Your client relationships are critical to getting IT sales.  Your customer list and even your revenue are not as important as the quality of the long-term relationships you build with clients and customers.  Because your ideal clients will bring you perhaps in the six-figure range in terms of lifetime value, you would benefit from investing time in building the best relationships.  

Manage Customer Expectations

If you are in charge of IT sales at the beginning, you won’t have to worry about sending a different salesperson each time with customers and prospects and having to begin again each time.  Salespeople notoriously misrepresent the abilities of a company just to get to IT sales, a fact which becomes a problem later and makes the job of managing customer expectations very difficult.  Build a personal relationship with customers at the start of the IT sales process to prevent issues later on in your business.  

Train IT Sales Staff Yourself

While at the beginning of your business you will most likely be directly involved in the IT sales process, as this procedure becomes more routine – once you have five to ten solid clients that are generating a combined income of $5,000 - $15,000 monthly – you will probably consider bringing someone else with you to help with some sales calls.  Delegating responsibilities will become important as your business grows, and you should be involved directly in training your own IT sales staff to make sure you keep good relationships with clients and build a consistent reputation.  

Added By:  Joshua Feinberg