[To IT salespeople] Think of engineers as national idols!

Hello, this is Nakauchi from the Technical Sales Department

First of all, I have a tremendous amount of respect for engineers,
and I'm also envious of them.

With that in mind, I would like you to continue reading

Salespeople will never play a leading role in the IT industry

My previous job was in a hardcore sales company, where I worked in sales.
The culture was that those who collected numbers were superior.
In fact, it was as if those without numbers had no personality.

In a hardcore sales company, salesmen play the main role within the company

However, it is rare for sales to play a leading role in an IT company. There may be some, but they are in the minority

This is because in the IT industry, the projects brought in by the sales department are completed by the engineers.
In other words, if the sales department is unable to complete the projects they have received, they will have to ask the engineers to complete them.

This is where people from sales companies first stumble,
because in addition to coordinating with customers, they also have to coordinate with other companies and do internal sales.

And the frustration of wanting to be the main player in the company but not being able to

Engineers vs. Sales

I think there are quite a few companies that have this structure

The engineers have no idea how serious this project is!!
The sales people don't care about sales at all!!

This is how the two sides end up in a VS relationship where there is no room for compromise

At first, I thought the same as the salesperson above.
Looking back, I understand why the engineers were angry.

At first, I didn't understand what was wrong and just thought, "Why?"
Or rather, it wasn't that I didn't understand, but rather that I didn't have enough knowledge to understand.

Of course you'd be angry

Now that I've gained experience, I think I'm able to empathize with engineers. If
you're a Beyond engineer reading this and you think, "Are you kidding me?", please tell me directly.
I'll take you up on that!
Just kidding. Sorry.

Engineer = Idol

Finally, we get to the main topic

Engineers are the main players in IT companies

If we replace the IT company with an idol agency,

Engineer = Idol
Salesman = Manager

I realized this relationship was close when I was talking with Mr. Otsuka.
Mr. Otsuka is the person who coaches Beyond's executives and employees.
I will explain the details at the end.

For idols,
"I don't want to do swimsuit work."

For engineers,
it's "I don't want to work on this project."

I think how idol managers and IT salespeople respond to this is similar.
They need to get people to do the work they don't like.
They need to use various methods to motivate them so they can do it comfortably.

Let me take this opportunity to repeat what I said at the beginning

"First of all, I have a tremendous amount of respect for engineers.
I'm also envious of them.

With that in mind, I would like you to continue reading.”

I really believe this

Selling Engineers, Not Services

I now confidently recommend server maintenance services to my clients,
and it's all thanks to our engineers.

Server maintenance is a service provided by engineers

Recently, I realized that what I'm selling isn't a service, but an engineer,
just like a manager selling an idol!!

At Beyond, we often receive repeat business from our clients,
which means they recognize the work our engineers do, and although it's not even 1% sales-related, I've
come to feel happy about it.

The main earner is the engineer (idol)

summary

・The real challenge in IT sales begins after you get a project
. ・Engineers are the main players in IT companies.
・Engineers are the company's poster girls.
・Engineers (idols) are the main earners.

I would be honored if this book could be of some help to current IT salespeople and those who are considering entering the IT sales industry in the future

Thank you for reading to the end

Although it is not my own article, I will share below my coaching experience with Mr. Otsuka, which gave me this insight

If you are interested, please check this out

[Experience story] When I received coaching, the effect was more than I expected [Welfare benefits]