Tech Sales Training

Tech Sales Training: A Comprehensive Guide

Introduction

The tech sales industry is booming, offering lucrative opportunities for those who can navigate its complexities. As companies increasingly rely on technology to drive growth, the demand for skilled tech sales professionals has skyrocketed. For individuals looking to break into this field, understanding the landscape of tech sales jobs, the necessary skills, and the right training paths is essential. This guide aims to provide a comprehensive overview of tech sales training, offering insights into how you can kickstart and advance your career in tech sales.

Tech sales is not just about selling software; it’s about understanding how technology can solve real business problems and communicating that value to potential customers. This makes tech sales a uniquely challenging and rewarding career path. Whether you're transitioning from a different sales field, just graduating, or considering a career change, the information in this guide will help you navigate the steps needed to break into tech and succeed in tech sales.

Is Tech Sales Really Worth It?

Entering the tech sales field can be a highly rewarding career choice, both financially and professionally. While a high commission salary and schedule flexibility sound enticing, there are some unique aspects of tech sales that may not be for everyone. Before jumping onto the sales boat you might be asking yourself, "Is tech sales really worth it?" The answer largely depends on your career goals, interests, and willingness to continually learn and adapt. 

Tech sales roles often offer high earning potential, with opportunities to advance into more senior positions. The tech industry is one of the fastest-growing sectors, providing financial stability and numerous opportunities for career growth. However, tech sales can be challenging, requiring resilience, strong communication skills, and a deep understanding of the products and services you are selling. For those willing to put in the effort, tech sales can indeed be a fulfilling and profitable career path.

That said, tech sales is not for everyone. If you lack grit, drive, or the ability to hold yourself accountable, this might not be the best career path for you. The nature of tech sales demands constant motivation, self-discipline, and the persistence to push through rejection and challenges. Success in this field requires a strong inner drive to meet goals and the resilience to keep going, even when things get tough. If you're not prepared to consistently push yourself and stay accountable for your results, you may find the demands of tech sales overwhelming.

Tech sales professionals are often on the cutting edge of technology, giving them access to the latest tools and innovations. This constant exposure to new technology can be incredibly exciting for those with a passion for tech. Additionally, because tech sales roles are often tied to performance metrics like quotas, the career can be very rewarding for high achievers who thrive in a results-driven environment.

Another advantage of a career in tech sales is the opportunity to work with a wide variety of industries. Technology is now a fundamental part of nearly every sector, from healthcare to finance to retail. This means tech sales professionals can choose to specialize in an industry that interests them, allowing them to develop deep expertise and become trusted advisors to their clients.

What Is the Highest Paying Tech Sales Job?

One of the most attractive aspects of tech sales is the potential for high earnings. But what is the highest paying tech sales job? Generally, positions such as Enterprise Sales Executive, Sales Director, or VP of Sales tend to be at the top of the salary scale. These roles involve managing large accounts, leading sales teams, and developing strategies to drive revenue growth.

The average tech sales salary varies depending on the specific role, company size, and location. For instance, an Enterprise Sales Executive can earn anywhere from $120,000 to $250,000 per year, with additional bonuses and commissions significantly increasing total compensation. Similarly, leadership roles like Sales Director or VP of Sales can command salaries in the range of $150,000 to $300,000, often accompanied by equity or stock options in tech companies.

In contrast, entry-level tech sales jobs, such as Sales Development Representative (SDR) or Business Development Representatives (BDR), typically offer salaries ranging from $40,000 to $50,000. SDRs and BDRs differ from the rest of the sales organization because their compensation packages do not heavily rely on commission structures. They are typically paid a base salary with a small commission incentive. This makes the SDR/BDR role a little more stable than an Account Executive role, but it also removes the potential upside for high earnings. As you gain experience and move up the ranks, the financial rewards in tech sales can be substantial as you move into a closing role.

For those aiming to reach the top of the pay scale, building a successful career in tech sales often requires not just hitting quotas but also demonstrating leadership, strategic thinking, and the ability to manage complex sales processes. Moving into management roles such as Chief Revenue Officer (CRO) or VP of Sales can also significantly increase your earning potential, as these positions often come with higher base salaries and the opportunity to earn performance bonuses and equity.

In addition to these roles, there are also specialized sales positions, such as those in technical or solutions sales, where the sales professional must have a deep understanding of the technology they are selling. Technical Sales roles are more focused on being product experts rather than driving the sales cycle along. These roles can also be highly lucrative, especially in industries like cybersecurity, cloud computing, or enterprise software, where the products are complex, the sales cycles are long, and the contract values are high.

