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Turning Techies into Salespeople
Bob Weinstein is a journalist who covers technology, project management, the workplace and career development.
Salespeople tend to fare well in all economic climates. If you’re good with people and you enjoy working closely with them, you have the bare-bones qualifications to make an adequate salesperson. A lot more is required, however, if you want to be very successful at it.
They say a great salesperson can sell anything. That used to be true, but not any longer. A toy salesperson, for instance, can learn to sell toasters, clothing or bicycles. But it’s doubtful that he can spin on his heels and master selling computers or software--unless he has more than a casual understanding of technology. Today, technical smarts are essential to sell most technical products and services.
Complicating the picture is that new technology products are introduced practically every day. It used to mean computers and software. Now it includes speakers, televisions, cameras, camcorders, stereos, electronic games, MP3 players, headphones, radios and PDAs.
Additionally, it was widely thought that technical products would become easier to use. Today, a doctorate in computer or electrical engineering is necessary to master all the components of a home theater. User manuals accompanying sophisticated tech gadgets are intimidating tomes of technical detail that could turn average consumers into Luddites.
It’s no wonder busy working people hire …
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