“Soft skills are worth more than a college degree and experience combined.”

 Over 2,000 sales development hiring managers were assessed by CourseCareers in July 2024, and the majority of them seem to believe that soft skills are more crucial to landing a tech sales job than a college degree or—rather surprisingly—experience.

 To be exact, 57.1% of them specified that soft skills were the most important qualities they look for in entry-level applicants. Of the remaining 42.9%, 21.4% answered that previous experience was most essential. The leftover 21.5% were evenly divided in their opinions, with 7.2% each choosing college degree and hard skills, and 7.1% indicating that they didn’t know.

 For most workers in the sales development niche, this information doesn’t come as a surprise. The same goes for the rest of the reasonable conclusions that can be drawn from the survey, some of which are:

• Job Market Challenges: Around 85.7% of managers said the job market for entry-level sales roles is "somewhat difficult," though it remains accessible for determined candidates.

• Applicant Competition: Many remote or high-paying sales development roles receive numerous qualified applicants, while in-office or lower-paying positions face less competition.

• Future Outlook: Over 57% of managers expect growth in tech sales roles over the next five years, with AI unlikely to dramatically alter the demand for human sales talent.

• Value of Degrees: Opinions were split on the importance of a college degree. However, most managers agreed that practical work experience and soft skills outweigh the value of formal education in the long run.

• Hard and Soft Skills: Managers place more emphasis on soft skills (like communication and perseverance) over hard skills or even previous experience. The winning combination for success in tech sales includes mastering both.

• Advice for Newcomers: Nearly 60% of hiring managers recommended bypassing college and focusing on online courses or direct job applications to start a career in tech sales.

• Industry Recommendation: With nearly 80% of managers recommending sales development as a viable career path, the field remains promising for newcomers.

Although the results of this survey are unquestionably unbiased, some of the interpretations may be discriminatory as a result of the reviewer’s unique experiences. Still, one thing is certain: if you’re seeking to break into tech sales, you stand the best chance of success by focusing more on acquiring soft skills and experience. But there’s a problem.

 If you’re like most job seekers, then the path to achieving this objective and properly showcasing it to hiring managers isn’t so clear. The mixed reviews on the internet about how to attain work experience and the right soft skills may have left you confused.

 Thankfully, Black Heights sales development experts are here to help. With proven knowledge and skills that have helped us break into $300K+ roles in the tech sales industry, we're passionate about giving you the right guidance. So, don't wait, contact us today and achieve your career goals!