Why aren't you pursuing a career in technology sales?

Have you seen the growth in technology spending?  The IT industry is huge, 7.5 trillion dollars across multiple categories. Check out these recent statistics by IT category in some the fastest growing areas.

(2022 Source: Tech.Statista) Stats Tech is $7.5T

  • Robotics: $43.2B 6.2% growing

  • Internet of Things: $33.74B 13.3% growing

  • Cybersecurity: $298.7B 14.9% growing

  • Communication Services $1.52TN 1.9% growing

  • Public Cloud: $834.6B 19% growing

  • IT Services: $1,570.2B 8.2% growing

  • Software: $812.9B 4.3% growing

  • Data Center: $410B 1.6% growing 

Why sales?

Sales is a career always in demand.  Sales is the number two most in demand job at this writing.  In observing the number of open positions listed on LinkedIn, the number of sales positions has consistently exceeded 1 million openings at every observation.

Sales pays well and technology sales pays better.  Glassdoor.com lists the most likely compensation range for all levels of technology sales between $84K-152K. Glassdoor lists the most likely compensation range for general sales as $70-129K.

Business development, consulting, and sales are important functions in leading the transformation of businesses in these growing industries. “We live in a tech world.  There is a tremendous need for talented technology sales professionals.” Jon Lau, President of UMBC Training Centers.

Jon Lau, President, UMBC Training Centers Technology Sales

What skills are necessary to succeed in technology sales? 

Technology companies are looking for sales skills and proven technology knowledge.  

Sales skills that are important include skills in 

  • Prospecting for new business,

  • Discovery/customer needs assessment to identify pain points, 

  • Correlate business value (ROI) to customer needs, and

  • Communication skills, both written and verbal are paramount. 

Desired technical skills include

  • General knowledge of the technical solutions - applications, advantages and disadvantages, 

  • Use of CRM (Salesforce/Hubspot), 

  • Understanding of methods to gather technical technologies, requirements from prospects, and

  • Ability to present and discuss high level technical solutions to diverse audiences.

How do you demonstrate these skills to employers? 

Stephanie King