Eric Shefler
The High Tech Rep
The High Tech Rep
People unfamiliar with the technology industry are often amazed to learn that successful high technology salespeople can earn hundreds of thousands a dollars a year in salary and commissions. In fact, it’s not uncommon for top reps to make 3, 4, $500,000 a year or more. Even relatively inexperienced reps at the best known technology companies routinely earn 6-figure incomes.
So why are high tech salespeople paid like doctors, lawyers and investment bankers without the necessity of spending years in school earning professional designations and degrees? The answer is simple - they’re worth it.
Eric Shefler
The High Tech Rep
Selling is Solving Problems
During my career in business to business sales management I’ve occasionally met salespeople whose natural talent or good timing and luck have allowed them to be successful right from the start of their selling careers.
For most, however, becoming an effective salesperson requires time, hard work, a commitment to success and typically some failure along the way before real consistent results are achieved.
I’m often asked what advice I would give to new or inexperienced salespeople to help them get started. While every salesperson has different strengths and weaknesses, there are a couple of basic concepts I think are critical for all new salespeople to understand if they are going to achieve real, consistent success in their careers.
Eric Shefler
The High Tech Rep
Take control- sell more
For salespeople, results can occasionally be dependant on things beyond their control. If your biggest account was Lehman Brothers or AIG last year, you probably had a terrible year. Ditto if you were trying to sell vacation homes in Las Vegas or Fort Myers, Florida.
What most salespeople ignore, however, is the fact that most of their results depend on things they do control, and so they ultimately fail to do the things necessary to improve their chances for success by not focusing enough on these controllable elements.