Somehow,
there is a perception that in this niche market have to work some special
people. Geeks, "geeks", "not of this world", etc. It is
believed that the program is more difficult to sell than the same vacuum
cleaner. Like, you can not show a good person, give the customer a twirl in his
hands. It is also widely believed that the director himself, selling software
must have a diploma behind almost from MIT (English Massachusetts Institute of
Technology;. University and Research Center, located in Cambridge). Well, let
us destroying myths.
The first
myth. Vendor VS outsourcer
How many
times told the world ... but still not all realize that with the vendor to work
sometimes is much easier than with the outsourcer. Last sells man-hours. The
vendor also sells a single product. Why is it important for a sales manager? In
order to successfully market and get a good money, you need to thoroughly know
what sells. As mentioned above, the vendor sells a single product. So, just
have to explore it. In the case of outsourcing manager should sell all he wants
to sell the customer. More products - more training. And do not forget that the
knowledge of the product itself - it is not even half of the case. After all,
you will have to research the market, find customers, get them interested.
There is
another nuance that some candidates may become a stumbling block in finding
employment in outsourcing companies: knowledge of a foreign language. As a
rule, outsourcing is a prerequisite, as is necessary to communicate primarily
with foreign clients. Vendors also knowledge of the language is not necessary,
because the products may be focused precisely on the CIS market. And to add a
bit of a reality, not to remember across the word "vendor
outsourcer", take the example of the company N. The company develops
software for preventing information leaks and control of information flows. For
simplicity, let's say that the company produces some software. His own and
sells, and sells in the CIS. The software itself, as you can see, is quite
specific. In fact, the company is the vendor.
Now consider
the tasks that will be required to perform a typical sales manager in this
company:
1. to sell
one product - a comprehensive solution for preventing information leaks and
control of information flows. Yes, at first glance it is not clear what this
"beast" and how to tell it to the client. Wikipedia on the subject -
a dozen articles. However, everything is easier: the company holds for
employees free training seminars where detailed understands each component of
the product. In recent years, so many companies coming in, that only proves the
effectiveness of this method.
2. The
second problem is directly related to the first - the knowledge of the Client.
Since the product is one, then the "type" of regular customers. If
outsourcing today you can sell itch powder and look for those who want to annoy
competitors, and tomorrow - a remedy for scabies, it is difficult to quickly
move from one type to another customer. After all, they want opposite things.
In our case, customers want one thing - to protect confidential information.
So, learning how to conduct a dialogue with such people, the manager can only
improve their skills.
3. Finally,
the third point: the knowledge of a foreign language. As mentioned above, the
vendor is a requirement for a manager is presented in the form of suggestions,
an added bonus to the basic skills. Therefore, sometimes for a successful
career professional enough to own only their native language.
The second
myth. Look, Forrest, look!
We continue
to dissect the activities of the average sales manager of the company N. Now
that the myth of the complexity of the sales of a specific software we
understand, will dispel the myth about working with clients. Many people think
that the manager carries out almost the whole cycle of works - from the
customer to search for product introduction. Another myth. In the first place,
because it is not effective. At the beginning of the XX century, Henry Ford saw
the genius of the conveyor assembly. After more than a hundred years, in sales
use the same method.
So,
starting to work in the company N, the manager does not have to "sit on
the phone" and the study guide of the form "All the organizations of
Kiev." This work makes a call-center for him. There is a so-called
"portrait of the customer" - a list of criteria by which a particular
company may be interested in the proposed product. The staff call-center
looking for suitable candidates and collect them into a single database. It is
this pre-prepared information and receiving manager. Its primary task is to
find out whether the customer the product and how interesting. And here without
a phone or e-mail is not enough. Then it all depends on the manager's
abilities. The more customers' uboltat ", the more money you will get as a
result. After all, the information security market today - one of the fastest
growing. So, research firm Canalys has introduced a fresh outlook on corporate
information security, according to which the total global investment in this
sector in 2012 will grow by 8.7% to reach $ 22.9 billion.. In general, the
forecast assumes an increase of up to 2015 12%. These figures is enough to at
least think seriously about the work in this area.
At the end
of the debunking of the myth tell and about a small "fly in the
ointment", we are known because a pure honey, treat very suspicious.
