It is often said that salespeople would rather sell than spend a day
learning how to do it. They think time is money and every hour spent in
training is money lost and time wasted. But what they fail to understand
is that learning how to do sales effectively is actually a catalyst for
great sales results for the organization and excellent sales performance
for the individual. It is worth noting that while sales is one of the
easiest careers to get into, it is not as easy to sustain and spend a
life in. So to put it in simpler words, "Everyone can be a sales person,
but not everyone can be a successful sales person" To be a successful
salesperson it is important to have a deep understanding of the industry
you cater to. While the general skill set remains the same, it is the
deeper and niche understanding that has the power to differentiate the
best from the rest. In the market, there are numerous books and articles
on various sales techniques available. In this book, I am discussing the
'Nine habits of highly effective software sales professionals'. The
title gives you a broad idea of what this book is all about, but more
than nine habits, it is packed with 30 years of my personal and
professional experience in the software industry and managing clients. I
provided more emphasis on how successful sales professionals; sales
leaders and their companies organize themselves with short-term and
long-term planning and adopt disciplined execution on those plans.
