How To Smash Your First Month In Your New Software Sales Role
Solid impressions are formed over the first month in a new software sales role, so it’s vital that you hit the ground running.
Your managers will be watching your progress to see how you develop your product knowledge and develop your sales technique; and whether you can bring in new business.
You should have a 3-stage plan in place that allows you to impress with quick wins while building a strong sales foundation for the future.
Stage One: Before your first day
1. Start learning about the product.
In software sales, you’re lucky in that you’ll have an opportunity to study up on the product between accepting your offer and your first day. This allows you to feel more confident and knowledgeable, giving you a head-start on making a good impression.
Ideally, your company will begin the onboarding and product training process as soon as you sign your contract, but if they prefer to wait for the first day, start your product research online.
2. Research, the company for sales insights.
During your interview process, you hopefully learnt a lot about the company and its goals. Do thorough research before commencing in the role, so you’re clear on the direction of the company and its ideal target market. If you’re in doubt, reach out to the hiring manager for clarification. Once you’ve established this, you can begin researching potential prospects.
3. Do some last-minute skills-training.
Before you begin in your new role, you have an opportunity to assess your strengths and weaknesses as a salesperson. Is there anything you can do to address any weaknesses before you begin in the role? Perhaps some last minute training on your own time would be worthwhile?
4. Be entirely ready for your first day.
Have your suit pressed, haircut, and new shoes broken in before your first day. Plan your route so you will be there 15 minutes early. You don’t want to be late on your first day (or any other day after that for a long, long while).
Stage 2: Learning on the Job
1. Begin with the goal in mind.
So, it’s your first day, and you’re being told what’s expected of you when it comes to training milestones and your initial targets as you ramp up. However, that doesn’t mean you can’t set additional goals of your own.
What do you want out of your first month? To have brought in one new prospect that fits with the company’s ideal buyer persona? Effective goal setting is a powerful tool, so break your goals down into step by step processes with deadlines.
2. Notice theselling culture and adapt to it.
The company you’ve joined will almost certainly have their preferred sales process and will train you accordingly. This may be different to what you’re used to, and you may find it frustrating and entirely different to how you normally operate.
Don’t rock the boat- your sales managers are watching to see how well you fit in with their company’s sales culture. See it as an opportunity to show how adaptable you are, and soak up the learning as you go along. Once you’ve earnt their trust as a salesperson, then you can (respectfully) offer your ideas of how you might do things differently.
3. Network and listen more than you talk
Your colleagues’ impressions of you will be starting to form on your first day, and by the end of the month, they’ll be set nearly as firm as concrete (and therefore very hard to change.)
It’s super important not to go in as a know-all, and you need to set yourself up as a likeable team player. Get to know everyone’s names, take copious notes, ask lots of questions, and listen a great deal more than you talk. It’s hard for chatty salespeople sometimes, but you rarely learn when you’re talking!
Stage 3: Use the resources around you to improve.
1. Make friends with the sales stars.
You’ll know by the end of your first day who the sales stars are, and chances are, at least one or two won’t mind chatting with you about why they’re successful. Mine them for tips and information on pitching the product, ask them if they made any mistakes that you’d be better avoiding. Also, find out if the company has a mentorship program, and how you can get on the list.
2. Make the most of your time sitting in on calls.
When you’re sitting in on a colleague’s calls, don’t be champing at the bit to do it all yourself, or immediately think you could do better. Keep your ears open, refrain from judgement, and learn everything you can. If the person is making mistakes, this is your opportunity to learn from them, so you don’t make the same ones.
3. Ask for feedback
From your sales manager openly request input on how you’re doing.
- What can you do better?
- What are you missing?
- What improvements will give you the biggest shift?
Interestingly few people do this and lose out accordingly; don’t let that be you.
With the right planning, research, and attitude, you will smash your first 30 days in your new software sales role.
Until next time,
LivRecruit specialises in Inside Sales, Senior Sales and Technology Recruitment. The LivRecruit team is based in Greater Manchester and have over 17 years’ experience providing recruitment solutions for technology companies across the UK.
If you are looking for the right new hire for your technology team or want to take your career to the next level call us on 0161 883 2856 or email us here.