What is Technical Sales?
Technical sales involves promoting, demonstrating, supporting, and (most importantly) selling software and tools. Technical sales is how software companies generate new customers, revenue, and gather feedback to improve their products. Tech sales is a booming, competitive field with thousands of new professionals added to the pool each month. As long as you’re willing to compete, tech sales might be the most accessible way to enter the tech field without learning how to code.
How to Learn Technical Sales
Sales bootcamps last between 3 and 13 weeks and cost anywhere from $0 to $10,000. Free bootcamps like SV Academy typically stay afloat with funding from companies who want to hire their graduates. Some bootcamps will even pay their students or graduates if they do a fellowship at a participating company. To increase your chances of being selected for a sales bootcamp, you’ll want to brush up on basic knowledge of computer programming and the industry you’ll be entering. Check out Course Report's list of the Best Tech Sales Bootcamps!
What Does a Sales Development Representative Do?
Those in tech sales positions often sell software as a service (SaaS) and promote and sell their company’s product by demonstrating how it works and why it is the best product to meet a potential customer’s needs. As a tech sales professional, you will most likely start working in sales development, acting as a liaison between sales managers and clients. Distinguishing between business development and sales development is important: sales is how revenue is generated within a chosen market segment, while business development is finding a fit between the product and a particular market segment.
A Sales Development Representative (SDR) cold calls/emails potential clients. They collaborate with other teams within their company to learn about, promote, and improve the product and will use tools like SalesForce and other CRM software to manage their leads pipeline. An SDR will work with the sales manager to sell the product and to understand why the product is the most useful tool for their customers. An SDR will also research similar products in the field to determine how their product differs from rival companies. Some SDRs might gather information on potential product improvements and what new products should be offered.
Common tech sales jobs include:
- Sales Development Representative (SDR)
- Sales Engineer
- Outbound SDR
- Inbound SDR
- Inside Sales Representative
- Outside Sales Representative
- Enterprise SDR
- Associate Customer Success Manager
- Customer Success Manager
- Account Executive
What Kind of Skills Do Technical Sales Professionals Need?
Tech sales representatives need to know some software and have a basic understanding of computer programming. More importantly, they need to have the appropriate soft skills to sell a product convincingly and convert as many clients as possible.
Hard Skills Required for Technical Sales
Some tech sales qualifications include:
- LinkedIn Sales Navigator
- Apollo
- Cold Calling
- Cold Pitching via email
- SalesForce
- CRM Tools
- Technical Support
Soft Skills Required for Technical Sales
Don’t overlook the need for soft skills in the Tech Sales industry, as they’re quite sought-after by employers. Some skills that companies look for in potential Sales Development Representatives are:
- Communication
- Active listening
- Time management
- Storytelling
- Organization
Job Market and Salary Insights
The job outlook for technical sales professionals is on the rise and doesn’t show any signs of slowing down, as businesses upgrade their technology to improve their processes and increase profits. The 2023 median pay for a Sales Engineer is $116,950 with a 5 percent job growth rate, which is faster than average. This translates into approximately 5,900 new job openings per year over the next decade. The salary is largely dependent on things like education (those with specialized degrees may earn more), years of experience, and location, as companies in larger cities or tech hubs tend to offer higher salaries.
FAQ Section
What is the best way to get into sales for the tech industry?
Most technical sales positions expect you to have experience before applying. Experience can be gained through a tech sales bootcamp or an internship. Some companies offer training programs for entry-level sales representatives or a 1-year probationary contract that involves an onboarding training program and a ramp-up period. Consider a tech sales bootcamp, which teaches students the skills to become a sales development representative (SDR), customer success manager, or account executive, such as cold calling and pitching, maintaining CRM tools like Salesforce, and providing technical support.
Is tech sales a good career?
Yes. With a 5 percent job growth rate, good earning potential, and approximately 5,900 new job openings each year over the next decade, there is a demand for skilled tech sales professionals. There’s also a pretty clear career path, too, with many entry-level hires starting as a sales development representative, then moving up to account executive, account manager, sales manager, or sales director. Check out a tech sales bootcamp to learn more about the field and gain the skills you need to get started in this career.
