Understanding The Sales Team
“In some professions such a difference would be obvious. A salesman who sells 10x as much as his peers will be noticed, and compensated accordingly. Sales are easy to measure, and some salesmen make orders of magnitude more money than others.” ~ Joe Cook
Role of Sales
Sales is one of the most important aspects of any company. As Will says, “It’s their job to get you a paycheck.” They have both a duty to the company and to the customers. Nothing sells itself. The primary function of the sales team beyond gaining and retaining customers is to make people aware of the products the company produces. This is especially important in technology as many times the potential customer doesn’t even know they need the product. A salesman’s job is to make promises to customers. As developers we can assist them by making sure those promises come true.
Sales School 101
There are many more tactics and processes that sales teams will use during the sales process. These include The Jones Effect, Urgency, The 80/20 Rule, etc.