The Secret to Success in Sales and Tech: Understanding Their Different Paradigms
One of the most challenging aspects of working in a technology company is bridging the gap between the sales and the technical teams. These two groups often have very different mindsets, goals, and expectations, which can lead to conflicts, misunderstandings, and frustrations.
I experienced this firsthand when I invited my technical director to join a sales meeting with one of our potential clients. I thought it would be a good opportunity for him to showcase his expertise and demonstrate the value of our product. However, things did not go as planned.
As soon as we entered the meeting room, we were greeted by a cheerful and enthusiastic group of salespeople. They had just closed a big deal with another client and were celebrating their success. They congratulated each other, exchanged high-fives, and cracked jokes. They seemed confident and optimistic about the future.
My technical director, on the other hand, looked like he had just attended a funeral. He was pale, somber, and quiet. He barely smiled or spoke during the meeting. He seemed distracted and unhappy. He was clearly not in the mood for celebrating.
I noticed that he was also not impressed by the sales pitch that our sales team delivered to the potential client. He frowned and shook his head several times as they highlighted the features and benefits of our product. He interrupted them once to point out a technical limitation that they had glossed over. He looked annoyed and frustrated by their optimistic claims.
After the meeting, I pulled him aside and asked him what was wrong. He told me that he was extremely worried about one of our ongoing projects that was facing some serious technical issues. He said that the product was not working as expected, that there were some flaws in the design, and that he had no idea how to fix them. He said that he felt responsible for the failure and that he feared losing his job.
I tried to comfort him and reassure him that we would find a solution together. I also explained to him that the sales team was not lying or exaggerating about our product, but rather using a different approach to communicate its value to the potential client. I told him that salespeople have to deal with rejection and failure on a daily basis, and that they have developed a positive attitude and a resilient mindset to cope with it. I told him that they are not champions despite being kicked out of six out of ten deals, but because of it.
I realized then that there was a huge paradigm gap between the salespeople who are living symbiotically with failure and the technical people who don't have failure in their menu. I realized that we needed to bridge this gap and foster more collaboration and understanding between these two groups.
That's why I decided to write this blog post, to share my experience and insights on how to overcome this challenge. I have learned along the way e few tips I want to share related to sales people and technical people.
They have different skills, responsibilities, and objectives. They also have different ways of thinking, speaking, and acting. Don't judge or criticize each other based on your own standards or preferences. Instead, try to appreciate and learn from each other's strengths and contributions, respecting each other's roles and perspectives.
Often, these teams use different languages and jargons to express themselves. This can lead to confusion, misinterpretation, or misunderstanding. To avoid this, use simple and common words, avoid technical or sales terms, and provide examples or analogies when necessary. Also, listen actively, ask questions, and clarify doubts when communicating with each other, communicate clearly and effectively. .
Working in separate teams or departments can create silos and barriers. To break these walls, involve each other in your projects from the start to the end. Share your goals, expectations, challenges, feedbacks, and results with each other. Seek each other's input, advice, or support when needed. Work together as a team, not as rivals or enemies.
Different reactions to successes and failures are specific to different teams. Salespeople tend to celebrate successes loudly and publicly, while technical people tend to celebrate them quietly and privately. Salespeople tend to bounce back from failures quickly and easily, while technical people tend to dwell on them longer and harder. To balance these differences, acknowledge and appreciate each other's achievements and efforts, regardless of the outcome. Also, share your failures and learnings with each other, rather than hiding or blaming them, celebrate successes and failures together..
I hope that you can bridge the gap between salespeople and technical people in your company. I believe that by doing so, you can create a more harmonious, productive, and innovative work environment for everyone.
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