Tech sales is one of the few careers offering high earning potential with a relatively low barrier to entry. If you’re looking to get started, you don’t need a deep technical background; what’s more important is your ability to connect with people and identify their problems. This article will walk you through the essential steps to becoming a tech sales representative, from understanding what employers are looking for to preparing for entry level tech sales jobs. With the right tech sales training, you’ll be well equipped to break into this exciting field. Let's dive into the steps that will help you get your foot in the door.
How Hard Is It to Get a Job in Tech Sales?
Landing a job in tech sales has become significantly harder in recent years. While tech sales enjoyed a decade of growing popularity, the peak came in 2020 when nearly anyone with basic competence could find a sales job in the tech industry. However since early Q2 of 2023, the landscape has shifted dramatically. High interest rates and the looming threat of a recession have caused businesses to slow down their hiring efforts.
The combination of hiring slow downs and continuous job cuts has flooded the market with talent. A few years ago, companies struggled to find qualified sales reps, but now, there’s an oversupply of candidates. This shift has made it the most difficult time in recent memory to secure a role in tech sales, as competition for fewer available positions has intensified. The saturation of qualified sales reps has also put a dampening effect on tech sales salary averages.
How Do I Become a Tech Sales Representative?
To become a tech sales representative, the best starting point is to land a Sales Development Representative (SDR) role, which is one of the common entry level tech sales jobs. SDRs focus on the top of the sales funnel, so you’ll spend your time prospecting, doing outreach, and setting up meetings. Because the labor market is flooded, how do you set yourself up to land that first SDR role? If you’ve asked yourself how do I become a tech sales rep, here are a few things to focus on:
- Build and Use Your Network: Networking is one of the most effective ways to break into tech sales. Whether it’s through LinkedIn, industry events, or personal connections, having a strong network can help you uncover job opportunities that aren’t advertised and get referrals that fast track you to interviews.
- Learn the Basics of SaaS Sales: If you’re coming from outside of sales, learning the basic concepts of SaaS sales will help you “talk the talk” during interviews. Even if you don’t have direct experience, familiarizing yourself with sales terminology and processes will make you appear more competent. Using industry jargon and understanding key concepts can give you a leg up when speaking to hiring managers.
- Pick a Few Industries to Focus On: Tech sales covers a broad range of industries, from healthcare to finance to manufacturing operations. Narrow your focus to a few sectors that genuinely interest you, and do some research on them. When you demonstrate knowledge about a specific industry in an interview, it shows you're prepared, motivated, and intelligent. These are qualities to set you apart from the crowd.
How Long Does It Take to Become a Tech Sales Rep?
The truth is, there’s no definitive answer. Several factors affect how long it takes to land a tech sales role. Do you have prior sales experience? Are you actively leveraging your network to get referrals? How is the current job market? (As of now, the tech labor market is saturated, making it take longer than usual to secure a position.)
Another key factor is how much effort you’re putting into the job search. Are you treating it like a full time job, or are you only applying to a few roles a week? The more time you dedicate to building your network, applying for roles, and preparing for interviews, the faster you will see results.
While you can do all the right things, at the end of the day, much of the process is out of your control. You could be the perfect fit for a role, but the company might make a mistake and hire the wrong person. The best approach (just like in sales) is to detach from the outcome and focus on the process. Keep pushing forward, and eventually, the right opportunity will come your way.
How Can I Get Into Tech Sales With No Experience?
Breaking into tech sales with no experience is challenging, especially in today’s competitive job market. But even if the cards are stacked against you, there are steps you can take to stand out from the crowd and improve your chances.
- Get Certified in Salesforce and HubSpot CRMs: These two CRMs are the most widely used tools in tech sales. Both Salesforce and HubSpot offer free certifications, and they don’t take long to complete. Becoming proficient in these platforms gives you an edge because it’s one less thing employers will need to train you on. Plus, being able to list these certifications on your resume adds credibility and demonstrates that you’re proactive in preparing for the role.
- Consider a Tech Sales Certification: To further boost your chances, pursuing a dedicated tech sales certification can help. Certifications give you foundational knowledge in sales processes and tools, signaling to employers that you’re qualified for the role. Programs like Ravenue’s N.E.S.T. Academy are designed to help people land their first tech sales position, providing targeted training that will give you a leg up in a crowded market.
- Create a Targeted Outreach Strategy and Record a Video Introduction: To truly set yourself apart, take the initiative to create a personalized outreach strategy for the company you’re applying to. This could be as simple as suggesting a sales approach tailored to their market or highlighting potential opportunities for growth. Additionally, recording a video introduction that showcases your enthusiasm and understanding of the company can make a memorable impression on hiring managers.
By focusing on these steps, you’ll increase your chances of landing an SDR role, even with no prior sales experience. It may take time, but persistence and preparation will eventually pay off.
Conclusion
Becoming a tech sales representative is a promising career move, but it requires preparation and persistence, especially in today's competitive labor market. Whether you’re leveraging your network, gaining certifications, or sending video introductions, these steps will help you stand out from the crowd. If you're looking to fast track your path to becoming a tech sales rep, consider the N.E.S.T. Academy to help you land your first role in tech sales.
