as a real estate agent. Experience in sales can be gained from every situation in which you persuade someone to take action.
#2. Get Certifications
If you want to enter the tech sales industry without any actual sales experience, many choices are still available. Establishing your drive for a sales role with hiring managers is a wonderful place to start.
You can obtain a competitive advantage in the employment market by using the many free sales certifications available online. When applying, mentioning these certifications gives you more clout with hiring managers because it demonstrates your willingness to work hard for your position.
If you’re interested in working at a specific company, check out its tech sales reps on LinkedIn to see their work and education history. You could receive suggestions for classes or training to provide you with the competencies their IT salespeople need. Even though training won’t give you hands-on tech sales experience, it’s a great resource for familiarizing yourself with sales strategies and tactics.
#3. Networking
In the present day, 70% of all hiring comes through networking. Therefore, contacting companies is the most effective option for getting into tech sales.
Ensure that your LinkedIn profile is current and appropriate for the job. Next, try to locate people with the tech sales position you are seeking and inquire about their daily activities. This can facilitate building relationships with individuals from various tech organizations and learn about tech sales methods and processes directly from the source.
If you have a particular company in mind, try connecting with its recruiters and walking them through your profile. Even if they don’t have an opportunity ready for you, you’ll learn more about what they’re looking for when you apply.
#4. Learn The Tech Sales Slangs
If you’re in tech sales, you must have a firm understanding of the sales terms. Knowing the terminology will help you better communicate with potential customers and close more deals.
Many different terms are used in tech sales, so you must familiarize yourself with as many as possible.
Also, don´t overthink it; if you apply for a tech sales job, you don´t need to know everything about every product. Try to understand what the products do and be yourself. When you land the job, you will also have many chances to train your tech salespeople.
#5. Prepare to Learn a Whole Lot
Any successful tech salesperson will tell you that self-improvement is essential to success in the industry. In a field where technology is constantly changing, staying up-to-date on the latest trends and products is important.
That’s why sales training that focuses on new technologies is so important. By staying ahead of the curve, you can be sure you’re offering your clients the best solution for their needs.
Technical proficiency and product expertise are not the only factors to consider. You should also practice effective problem-solving and communication techniques.
Invest in your education and training, whether you are new to sales or a seasoned veteran. It will pay off in the long run!
You might know the famous line by Alec Baldwin from the sales movie Glengarry Glen Ross: “Always be Closing!” I will add a new line by Jan Amos Komensky (a Czech 17th-century philosopher): “Always be studying!”.
#6. Internships and Volunteer Work
Internships and volunteer work can serve as invaluable pathways into tech sales for individuals lacking direct experience. It offers structured, often supervised opportunities to gain hands-on experience within tech companies, allowing interns to immerse themselves in various aspects of sales operations. Through internships, you can learn about sales processes, customer interactions, and product knowledge while honing essential communication, problem-solving, and teamwork skills.
Similarly, volunteer work within tech-related organizations or projects can provide practical exposure to sales-related tasks and responsibilities. While volunteer roles may not always be explicitly focused on sales, they offer opportunities to develop transferable skills, build professional networks, and demonstrate commitment and enthusiasm to potential employers.
Taking advantage of volunteer and internship opportunities can be a calculated and successful strategy for people without experience looking to enter the fast-paced world of tech sales.
#7. Prepare a Professional CV
Having a professional-looking CV is important if you’re looking to break into tech sales with no experience. Your CV is often the first impression you make on potential employers, so putting your best foot forward is crucial.
Many tools and websites can help you score a new job if you’re unsure where to start.
Wix is one such resource. With Wix, you can create a professional-looking CV in minutes. Plus, you can use the built-in analytics to see who’s viewing your CV and whether it’s making an impact.
Below is a comprehensive, downloadable checklist guide on how to navigate the world of tech sales with no experience
Businessyield Checklist on How to Get into Tech Sales With No Experience
What Skills Do You Need in Tech Sales?
When Kennedy Brian started his sales career in the late 2000s, he was often told that sales were an art form—you either have it or you don’t.
He thrived in his first sales role, working for a serial entrepreneur, but struggled in his tech sales job. He quickly learned that success in one sales job doesn’t necessarily translate to another. Solving customer problems requires mastering tools, skills, and sales workflows.
While there are differences between tech sales and other industries, the two most important skills tech managers look for in a candidate are universal: communication and listening.
Clear communication and the ability to tell a product’s story ensure that clients understand its value. Active listening is important because salespeople must address and understand client needs.
Some software firms also look to see if a candidate can grasp modern sales methodologies and fit within the sales culture. This can range from solution selling to gap selling to enterprise sales. Here are the top most needed skills you need in tech sales:
- Relationship building.
- Experience with a CRM.
- Time and task management.
- Communication and storytelling.
- Understanding and listening to customer needs.
- The ability to identify new opportunities.
- Understanding of sales methodologies.
Many tech companies post jobs requiring software sales experience, even for entry-level roles. Brian said this creates a barrier that prevents talented reps from other industries from applying.
“They want proof that you can do the job better than most other applicants,” he added.
What Kinds of Roles Are Available in Tech Sales?
People often start their careers in tech sales as sales development or business development representatives. These roles involve cold calling customers, sending emails, and helping customers who reach out for more information about a product. The goal is to qualify customers and book a meeting for the account executive.
Read also: WHAT IS COLD CALLING: Definition, How It Works, Examples and Techniques
Account executives are responsible for running product demos, closing deals, and performing the same outreach tasks as SDRs and BDRs. Then there are the account and customer success managers, who assist existing customers and attempt to upsell them on additional products and services.
