Are you looking to break into the exciting and potentially lucrative world of tech sales? With the rapid growth of the technology sector, tech sales has become an attractive career path for many. This guide will walk you through the steps to launch your career in tech sales, from building the right skills to landing your first job.

Understanding Tech Sales Roles

Sales Development Representative (SDR)

This is the entry-level role that you will need to start out with if you don't have any sales experience.

• Primary responsibility: Outbound prospecting
• Main tasks: Cold calling, email outreach, LinkedIn prospecting
• Goal: Generate qualified leads for Account Executives

Business Development Representative (BDR)

Usually, SDRs become BDRs after 6-18 months of experience.

• Primary responsibility: Often handles inbound leads
• Main tasks: Qualifying leads, scheduling demos, initial customer interactions
• Note: In some companies, BDRs may receive transfers from SDRs, but this can vary

Account Executive (AE)

Usually BDRs become AEs after 2-4 years of experience.

• Primary responsibility: Closing deals and managing accounts
• Main tasks: Product demonstrations, negotiating contracts, closing sales
• Additional role: May handle upsells and expansions within existing accounts

How to Get Into Tech Sales

It's possible to get your foot in the door for sales by mass applying or networking. However, it is pretty competitive to get a sales role, especially with the job market right now, so we strongly recommend getting some certifications or a degree. A specific degree in sales or business is not required, but most employers will require you have a college degree or similar experience.

1. Consider if you actually want to do sales

Before diving in, take some time for self-reflection:

• Do you enjoy talking to people and building relationships?
• Are you comfortable with rejection and persistent in following up?
• Do you have a genuine interest in technology and its business applications?

If you answered yes to these questions, tech sales might be a great fit for you. You'll also need to have strong communication, project management skills, and basic technical knowledge.

Pros of tech sales:

• High salary - The Bureau of Labor Statistics reports salespeople of technical products make on average $113,520 per year. This can increase with years of experience and commission, depending on the product.
• Join the tech industry - A lot of people love the tech industry broadly because of its great perks (depending on the company) and you get to work on interesting products.
• Strong growth opportunities - There are very clear ladders for promotion. Sales leaders and experienced AEs are still very high in demand right now even as entry-level talent may not be as much.

Cons of tech sales:

• High pressure - you'll likely have a quota that you'll need to hit, and you may be compared against other salespeople at the company
• You have to get used to people saying no to you

2. Get Some Basic Sales Experience

Even if it's not in tech, any sales experience can be valuable. You may even already have some sales experience under your belt that you can highlight for potential employers. If you don't, consider some of the below options:

• Taking a part-time retail job
• Volunteering for fundraising or political campaigns
• Selling items online through platforms like eBay or Facebook Marketplace

3. Become More Marketable through Skills and Certifications

While not always necessary, targeted certifications can give you an edge when applying for tech sales roles:

• Focus on free, industry-recognized certifications to start, such as HubSpot's Inbound Sales Certification or Google's Digital Sales Certification. These programs help you learn sales fundamentals and tech industry terminology, making you more confident in interviews.
• There's also ones like Certified Inside Sales Professional (CISP), Certified Sales Professional (CSP)
• As you progress, consider more advanced certifications like Salesforce Trailhead or specific product certifications relevant to companies you're targeting.

We also highly recommend skilling up on AI tools—there are so many incredible new tools being released every day, and you can really stand out to employers by know how to use them, especially since your future hiring manager likely can't keep up with every new tool out there.

4. Build Your Online Presence

Create a strong LinkedIn profile highlighting your skills and interests in tech sales. Tailor your professional presence for tech sales, using industry keywords in your profile, and showcasing your sales achievements, even if they're from other industries.

You can even post about sales-related topics. Building on the above, maybe post about your learning journey or about new sales tools that you like!

5. Network in the Tech Industry

Networking is crucial for breaking into tech sales. It's not just about what you know, but who you know.

