Polly Purvis asks how we can master the sales skills that will drive the technology sector
We had a great discussion at this week's Technology Leaders Lunch around how to tackle the shortage of sales skills, long recognised as one of the "missing links" for many high tech businesses.
Software and ICT businesses in Scotland are full of wonderful technology engineers, but we lack the passion for sales and marketing that American companies in particular excel in, and that have helped them build the world's largest technology businesses.
Some of the points raised :
- Sales is a very under-rated profession, but highly skilled sales people are essential - we need to raise the level of recognition they get.
- The formal training for young sales people which larger companies traditionally provided is less and less available.
- The level of sophistication in the product management, marketing and channel management processes used by many of the larger companies needs to be better understood.
- Managing sales teams is challenging : managers too need coaching in getting the best from their sales people.
So the question is what can the industry do to tackle these issues, so we can build a confident and skilled high tech salesforce ?
Polly Purvis is Executive Director of ScotlandIS, the private body representing Scotland's software, communications and IT services businesses
