Winning IT Sales Tactics New Canaan CT

Posted by : Molly Joss

Dear Molly: I am a seasoned professional in sales and sales management looking to land an information technology sales position. I have considered taking courses or getting certified in Java, HTML, C++, etc. Would these certifications help me get into the IT sales field? Thanks for your help.

Molly says: The level of knowledge you'll need will depend on how technical the product is. You already know that good salespeople do more than just talk the talk. Instead of immediately pursuing certification, however, pick an area of IT that you have some natural interest in (maybe databases or wireless technology) and then read up on this subject in your local library or in online databases.

Then, scout the Web sites of companies in the field--some large and some up-and-coming ones. If these sites have online job listing, check out the credentials they want to see on an IT sales resume and then base your training plan around that. You can also send an e-mail to the hiring departments of companies similar to ones you're really interested in and ask these B-list companies what kinds of knowledge and credentials they'd like to see. If you follow this approach, you'll be more likely to gain the type of training you need to get a job in an IT niche that is appealing to you.

Molly Joss also writes the monthly Career Advisor column for ComputerUser magazine. To ask a career-related question, reach her at askmolly@computeruser.com.

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