Sales

I originally steered toward sales engineering so that I could eventually move into a technical sales position.  I was very impressed with the sales people at Digital Microwave Corporation as they seemed to know as much about microwave technology as I did. Unfortunately, they were the last sales people I worked with that were that technically savvy. I guess technical sales people were needed to sell microwave equipment to governments and corporations world wide. However I have noticed that in the arena of software sales, being a sales person is more about relationship management and opening doors than knowing the technology. That is why sales people have someone like me tied to them. 

Have you ever wondered whether it would be easier to teach a salesman technology or to teach a technology expert the art of sales? I have had to think about this while hiring sales engineers, do you hire someone who is technical or someone with good customer facing skills. Sales managers must face a similar dilemma. 

I have spent the last six years working with sales people who do not understand the technology at all, but can open doors for us and let the technical savvy people come in and close the sale. I have supported multiple sales people across the United States. If you are starting to wonder where I am going with all of this, so am I. I guess what I am thinking is in the technical sales arena, the sales engineer must be equal part salesman and technology expert. I believe that I have gained enough sales experience to fulfill a challenging technical sales position. I am open to a position selling software, applications or hardware.

Feel free to emailme for additional information.