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Tech Sales Training

Tech sales training is instruction that teaches someone how to sell technology products or services. They develop technical proficiency in individuals who want to help individuals or businesses by selling technical products or services, enhancing efficiency and productivity in their lives or businesses.

To do this, technology salespeople need to have a thorough understanding of individual or business needs in order to deliver customized solutions. This instruction provides specialized training programs to equip individuals with the skills needed to demonstrate the value of technology solutions to clients effectively.

So why do tech sales training?

Selling technology enables the best of both worlds for individuals looking to break into a technical career. First, it creates an environment where you get to work with leading technologies.

Just as important, for those who have strong people and communication skills, it lets you leverage these talents as well. Finally, while moving into technology sales takes a lot of work, the payoff can be great in terms of higher earnings potential.

Here is a playbook that outlines the essential skills, strategies, and knowledge to work in this very beneficial technical discipline.

Important components of tech sales training

To gain a better understanding of tech sales training, we will provide an overview of its common elements. Let’s dive in.

Tech sales training should be part of a pathway

The best technical sales training will be similar to other types of technology training programs. So development will take time and the training should have multiple phases from learning concepts, to environments that let people practice, to work opportunities.

Business components of tech sales training

The training should provide an overview of how a modern organization operates, what it looks like, as well as the following common items.

Corporate budgeting processes
Executive team overview and what they do
How procurement works
Business cultural implications
An overview of how different types of organizations operate

Technology overview within tech sales training

In order to sell technology you need to have an understanding of some of the primary elements of technology. Some important ones that should be included in tech sales training include:

Technical foundation training to provide you the basics
Technology layers and how they work
Common technical roles in an organization
Overview of the technology development process
IT organization overview
What technical project management looks like in an organization

Sales mechanics overview

This should include items such as common sales practices and tools needed in order to be able to sell.

Technical solution versus product selling
Common technical sales roles
Technical sales team overview
Common sales technologies such as customer relationship management
Sales process overview
Sales techniques and methodologies

Overview of specific sales skills someone would need to learn

There are many skills that are specific to sales that should be discussed during a tech sales training course. Some of the top ones are provided below.

Communication skills including relating to others, strong written and verbal skills as well as active listening
Hunting skills including prospecting, relationship building, and organizational skills
Execution skills including adaptability, time management, handling objections, persistence and closing skill

An ability to practice what you have learned

Depending on the phase of the training, tech sales training should provide opportunities to practice what you have learned in realistic situations.

Where to start with tech sales training?

If you think tech sales is for you, here are some steps to get you started.

First step: Measure your understanding of tech and the skills you will need with a tech skills assessment. This measurement will provide your current level of proficiency. With this in mind you this will inform you on what level of training is right for you to get you moving forward.

Second Step: Once you’ve got a handle on your current skill level and what’s still missing from your tech sales arsenal, it’s time to hunt down the perfect training program to rocket you to the top.

Remember that you should start in the phase of tech development you are at including initial learning, training or ready to work.

Some additional tips

Here are some additional ideas and concepts to get you going with the right tech sales training program.

Remember the process takes time

You can 100% do this however remember that the process will take time. Be patient but keep moving forward until you hit your goals.

Remember that any customer service job, from serving food to helping with support calls will provide you related sales experience. As you train don’t be afraid to try these other opportunities.

Practice, Practice, Practice

Tech sales, like any job takes time and practice in order to build proficiency. Ensure that you find training environments that will let you train and practice in realistic situations.

Go to networking events

Conferences, meetups, even LinkedIn are the primary playing fields for those in sales. It is a great spot to meet people, watch and learn from seasoned sales people, as well as work on your communication skills.

Next Steps

If you think that tech sales might be for you, a great next step is to measure your current level of tech proficiency in order to see the type and level of program that makes sense for you. You can do this now by getting your tech worker readiness score.