How Do I Start Off in Tech Sales?

So you’ve decided the upside of tech sales far outweighs the various risks, and you’re ready to get started, but starting a career in tech sales might seem daunting, especially if you’re new to the field. However, with the right approach and mindset, you can successfully get started in tech sales and build a rewarding career.

1. Research the Industry: Begin by familiarizing yourself with the different tech sub-industries and the types of products and services that are commonly sold. If marketing interests you, take the time to learn the different problems marketing leaders are facing. Understanding the market, the competition, and the challenges companies face will give you a solid foundation to start from.
2. Develop Relevant Skills: Sales skills are crucial, but so is a basic understanding of technology. You don’t need to be a tech expert, but knowing the fundamentals of how tech products work is essential. Consider taking online courses or attending workshops to build your basic tech knowledge. There are plenty of free resources available.
3. Build a Network: Networking is key in tech sales. Attend industry events, join tech sales communities, and connect with professionals on LinkedIn. Building relationships with people in the industry can open doors to job opportunities and mentorship.
4. Continuous Learning: Tech sales is a dynamic field, and staying updated with the latest trends and tools is crucial. Continuously invest in learning through courses, certifications, and on-the-job training.

In addition to these steps, it’s also helpful to find a mentor who is already successful in tech sales. A mentor can provide valuable insights, share experiences, and help you navigate the challenges of starting out in the industry. Many tech sales professionals are happy to offer advice and support to those just starting their careers.

How Can I Break Into Tech Sales?

You’ve already started preparing yourself for tech sales, but what steps do you take to land the first job? Breaking into tech sales requires a combination of the right skills, a strategic approach, and perseverance. Here’s how you can increase your chances of landing your first tech sales job:

1. Tailor Your Resume: Highlight any relevant experience, even if it’s not directly in sales. Focus on transferable skills such as communication, negotiation, problem-solving, and familiarity with technology. Make sure anything listed on your resume can be turned into a story to “sell” yourself for the job.
2. Leverage Your Network: Reach out to contacts in your network in the tech industry for advice, job referrals, or informational interviews. It can be uncomfortable, but networking can often lead to job opportunities that aren’t advertised publicly. 
3. Get Hands-On Experience: Consider internships, volunteer positions, or freelance work that allows you to gain experience in sales or technology. Practical experience will make you more attractive to potential employers. 
4. Prepare for Interviews: Make sure to do your homework and prepare for interviews. Research common tech sales interview questions and practice your responses. Be ready to demonstrate your understanding of the industry, your sales acumen, and your ability to learn quickly. Have a few questions prepared about how their solution fits in the market. This shows the interviewer that you’ve prepared and allows you to highlight a base understanding of the current market. 
5. Stay Persistent: Breaking into tech sales might take time, so don’t get discouraged if you don’t land a job immediately. Keep refining your skills, expanding your network, and applying for positions. Applying for sales positions is a lot like sales, the more opportunities you give yourself, the better shot you have at closing one. 

Consider attending industry conferences and events where you can meet potential employers face-to-face. Many companies also offer sales training programs or bootcamps that can help you get your foot in the door. These programs are often intensive and designed to quickly equip you with the skills needed to succeed in tech sales.

Another strategy is to start by working in a related field, such as customer support or marketing, where you can gain industry knowledge and develop the skills needed for a transition into sales. Many tech sales professionals have successfully made the switch from other roles within a company, leveraging their internal knowledge and relationships to move into a sales position.

Is Tech Sales Hard to Learn?

You’ve landed your first tech sales job (woohoo congrats, we’re proud of you!), and now it’s time to learn and refine your skills. Tech sales is not necessarily hard to learn, but it does require a unique blend of skills, knowledge, and craft. On one hand, sales fundamentals like communication, negotiation, and customer relationship management are essential and can be learned through practice and training. On the other hand, industry knowledge and understanding the technology you’re selling is equally important.

The learning curve in tech sales depends on your background. If you come from a sales background, learning the technical aspects of the products might be your biggest challenge. Conversely, if you’re already tech-savvy, you might find the sales process to be the more challenging aspect.

The key to success in tech sales is a commitment to continuous learning. Whether it’s mastering a new sales tool, understanding a complex product, or staying updated on industry trends, the ability to learn and adapt quickly will set you apart in the field.

Another aspect that can make tech sales challenging is the fast-paced nature of the tech industry. Technologies and products are constantly evolving, which means that sales professionals must stay up-to-date with the latest developments. This requires a proactive approach to learning, including attending webinars, reading industry publications, and participating in training programs.

