Tech businesses rely on specialized professionals to bridge the gap between their products and potential customers. This is where tech sales jobs come into play. Tech sales professionals focus on identifying customer needs and demonstrating how tech products or services can address those needs. Whether it’s software, hardware, or IT services, the sales team is crucial in helping businesses grow their customer base and drive revenue.
For those considering a career in tech sales, the right tech sales training can make all the difference. It equips aspiring sales professionals with the knowledge, skills, and strategies needed to succeed in this competitive field. Understanding the responsibilities, earning potential, and challenges involved in a tech sales job can help you decide whether this career path aligns with your goals. We’ll break down the essentials of tech sales and explore what it takes to thrive in this dynamic industry.
The role of tech sales professionals is to manage the relationship and sales process with potential customers. This often involves making initial contact, qualifying leads, and nurturing relationships with prospects. Tech salespeople act as a bridge between a company and prospective clients, ensuring the latter understand the benefits and capabilities of the product or service being sold.
Sales representatives spend much of their time understanding the pain points of their target audience and presenting their tech solution as the answer. They may engage in product demonstrations, handle objections, and even work alongside engineers to answer technical questions. In this sense, tech sales blends problem-solving with communication, requiring both a deep understanding of the product and the ability to translate complex ideas into digestible information for potential buyers.
The day-to-day tasks of tech sales jobs can vary depending on the company and the complexity of the product being sold. While there is variation, most tech sales jobs follow a structured process. A typical sales cycle includes:
Many entry level tech sales roles focus on the early stages of the sales process. For example, SDRs are responsible for generating leads and setting up meetings for account executives (AEs) to close deals. As tech salespeople progress in their careers, they will take on more responsibilities such as closing sales and managing client relationships.
One of the most attractive aspects of tech sales is the earning potential. A tech sales salary can vary greatly depending on factors like experience, location, product you sell, and the company you work for. Many tech sales roles offer a combination of base salary and commission, meaning that high performers can significantly increase their earnings through successful sales.
The average tech sales salary US ranges from $60,000 to $120,000 per year, with more experienced salespeople and those in high-demand sectors earning upwards of a $150,000 base salary before calculating commission. For those who enjoy the challenge of hitting targets and are driven by financial rewards, tech sales can be a highly lucrative field.
That said, tech sales can also be a high-pressure job. Meeting quotas and managing multiple clients can lead to stressful situations. If you thrive on the excitement of hitting targets and can manage the stress that comes with it, a tech sales job is worth it.
Getting started in a tech sales career path can be challenging, particularly if you lack experience. Many companies are willing to hire individuals without a traditional tech background, as long as they possess strong communication skills, a passion for technology, and a willingness to grind. The best way to break into tech sales without experience is through tech sales training, where you’ll learn about the industry's tools, products, and traditional sales processes.
Tech sales training will be helpful but if you’re new to the industry, don’t expect to land a full-cycle, closing role right away. Positions like account executive or sales manager, which involve closing deals, are generally reserved for those with prior tech sales experience. Instead, your best bet for breaking into the industry is to aim for an entry-level position as a sales development representative (SDR).
Starting as an SDR allows you to gain valuable experience, build your network, and develop the skills necessary to advance in your tech sales career path. By proving yourself valuable as an SDR, you can work your way up to more advanced roles, such as account executive, sales manager, or even director of sales.
A tech sales job offers a unique blend of problem-solving, relationship-building, and high earning potential, making it an attractive option for those interested in the tech industry. While breaking into the field may require persistence, the rewards are well worth the effort. If you’re ready to start your journey, consider learning more about the exciting opportunities and how to position yourself for success in this dynamic field.
Interested in learning more? Explore the N.E.S.T. Academy’s tech sales training program to kickstart your career in tech sales!