Sales of software products

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.