Tech Sales: Career Path Gameplan for Career Changers

Tech Sales: Career Path Gameplan for Career Changers

You may have heard that the tech sales industry is growing rapidly. If you're interested in pursuing a career in this field, here are some reasons why you should consider a career in tech sales:

The tech sales industry is still growing rapidly. There are plenty of opportunities for those who are interested in pursuing a career in this field.

The benefits of a career in tech sales include job security, good pay, and the opportunity to work with cutting-edge technologies.

A career in tech sales can lead to advancement opportunities and a higher salary potential.
If you are interested in working with people and technology, then a career in tech sales may be right for you.

People often pursue a career in tech sales because they think it will be an easy way to make money. However, the truth is that a successful career in this space requires hard work and dedication. Here are some of the common challenges people face when transitioning into tech sales:

Some people don't realize how much work is involved in a career in tech sales. They think that all they have to do is sell products to people, but this is not the case. A successful career in tech sales requires excellent communication and networking skills, as well as the ability to learn new technologies.

Some folks don't understand the importance of customer service in a career in tech sales. A good tech salesperson always puts the customer first and focuses on meeting their needs. They understand that the customer is their best source of referrals and repeat business.

Some people don't understand the importance of staying up-to-date with the latest technologies in their product space. In order to be successful in tech sales, you need to be familiar with the latest trends in your industry. This will help you talk intelligently about the technologies you are offering with your clients, while understanding their needs.

Some people have trouble managing their time wisely. You need to be able to balance your time between working with clients, researching new technologies, and networking with other professionals.

It can be hard to stay focused when you're learning how to transition into a new career path. In this article, I will outline the strategies and ideas that you should always keep in mind when planning a tech sales career that takes you down the path to success.

1. What is tech sales?

If you are thinking about pursuing a career in tech sales, it is important to understand what this field entails. Tech sales is the process of selling tech products and services to businesses.

What does a tech sales rep do?

A tech sales rep is responsible for connecting their clients with the right technology solutions. The rep needs to have a solid understanding about the products they are selling. A tech sales rep job is to discuss the benefits of different products with their clients.

Tech sales reps use Customer Relationship Management technology to connect with potential clients and keep up with sales reports and marketing data. They may also create promotions and deals for high-spending clients.

What products are sold in tech sales?

There are three main categories of products that are sold in tech sales: software, hardware, and services.

Software products are typically sold as SaaS (software as a service), which means they are hosted on the vendor’s servers and can be accessed through a web browser. Common examples of software products include CRM software, accounting programs, and email automation apps.

Hardware products are physical devices that can be bought and used by businesses and consumers. Examples of hardware products include laptops, desktops, servers, and printers.

Services are intangible products that businesses can use to improve their operations. Common examples of services include hardware maintenance and on-demand software troubleshooting services.

2. What are the career options in tech sales?

There are a variety of career options available in tech sales. It's important to understand the different roles before making a decision about which path to pursue. The most common career paths in tech sales are inside sales representative, account executive, software as a service specialist, account manager, customer success manager, renewal specialist, business development manager, and business development representative.

Each of these roles has its own set of responsibilities and requires different skills. It is important to research each role and understand the requirements before making a decision about which role to pursue.

A sales development representative (SDR) is responsible for qualifying leads for their business. The SDR's main task is to move qualified sales leads through the sales pipeline. They convert the leads to appointments for the account executive (AE) to close the deal.

A business development representative (BDR) is responsible for generating new leads and opportunities for growing in the marketplace. They work closely with marketing and sales to identify potential customers, build lists, and engage with them through phone, email, or other communication channels.

BDRs use these resources to source new leads that are ready to be qualified and closed by SDRS and Account Executives respectively.

A renewal specialist is responsible for ensuring customers renew their relationship with a company through their SaaS contract. They work closely with the customer success team to identify at-risk customers and create plans to keep them subscribed to the ongoing service plan.

An enterprise account executive is responsible for managing the sales process with large, key accounts. They work closely with prospects and clients to understand their needs and offer solutions that fit those needs. Enterprise AE’s often have more responsibility than other sales roles, such as presenting to prospects, arranging training, and interacting with multiple departments within the client organization.

An account manager is responsible for maintaining relationships with existing customers and ensuring they are satisfied with the products and services they have purchased. They work closely with the customer success team to resolve any issues the customer may be having and provide feedback to the rest of the company about how to improve the client's experience with products and services.

The Vice President of Sales is responsible for the entire sales organization and reports directly to the CEO. This role is responsible for setting goals, strategies, and quotas for the sales team. They also work closely with other departments, such as marketing, product, and customer success to ensure that the sales team has the resources they need to be successful.

3. What skills are needed for a successful career in tech sales?

Some of the skills that are needed for a successful career in tech sales include:

Strong communication skills: Tech sales requires being able to clearly and effectively communicate with customers, prospects, and colleagues. This includes being able to listen carefully and understand what the other person is saying, as well as being able to explain complex concepts in simple terms.

Relationship-building skills: You need to consistently build and maintain relationships with clients. This includes being able to generate rapport, trust, and credibility. It also involves being able to handle difficult conversations and conflict resolution.

Time management and organizational skills: Tech sales can be fast-paced and chaotic, so it is important to be able to manage your time and be organized. This includes being able to prioritize tasks, stay calm under pressure, and meet deadlines.