"Tar" is associated with the period of recoil. That is, by how long
the manager will receive not only salary, but also the "margin" to
the percent of sales? On average, the "ordinary salespeople" it takes
about three months. In the field of information security and in our company N
this period increased to six months. However, the "golden rule" of
mechanics is valid not only in physics but also in sales. Losing in terms of
return, the manager wins the total profit. An opportunity to get a percentage
of the sale does not imply $ 10, and 2, and then 3 more than zero, and it is
not marketing "zamanuha", is a quote.
The third
myth. Prospects.
I think, to
dispel this myth is not a lengthy meditation fits best what "golden
mountain" can expect the usual sales manager, and the real story of head
of sales department of the company SearchInform Evgeny Matyushenko.
"Before
SearchInform in sales I have only had one experience: sales representative. My
task was primarily razvezti orders that have been made through the online
store, and the second - to sell the same products on their own, directly. Of
course, I earn more in the second case. But the orders were so many that sell
myself I did not have time. Therefore, the left - there was no future.
In
SearchInform it turned out that companies need personnel not only to replenish
the budget, but also to encourage employees to professional development. It is
not forbidden to engage in direct sales, regardless of their positions. Six
months later, the work was the first increase - Head of the call-center. A kind
of experiment, and as the practice - good. Then - own sales team, plus regional
offices (Kiev, St. Petersburg), subordinate. And all this for 3 years, with no
experience in this area, but from the desire to develop, make and, of course,
thanks to the advice of a competent guide. "
What can I
add? To summarize: in life it is important to not only get the chance, but also
be able to use them.
Somehow,
there is a perception that in this niche market have to work some special
people. Geeks, "geeks", "not of this world", etc. It is
believed that the program is more difficult to sell than the same vacuum
cleaner. Like, you can not show a good person, give the customer a twirl in his
hands. It is also widely believed that the director himself, selling software
must have a diploma behind almost from MIT (English Massachusetts Institute of
Technology;. University and Research Center, located in Cambridge). Well, let
us destroying myths.
The first
myth. Vendor VS outsourcer
How many
times told the world ... but still not all realize that with the vendor to work
sometimes is much easier than with the outsourcer. Last sells man-hours. The
vendor also sells a single product. Why is it important for a sales manager? In
order to successfully market and get a good money, you need to thoroughly know
what sells. As mentioned above, the vendor sells a single product. So, just
have to explore it. In the case of outsourcing manager should sell all he wants
to sell the customer. More products - more training. And do not forget that the
knowledge of the product itself - it is not even half of the case. After all,
you will have to research the market, find customers, get them interested.
There is
another nuance that some candidates may become a stumbling block in finding
employment in outsourcing companies: knowledge of a foreign language. As a
rule, outsourcing is a prerequisite, as is necessary to communicate primarily
with foreign clients. Vendors also knowledge of the language is not necessary,
because the products may be focused precisely on the CIS market. And to add a
bit of a reality, not to remember across the word "vendor
outsourcer", take the example of the company N. The company develops
software for preventing information leaks and control of information flows. For
simplicity, let's say that the company produces some software. His own and
sells, and sells in the CIS. The software itself, as you can see, is quite
specific. In fact, the company is the vendor.
Now consider
the tasks that will be required to perform a typical sales manager in this
company:
1. to sell
one product - a comprehensive solution for preventing information leaks and
control of information flows. Yes, at first glance it is not clear what this
"beast" and how to tell it to the client. Wikipedia on the subject -
a dozen articles. However, everything is easier: the company holds for
employees free training seminars where detailed understands each component of
the product. In recent years, so many companies coming in, that only proves the
effectiveness of this method.
2. The
second problem is directly related to the first - the knowledge of the Client.
Since the product is one, then the "type" of regular customers. If
outsourcing today you can sell itch powder and look for those who want to annoy
competitors, and tomorrow - a remedy for scabies, it is difficult to quickly
move from one type to another customer. After all, they want opposite things.
In our case, customers want one thing - to protect confidential information.
So, learning how to conduct a dialogue with such people, the manager can only
improve their skills.
3. Finally,
the third point: the knowledge of a foreign language. As mentioned above, the
vendor is a requirement for a manager is presented in the form of suggestions,
an added bonus to the basic skills. Therefore, sometimes for a successful
career professional enough to own only their native language.
