Techie to CEO Step II: Unleash the Salesman Inside

Sales is the king! I used to hear this phrase all the time and ignored it as a conventional wisdom not applicable to the unconventional technology industry. Isn’t tech all about innovation and cool products? Don’t cool products sell by itself? Products that people line up to buy outside your stores or online. So engineers should be kings and not sales people. After a decade, I am proven wrong.

I am absolutely convinced that irrespective of the industry, sales is the lifeline of any business. Nobody cares how cool your product is if it doesn’t sell. A business is not a viable business if it doesn’t make money. We might consider Apple and Google as exceptions but really they are not. The fact that both are public companies and measured by their financial results speaks for itself. Google is widely known as an engineering centric company but the recent news of their head of engineering and head of sales making the most bonuses indicated the balance of power. We all know how much other software giants like Microsoft, Oracle, and SAP are driven by sales.

Ok, we know it’s all about sales, but what should we (non-sales) folks do? The lesson I learned is to align yourself with sales if you are not one of them. I am not suggesting being subservient to sales but having your actions help close the deals. It could be as simple as dropping a line about your competition or delivering a product demo, but make sure you are closely aligned with this function. There is a salesman inside all of us; unleash it to magnify your potential.

 

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