• Engage on LinkedIn: Follow and interact with tech sales professionals, especially those in SDR and BDR roles at companies you're targeting. Ask to get coffee with them and comment on their posts.
• Join online communities: Participate in tech sales groups on LinkedIn, Reddit (r/sales), and Slack channels dedicated to tech sales.
• Conduct informational interviews: Reach out to professionals in roles you aspire to and ask for 15-minute chats about their career paths. Oftentimes they may know about another company (or their own) that is hiring
• Leverage alumni networks: Connect with graduates from your school who are working in tech sales. If you did not go to college, consider enrolling in a tech sales bootcamp that will have an alumni network (and employer network, as they care about having strong employment outcomes)

6. Apply for Entry-Level Positions

As you're networking, you should in tandem be applying for jobs. Start with roles like Sales Development Representative (SDR) or Business Development Representative (BDR).

Instead of applying indiscriminately, approach your job search like a sales professional would approach prospecting:

• Identify qualified leads - Research potential employers that are actively hiring for SDRs using platforms like LinkedIn, Indeed, and AngelList.
• identify the right contact at the company - Reach out to a sales leader on LinkedIn or via email at those companies in order to stand out. You don't want to be casting a wide net and throwing your resume in with everyone else, you want to be spear fishing.
• Personalized outreach - No need to spend a lot of time going really in-depth, but do a bit of research before reaching out. The goal is 1-2 personalized sentence so it seems like you were interested in specifically that company.

7. Prepare for the Interview Process

Ace the interviews! Be ready to demonstrate your communication skills and drive to win. Typically, a tech sales interview involves phone screening, video interviews, and possibly a final in-person round. Tips:

• Be prepared to demonstrate your sales skills in mock scenarios.
• Expect queries about your past experiences and how you handle challenges.
• Prepare for basic understanding of the company's products or services.

Common Questions to Prepare For

• "Sell me this pen" (or another object): Tests your ability to think on your feet and create a pitch.
• "How do you handle rejection?": Assesses your resilience and persistence.
• "What do you know about our company/products?": Evaluates your research and genuine interest.
• "Describe a time when you had to meet a challenging goal?": Looks for your problem-solving and determination.
• "How do you stay organized and manage your time?": Checks your efficiency and self-management skills.
• "Why are you interested in tech sales?": Probes your motivation and career goals.

Frequently Asked Questions

Is it hard to get into tech sales?

While entry-level positions like SDR roles don't typically require extensive experience, competition can be fierce, especially right now. You can stand out by networking, sharpening your skills through certifications, and learning the newest tools.

Do tech sales make good money?

Salespeople of technical products make on average $113,520 per year, according to the Bureau of Labor Statistics. Here's what you can expect based on level:

• Entry-level SDRs: $40,000 - $60,000 base salary + commissions
• Mid-level AEs: $70,000 - $120,000 base salary + commissions
• Top performers: Can earn $200,000+ annually with commissions

Commissions can increase your pay anywhere from 0-300% of base salary (or even more if you're very good). Some companies offer uncapped commissions, allowing top performers to earn significantly more.

Is tech sales a stressful job?

Tech sales can be high-stress due to demanding quotas and pressure to stay ahead of competitors.

However, stress levels vary by individual and company culture. Many find the fast-paced environment energizing rather than stressful. Effective stress management techniques and a supportive team environment can significantly mitigate stress.

Are tech sales jobs recession proof?

While no job is entirely recession-proof, mid-high level tech sales roles tend to be more resilient. Companies often prioritize revenue-generating roles like sales. However, low-performing or more entry-level sales talent may find a recession challenging as technology spend declines during downturns.

Can introverts do tech sales?

Yes, introverts can excel in tech sales. Successful sales often relies more on listening skills and problem-solving than on extroverted charm. Introverts often bring valuable strengths to sales roles.

Is tech sales in high demand?

Tech sales remains in high demand due to continuous growth of the tech sector and difficulty in finding candidates with both technical knowledge and sales skills.

Do you need a degree for tech sales?

While a degree isn't required, a lot of employers prefer some sort of college degree. Some relevant degrees might include a bachelor's degree in business or associate's degree in business.

A bachelors or associates degree in marketing could also be relevant.

However, demand can fluctuate based on economic conditions and specific tech sectors. To stay competitive, focus on developing a broad skill set and staying informed about emerging technologies.

Conclusion

Breaking into tech sales requires dedication, continuous learning, and persistence. By following these steps and consistently working on your skills, you can position yourself for a rewarding career in this dynamic field.

Remember, the tech industry is always evolving, so stay curious and keep learning. Good luck on your journey into tech sales!