The second
myth. Look, Forrest, look!
We continue
to dissect the activities of the average sales manager of the company N. Now
that the myth of the complexity of the sales of a specific software we
understand, will dispel the myth about working with clients. Many people think
that the manager carries out almost the whole cycle of works - from the
customer to search for product introduction. Another myth. In the first place,
because it is not effective. At the beginning of the XX century, Henry Ford saw
the genius of the conveyor assembly. After more than a hundred years, in sales
use the same method.
So,
starting to work in the company N, the manager does not have to "sit on
the phone" and the study guide of the form "All the organizations of
Kiev." This work makes a call-center for him. There is a so-called
"portrait of the customer" - a list of criteria by which a particular
company may be interested in the proposed product. The staff call-center
looking for suitable candidates and collect them into a single database. It is
this pre-prepared information and receiving manager. Its primary task is to
find out whether the customer the product and how interesting. And here without
a phone or e-mail is not enough. Then it all depends on the manager's
abilities. The more customers' uboltat ", the more money you will get as a
result. After all, the information security market today - one of the fastest
growing. So, research firm Canalys has introduced a fresh outlook on corporate
information security, according to which the total global investment in this
sector in 2012 will grow by 8.7% to reach $ 22.9 billion.. In general, the
forecast assumes an increase of up to 2015 12%. These figures is enough to at
least think seriously about the work in this area.
At the end
of the debunking of the myth tell and about a small "fly in the
ointment", we are known because a pure honey, treat very suspicious.
"Tar" is associated with the period of recoil. That is, by how long
the manager will receive not only salary, but also the "margin" to
the percent of sales? On average, the "ordinary salespeople" it takes
about three months. In the field of information security and in our company N
this period increased to six months. However, the "golden rule" of
mechanics is valid not only in physics but also in sales. Losing in terms of
return, the manager wins the total profit. An opportunity to get a percentage
of the sale does not imply $ 10, and 2, and then 3 more than zero, and it is
not marketing "zamanuha", is a quote.
The third
myth. Prospects.
I think, to
dispel this myth is not a lengthy meditation fits best what "golden
mountain" can expect the usual sales manager, and the real story of head
of sales department of the company SearchInform Evgeny Matyushenko.
"Before
SearchInform in sales I have only had one experience: sales representative. My
task was primarily razvezti orders that have been made through the online
store, and the second - to sell the same products on their own, directly. Of
course, I earn more in the second case. But the orders were so many that sell
myself I did not have time. Therefore, the left - there was no future.
In
SearchInform it turned out that companies need personnel not only to replenish
the budget, but also to encourage employees to professional development. It is
not forbidden to engage in direct sales, regardless of their positions. Six
months later, the work was the first increase - Head of the call-center. A kind
of experiment, and as the practice - good. Then - own sales team, plus regional
offices (Kiev, St. Petersburg), subordinate. And all this for 3 years, with no
experience in this area, but from the desire to develop, make and, of course,
thanks to the advice of a competent guide. "
What can I
add? To summarize: in life it is important to not only get the chance, but also
be able to use them.
The first
myth. Vendor VS outsourcer
How many
times told the world ... but still not all realize that with the vendor to work
sometimes is much easier than with the outsourcer. Last sells man-hours. The
vendor also sells a single product. Why is it important for a sales manager? In
order to successfully market and get a good money, you need to thoroughly know
what sells. As mentioned above, the vendor sells a single product. So, just
have to explore it. In the case of outsourcing manager should sell all he wants
to sell the customer. More products - more training. And do not forget that the
knowledge of the product itself - it is not even half of the case. After all,
you will have to research the market, find customers, get them interested.
There is
another nuance that some candidates may become a stumbling block in finding
employment in outsourcing companies: knowledge of a foreign language. As a
rule, outsourcing is a prerequisite, as is necessary to communicate primarily
with foreign clients. Vendors also knowledge of the language is not necessary,
because the products may be focused precisely on the CIS market. And to add a
bit of a reality, not to remember across the word "vendor
outsourcer", take the example of the company N. The company develops
software for preventing information leaks and control of information flows. For
simplicity, let's say that the company produces some software. His own and
sells, and sells in the CIS. The software itself, as you can see, is quite
specific. In fact, the company is the vendor.
