Resource: IT Sales

Are you motivated, extroverted, with a strong technical background? If so, then you should consider a career in IT sales. Successful IT sales professionals possess a combination of technical knowledge, people skills, and day-to-day determination.

IT sales professionals are required to stay up-to-date on recent developments in hardware and software relating to their core products. They must be thoroughly versed in their products' technical specs, so that they can reliably impart this information to their clients, who may not be technically minded. They must be marketing-oriented. Occasionally, they may have to provide technical support and follow-up for clients who have purchased the product.

If you have the background and the drive to master these skills, then the compensation can be quite generous.

IT Sales: Past & Future

Sales people have always played a significant role in the development and expansion of the tech industry. Even in the fifties, when NCR was selling their tabulators, and Thomas Watson from IBM was marketing his punched card machines, it was sales people who promoted the products and sealed the deals. Today, IBM continues to place a high premium on good sales people. In fact, IBM's current CEO – Sam Palmisano – originally joined the company as a salesman, with no postgraduate qualifications.

Today, rapidly changing technologies mean that qualified IT sales people continue to be in high demand. To stay competitive in the 21st century, businesses of all types and sizes must continually update and refine their technology solutions. And up-to-date technology doesn't just help companies stay competitive, it can also make their work easier and their jobs more efficient. As an IT salesperson, you won't just be selling products to customers; you will also be helping your clients find the best technology solutions to meet their needs.

IT Sales: Do you have what it takes?

Successful candidates in IT sales positions positions possess a combination of the following personality traits and abilities:

• You should be enthusiastic, naturally competitive, and strongly self-motivated. Sales people can run into a lot of negativity and rejection, so it's important to have a thick skin and not become discouraged easily.
• You should have a professional personal appearance. It helps to look even more polished and professional than the executives you'll be selling to.
• You should have strong communication skills. Sales people have to do a lot of talking! And good sales people also do a lot of listening – absorbing the client's likes and dislikes, to help reach an effective solution and mutually beneficial outcome.
• You should be able to work well under pressure. Particularly at the end of the month when sales quotas are coming up, IT sales can be a high-stress environment.
• You should possess a background in technology. For excellent preparation, consider an academic background in information systems, electronics, software engineering, computer science, or related topics.

A Career in IT Sales: The Payoff

There are several advantages to working within the sales industry, particularly in IT sales. Since IT sales are B2B (business-to-business), the working hours are usually more reliable and consistent than in some other types of sales. You will generally work during the normal business hours of 9-5, although overtime and travel may also be required.

IT sales is a financially rewarding career path. Successful IT sales professionals receive generous salaries and substantial benefits packages. And the top performers can receive highly lucrative commissions, sometimes in the seven figures.

Sales is a rewarding profession in other ways, too. There's nothing quite like the emotional high of landing that big sale! And since compensation increases with performance-based commissions, there's always more motivation to keep pushing toward the top. The result is a stimulating and rewarding environment, with lots of advancement opportunities for the right person.