Moreover, tech sales often involves longer sales cycles and more complex decision-making processes compared to other industries. This means that sales professionals must be patient, persistent, and skilled at managing relationships over time. Understanding the buyer's journey and being able to navigate complex sales processes are crucial skills for success in tech sales.

What Degree Is Best for Tech Sales?

While there is no specific degree required for a career in tech sales, certain educational backgrounds can provide a strong foundation. Degrees in Business, Marketing, Communications, or Technology are often beneficial for aspiring tech sales professionals.

• Business: A degree in Business Administration or Management provides a broad understanding of business operations, finance, and strategy, all of which are useful in tech sales.
• Marketing: Marketing degrees offer insights into consumer behavior, market research, and digital marketing, which can be advantageous in understanding how to position and sell tech products.
• Communications: A Communications degree hones your ability to convey ideas clearly and persuasively, a crucial skill in sales.
• Technology: Degrees in Computer Science, Information Technology, or Engineering can be particularly valuable if you’re selling complex tech products. A strong technical background allows you to understand and explain the intricacies of the products you’re selling.

While a degree can be helpful, it is not necessary. Many successful tech sales professionals have diverse educational backgrounds or have transitioned from other fields by gaining relevant experience and skills. A degree is not necessary, but it may help lower the barrier for getting an interview. However, if you can highlight your relevant experience while also demonstrating passion and grit, you can be successful in tech sales without a formal college degree. 

In addition to traditional four year degrees, some universities and colleges now offer specialized programs in sales or tech sales. These programs are designed to equip students with the specific skills needed for a career in tech sales, combining coursework in sales techniques, technology, and business strategy. These programs can be an excellent option for those who want to enter the tech sales field with a strong educational foundation.

What Should I Study to Get into Tech Sales?

While a formal degree is not needed, studying the right subjects can give you a competitive edge in tech sales. While there’s no one-size-fits-all answer, here are some areas of study that can be beneficial:

• Sales Techniques: Courses on sales techniques, negotiation, and customer relationship management are essential for anyone looking to succeed in tech sales. By understanding different sales techniques and methodologies, you’ll better enable yourself to answer interview questions.
• Tech Sales Basics: It’s important to familiarize yourself with the basics of the tech sales industry. Having an understanding of the basics will allow you to speak the language being used by sales veterans. By simply using the correct terminology, you will set yourself apart from others trying to enter the field. 
• Marketing and Business Strategy: A deep understanding of marketing principles and business strategy can help you position tech products effectively and understand the broader market context. The SDR sits at the intersection of sales and marketing, so having an understanding of both will allow you to not only land an SDR job, but be a valuable member of the sales team.
• Psychology: Studying psychology can provide insights into consumer behavior, motivation, and decision-making processes, all of which are relevant in sales. Having an understanding of basic human psychology will allow you to craft messaging that resonates with your prospects, rather than pushes them away. 

For those looking for affordable or free options, there are many tech sales training programs available online that offer a good starting point without the need for a formal degree.

In addition to these subjects, consider taking courses in data analytics. These skills can be particularly valuable in tech sales, where you may need to analyze data to identify sales trends, craft your messaging, and create accurate pipeline forecasts. 

Furthermore, studying project management can be beneficial, especially in roles where you’ll be managing long sales cycles or coordinating with multiple stakeholders. Understanding how to plan, execute, and monitor projects can help you stay organized and deliver results in complex sales environments.

How to Get a Tech Sales Job with No Experience

Getting a tech sales job with no prior experience can be challenging, but it’s not impossible. Here are some strategies to help you land a tech sales role even if you’re starting from scratch:

1. Highlight Transferable Skills: Emphasize skills from previous jobs or experiences that are relevant to sales, such as communication, problem-solving, and customer service. Not only do you want to highlight your transferable skills, you want to tell a story about how those skills can be leveraged in a tech sales role.
2. Start with an Entry-Level Position: Consider applying for entry-level roles such as Sales Development Representative (SDR) or Business Development Representative (BDR). These positions are often stepping stones to more advanced sales roles.
3. Pursue Relevant Training and Certifications: Completing tech sales training programs or obtaining certifications can make you more competitive, even without direct experience. There are a few qualified sales bootcamps without the same high sticker price as a two or four year degree. 
4. Network with Industry Professionals: Connect with tech sales professionals on LinkedIn, attend industry events, and join relevant online communities to learn more about the field and discover job opportunities.
5. Be Willing to Start Small: Sometimes, smaller companies or startups are more willing to take a chance on someone with less experience. These roles can provide valuable experience and a path to more significant opportunities. Starting at a smaller company not only allows for getting an easier foot in the door, but these roles typically come with more responsibilities. Taking on responsibilities early on in your tech sales career, even as an SDR, will put you on a quicker trajectory to a promotion. 
6. Cold Call the Hiring Manager: If there is only one piece of advice you take away from this guide, it is to COLD CALL THE HIRING MANAGER! As an SDR, you’re going to be making plenty of cold calls, so you might as well show off your skills to the hiring manager. For an open BDR position, a hiring manager might receive upwards of 100 applications. Do something to stand out and make it easy for the hiring manager to recognize you. Especially if you do not have any prior experience, use the cold call to show them you’re willing to do the work to stand out.    