Now
consider the tasks that will be required to perform a typical sales manager in
this company:
Sold one
product - a comprehensive solution for preventing information leaks and control
of information flows. Yes, at first glance it is not clear what this
"beast" and how to tell it to the client. Wikipedia on the subject -
a dozen articles. However, everything is easier: the company holds for
employees free training seminars where detailed understands each component of
the product. In recent years, so many companies coming in, that only proves the
effectiveness of this method.
The second
problem is directly related to the first - the knowledge of the Client. Since
the product is one, then the "type" of regular customers. If
outsourcing today you can sell itch powder and look for those who want to annoy
competitors, and tomorrow - a remedy for scabies, it is difficult to quickly
move from one type to another customer. After all, they want opposite things.
In our case, customers want one thing - to protect confidential information.
So, learning how to conduct a dialogue with such people, the manager can only
improve their skills.
And
finally, the third point: the knowledge of a foreign language. As mentioned
above, the vendor is a requirement for a manager is presented in the form of
suggestions, an added bonus to the basic skills. Therefore, sometimes for a
successful career professional enough to own only their native language.
The second
myth. Look, Forrest, look!
We continue
to dissect the activities of the average sales manager of the company N. Now
that the myth of the complexity of the sales of a specific software we understand,
will dispel the myth about working with clients. Many people think that the
manager carries out almost the whole cycle of works - from the customer to
search for product introduction. Another myth. In the first place, because it
is not effective. At the beginning of the XX century, Henry Ford saw the genius
of the conveyor assembly. After more than a hundred years, in sales use the
same method.
So,
starting to work in the company N, the manager does not have to "sit on
the phone" and the study guide of the form "All the organizations of
Kiev." This work makes a call-center for him. There is a so-called
"portrait of the customer" - a list of criteria by which a particular
company may be interested in the proposed product. The staff call-center
looking for suitable candidates and collect them into a single database. It is
this pre-prepared information and receiving manager. Its primary task is to
find out whether the customer the product and how interesting. And here without
a phone or e-mail is not enough. Then it all depends on the manager's
abilities. The more customers' uboltat ", the more money you will get as a
result. After all, the information security market today - one of the fastest
growing.
At the end
of the debunking of the myth tell and about a small "fly in the
ointment", we are known because a pure honey, treat very suspicious.
"Tar" is associated with the period of recoil. That is, by how long
the manager will receive not only salary, but also the "margin" to
the percent of sales? On average, the "ordinary salespeople" it takes
about three months. In the field of information security and in our company N
this period increased to six months. However, the "golden rule" of
mechanics is valid not only in physics but also in sales. Losing in terms of
return, the manager wins the total profit. An opportunity to get a percentage
of the sale does not imply $ 10, and 2, and then 3 more than zero, and it is
not marketing "zamanuha", is a quote.
The third
myth. prospects
I think, to
dispel this myth is not a lengthy meditation fits best what "golden
mountain" can expect the usual sales manager, and the real story of head
of sales department of the company SearchInform Evgeny Matyushenko.
"Before
SearchInform in sales I have only had one experience: sales representative. My
task was primarily razvezti orders that have been made through the online
store, and the second - to sell the same products on their own, directly. Of
course, I earn more in the second case. But the orders were so many that sell myself
I did not have time. Therefore, the left - there was no future.
In
SearchInform it turned out that companies need personnel not only to replenish
the budget, but also to encourage employees to professional development. It is
not forbidden to engage in direct sales, regardless of their positions. Six
months later, the work was the first increase - Head of the call-center. A kind
of experiment, and as the practice - good. Then - own sales team, plus regional
offices (Kiev, St. Petersburg), subordinate. And all this for 3 years, with no
experience in this area, but from the desire to develop, make and, of course,
thanks to the advice of a competent guide. "
With this
you can add? Perhaps the real figure "eloquent" any arguments.
According Work.ua data, as of January 2012 the average salary in the IT-sphere
is 5882 USD, while the average salary in sales -. All 4420 UAH. It is easy to
calculate that engaged in sales in the IT-industry, you can easily "become
a millionaire."
After all,
in life it is important to not only get the chance, but also be able to use
them.
