INSIDE SALES – THE NEXT GREAT TECH CAREER PATHWAY?

Inside sales is fast becoming a must-have function for many tech sales teams. And if you’re thinking about a tech sales career, we have some good news: the demand for inside sales reps is high (and likely to stay that way). The attributes of a good ISR are qualities you probably already have and it’s a career path where the entry-level can earn you a good wage. With plenty on offer in terms of benefits, experience and training, starting out as an ISR can give you the tools you need to build an enviable career


So if you’re just out of uni, or looking to change careers, here’s everything you need to know about Inside Sales as a career move.


What is inside sales anyway? 


Put simply, inside sales are those performed remotely via channels like email, phone, and video conferencing. This is in contrast to traditional sales, which are typically done face-to-face. From calling potential customers to handling inbound leads, the role of an inside salesperson leverages frequent, virtual interactions with prospects. Given 75% of customers would prefer not to meet with sales teams face-to-face, inside sales help businesses align with what customers want. In addition to handling prospects remotely, the inside sales function relies on a high level of personal contact where prospects expect quick responses and typically need more hand-holding throughout the sales process. 


What does an inside sales rep do? 


Inside sales reps often work closely with traditional sales teams usually in a physical office. But unlike outside or typical ‘road warrior’ sales reps, they don’t meet clients face-to-face, work on the road or frequently go to networking events. Since there is little to no face-to-face interaction with prospects, inside salespeople need to master the mechanics of capturing their attention. Unlike telemarketers, who rely on rigid sales scripts, inside sales reps need to know the products they are selling inside out. Training, acumen, and ingenuity all play a key role in an inside sales rep’s ability to successfully acquire customers and be a great asset to the business. 


It’s a lucrative job 


Of course, pay isn’t the only thing that attracts people to a career in tech sales. Flexible hours, flat company structures and exciting career opportunities all play their part. However, high demand for inside sales professionals coupled with the skill shortage in the market means salaries are competitive. Data from LinkedIn Insights reveals the salary ranges for candidates with 1-3 years’ experience in inside sales is $70,000 to $ $90,000 plus super. While those at the senior end of the spectrum can expect to earn up to $95,000 per year plus super. This is well ahead of other industries such as Marketing where the average early career salary is $55,466.


Career pathways are plentiful 


Many technology leaders - like Samuel Oalmisano, CEO of IBM or Nick Woodman, founder of GoPro - start out their careers as sales reps. Likewise, many business owners, top rank marketers and business managers come from sales backgrounds - not that surprising since a lot of these positions involve revenue targets and sales quotas. If you’re at the beginning of your sales career or are looking to make the jump into tech from outside industry, inside sales can equip you with the experience, transferrable skills and foundations to build your dream career. 


Ready to kick start your career in tech sales? Talk to us to learn about our current inside sales opportunities with leading tech companies.