Some senior tech sales positions include sales manager or sales director. Sales managers lead and train sales teams. Outside of training, they are also responsible for setting quotas based on sales data and establishing product pricing and budgets. Sales directors work closely with sales managers to create and execute strategies for the sales team. They often help with onboarding and training and set quotas and expectations for the team.
The highest position on a sales team is vice president of sales. The VP of Sales oversees the entire sales team, including onboarding new customers or representatives and developing new sales strategies. VPs typically present sales information to key organizational stakeholders and work closely with finance teams to set goals.
Read Also: Tech Consultant: A Beginners Guide to Technology Consultancy
Can You Do Tech Sales as a Side Hustle?
Yes, you can certainly pursue tech sales as a side hustle. Many people work part-time or side jobs in sales, including within the tech industry. Below are a few reasons why it can be a viable side hustle.
Why Work in Tech Sales?
Many people find working in tech sales a fascinating career choice because of its various rewards. I have compiled some of the top benefits of becoming a tech sales representative to help you choose this career path.
#1. Competitive Salaries
Because sales jobs in the tech industry require specialized knowledge, the pay tends to be more competitive than other positions.
On average, tech sales professionals in the United States make $71,300 annually. A tech sales manager’s annual salary jumps to $129,700. Expect these numbers to grow with experience and commission.
#2. Remote-Friendly
With the flexibility and freedom to work from any location (as long as you can have a dependable internet connection), many tech sales representatives work remotely.
Working remotely can improve work-life balance, save money, and reduce commute time. Additionally, it could improve your time management, communication, and self-discipline skills—all highly sought after in the IT sales sector.
Read Also: Remote Working: Best Paying Remote Jobs in 2023 & Benefits
#3. Many Job Opportunities
The tech sales sector offers a plethora of fascinating career opportunities for people. Companies want knowledgeable tech salespeople to market and close deals on the new products and technologies they invest in.
There are many chances to use your computer knowledge and communication skills to build a successful career in tech sales, regardless of your preference for working for startups or large tech companies.
There has never been a better moment to begin learning about technology sales since the business is expected to grow quickly.
#4. No Technical Skills Needed
Contrary to popular belief, one does not need deep technical knowledge, such as coding or computer programming, to pursue a career in tech sales.
Although having a fundamental understanding of technology is beneficial, the most crucial abilities for success in tech sales are problem-solving, relationship-building, and communication. Because of this, tech sales are ideal for students and entry-level professionals.
For entry-level positions, prior sales experience is preferred but not necessary.
#5. Career Advancement
There are many chances for career growth and success in the tech sales sector.
An entry-level sales position can be a good starting point for climbing the corporate ladder to become a sales manager, account executive, or sales director.
Since the IT sector is perpetually changing, new goods and innovations are always available for purchase. As a result, you can learn new skills and delve into new areas. With perseverance and hard work, the possibilities in IT sales are endless!
Read Also: The Top 2023 Tech Companies to Work (Updated)
Does Tech Sales Require Coding?
No, tech sales typically do not require coding skills. Although having a basic understanding of tech and being familiar with the goods or services offered might be beneficial, a tech sales representative’s main responsibilities are to comprehend customer needs, communicate clearly, and close deals.
Challenges of Working in Tech Sales
While there are many reasons to work in tech sales, there are also certain difficulties. I have put down some of the challenges you are likely to face, including:
#1. High Pressure
Selling is a hard grind. Compared to other industries, tech companies especially rely heavily on subscription renewals.
The outcomes will determine your performance. That is, your performance is solely dependent on the statistics you achieve.
The pressure to meet quotas can be a great motivation for some people. For others, though, it can cause tension and even burnout rapidly. All of this is to say that you will find many fulfilling aspects of the job, but it will require great dedication and determination to thrive in this capacity.
#2. Learning Curve
Entering the tech sales industry can be daunting since it involves a steep learning curve. However, keeping up with the latest industry trends and developments is key to staying ahead.
Stay current by attending industry events and conferences, following tech sales influencers on social media, and seeking mentorship and training opportunities.
Don’t be afraid to ask questions and take on new challenges as they arise—the more you learn, the more valuable you become as a tech sales professional.
#3. Difficult to Switch Industries
The tech sales process differs from more traditional sales industries. Reps in fields like retail or insurance primarily sell to buyers at the tail end of the sales funnel. Brian said the buyer had already decided, and the main difference was whether the rep was likable. That success doesn’t always translate to tech sales, where buyers have more choices, and the deals are more complex.
#4. Locating Clients
Tech salespeople frequently struggle to get clients; many find cold calling scary. Nonetheless, mastering it is a necessary skill for success in this field.
One approach to improving at cold calling is to practice in front of a mirror or with friends and family. Research your prospects before you call them to further personalize your pitch and build rapport.
Also, never forget that perfection comes from practice. With time and experience, you’ll gain comfort and confidence in your sales strategy.
Is It Hard to Get into Tech Sales?
No. Getting into tech sales can be challenging but rewarding. It requires communication skills, technical knowledge, and sales acumen. While a formal education in sales or technology can be beneficial, many successful tech sales professionals come from diverse backgrounds.
Bottom Line
With no experience, there is no problem in tech sales because I have provided a detailed solution for starting a tech sales job without experience in this post. However, success in tech sales demands a specific personality and experience. The hours can be long, and travel is frequent, but if you’re motivated by money, this job may reward your efforts in ways other careers do not!
Today, many AI tools are emerging. These tools might change many careers in the future, as they will be able to do many things by themselves, so some people might look for a new and more specialized job. But be sure that demand for tech sales managers will remain the same or even grow in the future.
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