In addition to these strategies, consider creating a portfolio of sales-related work. This could include examples of successful potential cold call scripts, email campaigns, or case studies that demonstrate your ability to sell. Even if these examples come from volunteer work or side projects, they can help showcase your potential to employers.

It’s also beneficial to stay active in tech sales communities and online forums where you can learn from others and potentially find job opportunities. Many tech companies post job openings in these communities, and being an active participant can help you stand out to potential employers.

What Certifications Do I Need for Tech Sales?

Certifications can enhance your resume and demonstrate your commitment to professional development. While not always required, they can set you apart from other candidates. Here are some valuable tech sales certifications to consider:

• Certified Sales Professional (CSP): Offered by the National Association of Sales Professionals, this certification covers essential sales skills and strategies.
• HubSpot Sales Software Certification: This free certification teaches you how to use HubSpot’s sales tools effectively, which is valuable if you’re working with CRM software.
• Salesforce Certified Sales Cloud Consultant: This certification is particularly valuable if you’re selling products that integrate with Salesforce or if you’ll be using Salesforce in your role.
• Ravenue N.E.S.T. Academy: Ravenue’s New Entrant Sales Toolkit is a program designed to take individuals with no sales experience and arm them with the tools and experience to break into tech sales.  

Earning certifications can help you build credibility and showcase your expertise, especially if you’re new to the tech sales field. When picking a sales certification program, be sure to find one that allows you to gain first hand experience along with knowledge. Some certifications are strictly lectures and class work, so be sure to find one that also allows you to practice your sales skills. 

Do Tech Sales Bootcamps Work?

Tech sales bootcamps have gained popularity as a fast-track way to enter the tech sales industry. But do they really work? The answer depends on the program, your goals, and your level of commitment.

1. Tech Sales Training with Job Placement: Some bootcamps offer job placement services, which can be a significant advantage if you’re looking to land a job quickly. These programs often have partnerships with tech companies, providing you with direct access to job opportunities.
2. Are Tech Sales Bootcamps Worth It?: Typically, yes. Bootcamps can be worth the investment if you’re looking for an intensive, hands-on learning experience. They typically cover everything from sales fundamentals to advanced techniques, and some even offer mentoring and networking opportunities.
3. Choosing Your Tech Sales Bootcamp: When choosing a bootcamp, research the curriculum, instructors, and success rates. Look for programs that offer practical experience, such as role-playing exercises, live sales calls, and real-world projects.

Overall, tech sales bootcamps can be an effective way to gain the skills and experience needed to break into the industry, especially if you’re starting with little or no experience.

In addition to these factors, consider the cost of the bootcamp and whether it offers flexible payment options, such as deferred tuition or income share agreements (ISAs). These payment models allow you to pay for the bootcamp only after you’ve secured a job, which can reduce the financial risk.

Some bootcamps also offer lifetime access to course materials and alumni networks, which can be valuable resources throughout your career. Before enrolling in a bootcamp, it’s important to weigh the potential benefits against the cost and time commitment to determine if it’s the right choice for you.

Conclusion

Tech sales is a dynamic and rewarding field with countless opportunities for those ready to learn and grow. Whether you’re just starting out or looking to advance your career, having the right training and education is key to unlocking your potential. This guide has provided an overview of what it takes to succeed in tech sales, from understanding the highest-paying roles to exploring different training paths.

If you’re serious about breaking into tech sales, consider taking the next step with Ravenue’s N.E.S.T. program. Designed for those new to the field, the New Entrant Sales Toolkit (N.E.S.T.) offers hands-on training, expert guidance, and the tools you need to launch a successful career in tech sales. Don’t miss this opportunity to gain the skills and experience that can set you apart in this competitive industry. Ready to get started? Check out Ravenue’s N.E.S.T. program today and begin your journey into tech sales.