31 Jan, 2024
Leading research and advisory company, Gartner , recently released its annual report on the Top Strategic Technology Trends for 2023. The report provides valuable insights into the technology landscape that businesses will face in the coming years and offers guidance on how organisations can remain competitive in a rapidly evolving technology environment. The report focuses on three main themes for sustainable technology: Optimise, Scale, and Pioneer. OptimiSe This theme focuses on maximising existing technology to streamline operations and improve efficiency and sustainability. Gartner highlights the growing trend of using AI and machine learning to automate processes, increase security, reduce manual workloads, and increase productivity. Applied observability is expected to play a large role in optimising operations to achieve shorter latency for decision-making, enabling competitive advantage for target business or IT processes. Due to businesses being able to manipulate their data artifacts for competitive advantage, this in turn elevates the strategic importance of having access to the right data at the right time for rapid action and data-driven decision-making. Another key technology in this category is Robotic Process Automation (RPA), which can be deployed to automate repetitive tasks and streamline workflows. Additionally, Gartner mentions that digital twins (virtual models of physical assets) will become increasingly important for businesses looking to optimise their operations. Scale Scale refers to technologies that help organisations grow and reach new heights. The report identifies three key aspects of scalability for 2023 – vertically through industry cloud platforms, software delivery through platform engineers and everywhere through wireless value realisation. Edge computing and 5G are two key technologies in this category, as they allow organisations to handle an increasing amount of data and reduce latency. The cloud will also continue to play a major role in scaling businesses, as it enables organisations the necessary computing power and storage to handle growing amounts of data. Pioneer Finally, the pioneer theme focuses on new and emerging technologies that have the potential to disrupt traditional business models from superapps, adaptive AI, and the metaverse. Gartner highlights the rise of blockchain and decentralised systems, which have the potential to transform industries such as finance, supply chain, and real estate. Another important technology in this category is quantum computing, which has the potential to revolutionise fields such as cryptography and optimisation. In conclusion, the Top Strategic Technology Trends for 2023 report provides valuable insights into the technology landscape that businesses and organisations can expect to see in the coming years. By focusing on the three themes of Optimize, Scale, and Pioneer, Gartner provides a roadmap for organisations looking to stay ahead of the curve and remain competitive in a rapidly evolving technology landscape. To ensure your business has the necessary staffing solutions to manage these ongoing trends, contact the team at Halcyon Knights. With our expertise, you can be confident that your business is ready for the future of technology.
31 Jan, 2024
Transitioning from Europe to Australia as a cybersecurity recruiter has provided me with valuable insights into the unique challenges and opportunities in the Australian cybersecurity market. In this blog, I will share my observations and shed light on key differences between the two regions. GDPR vs APPs: Navigating Privacy Regulations The Australian Privacy Principles establishes a framework of principles, to govern the handling of personal information. These principles encompass various aspects, including transparency, direct marketing regulations, and the security of personal data. On the other hand, the EU General Data Protection Regulation (GDPR) defines comprehensive rules and guidelines regarding the treatment of personal information. In addition to specific provisions, the GDPR outlines a set of overarching principles that must be adhered to throughout all data processing activities. Comparing the European GDPR and Australian Privacy Principles (APPs) reveals nuanced differences in the treatment of personal information. While both laws address the protection of individual data, the GDPR’s comprehensive nature and wider scope emphasise its strength. However, Australia still has room to improve awareness and understanding of privacy regulations among its population. Opportunities & Talent Pool: Progress in Australia Australia’s cybersecurity market, though smaller than some European countries, has witnessed remarkable growth. The challenge lies in a scarcity of skilled professionals, compounded by the niche nature of the field. Australia has recognised this and invested in initiatives to develop its workforce. Nevertheless, attracting non-domestic talent remains complex due to factors such as distance, time, cost, and administrative processes. Market Trends: Resilience and Adaptability Australia has made commendable strides in allocating federal budget resources to cybersecurity in recent years, with projects like “REDSPICE” exemplifying the government’s commitment. While European countries also invest substantial funds in cybersecurity, the remarkable dedication shown by the Australian government, considering the market’s size, is noteworthy. Their prioritisation of cybersecurity and efforts to enhance cyber awareness among the population are evident. Cyberattacks: Protecting Critical Infrastructure Both Australia and Europe share a common priority: safeguarding critical infrastructure. However, they differ in terms of the industries targeted by cyberattacks. Recent trends have shed light on the alarming gravity of cyber threats in sectors such as finance, energy, and healthcare. Notably, Australia has directed increased attention toward protecting its banking and telecommunications sectors, adapting to the ever-evolving threat landscape. Progress and Potential Australia is making strides in the cybersecurity market but still has progress to make in matching the depth and awareness observed in Europe. Continued investment in talent development, cybersecurity education, and regulatory frameworks will be crucial for Australia to strengthen its position in the global cybersecurity landscape. In summary, my transition from Europe to Australia as a cybersecurity recruiter has shed light on the unique challenges and promising developments in the Australian market. While Europe has an edge in certain areas, Australia’s commitment to growth and cybersecurity resilience sets the stage for a promising future. Margeaux Robin Cybersecurity Recruitment Lead – QLD
31 Jan, 2024
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