Problem-solving skills: Tech sales often requires being able to troubleshoot problems and find creative solutions. This means being able to think on your feet, be resourceful, and come up with outside-the-box solutions.

Technical knowledge: Depending on the company and product you are selling, you may need to have some technical know-how. For example, if you are selling software, it is helpful to know how to use the software yourself. Or if you are selling hardware, it is helpful to understand how the hardware works. Having at least a basic understanding of the technology you are selling will make it easier to sell it.

Dealing with rejection: A big part of tech sales is making cold calls and dealing with rejection. It is important to be able to handle rejection gracefully and not take it personally.

Working long hours: Tech sales can be a demanding job, and you may have to work long hours, including evenings and weekends. This can be challenging if you have a family or other commitments outside of work.

Meeting sales quotas: There is often a lot of pressure to meet sales quotas. This can be challenging and stressful. It's important to learn how to stay positive and motivated, while under duress.

4. The benefits of a career in tech sales.

There are many benefits to a career in tech sales, including:

High salaries: Tech sales jobs tend to pay very well. According to, tech sales pays an average salary of $81,186. Salaries range from a low of $71,513 to a high of $92,173. Top performers earn over $100,000 per year.

Fast-paced and challenging: Tech sales can be a fast-paced and challenging job. This can make it exciting and fun, as well as provide opportunities for personal and professional growth.

Opportunities to travel: Many tech sales jobs involve traveling to meet with customers and clients. This can be a great opportunity to see new places and experience different cultures.

Opportunities for advancement: There are often opportunities for advancement in tech sales. As you gain experience and become more successful, you may have the opportunity to move into management or take on other leadership roles.

5. How to further your career in tech sales

There are many ways to further your career in tech sales. Some of the most common ways include:

Attending sales training courses: There are many sales training courses available, both online and in-person. Attending a course can help you learn new skills and techniques, and increase your chances of success in tech sales.

Networking within tech sales professional organizations: The American Association of Inside Sales Professionals (AA-ISP) is a popular organization for inside sales professionals looking to connect with other like minded individuals in their field.

Membership provides you with access to community research studies and sales representative round tables that will help you uncover business development trends in the tech sales industry.

You can also follow the Black Tech Sales network on LinkedIn. Their mission is to bring Black sales professionals together by giving them the tools and opportunities they need to excel in their sales careers.

The National Association of Women Sales Professionals (NAWSP) is a women-led community supporting women in sales roles looking to achieve their professional goals. They provide support and accountability along with career opportunities with leading global firms.

Reading sales books: Reading sales books can be a great way to learn more and improve your ability to set appointments and close deals.

The Art of Selling by Tom Hopkins is considered a must-read for anyone looking to start or further their career in sales. It provides an overview of the art of selling, from prospecting to closing deals.

The New Rules of Sales and Service by David Meerman Scott provides an updated look at how sales and service have changed in the digital age. It offers tips and techniques for adapting your selling methods to meet the needs of today's buyers.

Selling to Big Companies by Jill Konrath is aimed at business-to-business (B2B) sellers, and provides advice on how to sell to large companies. It covers topics such as understanding the buying process, building relationships with decision makers, and pricing strategies.

Acquiring a sales certification: Sales certifications can be extremely important in helping you further your career in tech sales. They can provide you with the skills and knowledge you need to succeed in this competitive field.

The Certified Inside Sales Professional (CISP) is for sales executives and account managers. This certification consists of 10 courses followed by a live sales call role-play exam with a prospect.

The National Association of Sales Professionals’ (NASP) Certified Professional Sales Person (CPSP) certification is aimed at sales executives, CEOs and sales professionals. The training that goes into this certification focuses on developing good sales habits, creating and using a “personal identity,” and developing communications and influencer skills. 


A career in tech sales can be very rewarding, both financially and professionally. There are many benefits to a career in tech sales, including high salaries, uncapped earning potential, flexible work hours, and the opportunity to help people solve problems.

If you’re interested in a career in tech sales, there are many ways to get started, including attending sales training courses, networking within tech sales professional organizations, and reading sales books and blogs.

You can also watch this video I made on How to Get into Tech Sales. I curated five crucial tips to keep in mind in order to get your first tech sales job as soon as possible.


How much can I expect to earn in tech sales?

In tech sales, you can expect to earn a base salary, as well as commissions and bonuses. The average base salary for a tech sales representative is $81,186 per year. However, your earnings will be largely dependent on your experience and skills, as well as the company you work for.

Is a career in tech sales right for me?

A career in tech sales might be right for you if you’re looking for a high-paying job with flexible work hours and the opportunity to help people solve problems. However, it’s important to keep in mind that a career in tech sales is not without its challenges. You will likely be working long hours and dealing with rejection on a regular basis.

What are the key skills required for a career in tech sales?

Some of the key skills required for a career in tech sales include networking, relationship building, communication, and negotiation. It’s also important to be knowledgeable about the products you’re selling, as well as the industry you’re selling to.

How can I get started in tech sales?

If you’re interested in starting a career in tech sales, there are many ways to get started. You can attend sales training courses, network within tech sales professional organizations, read sales books and blogs, or acquire a sales certification.