Hybrid Sales for Professional Services

Are the big professional services companies are having real sales forces or they are using technical people for sales. It is just like I would use my programmers to sale software solutions. Would that work?

Are you wondering if the big professional services companies have real sales forces or if they rely on technical people for sales? This is an important question to ask, especially if you are considering hiring them for your business needs. In this blog post, I will explore the pros and cons of both approaches and share some insights from my own experience in the industry.

First, let's define what we mean by real sales forces and technical people. Real sales forces are those who have specialized training and skills in selling products or services, such as marketing, communication, negotiation, and customer relationship management. Technical people are those who have specialized training and skills in delivering products or services, such as engineering, programming, design, and project management.

Both types of professionals have their own strengths and weaknesses when it comes to sales. Real sales forces are good at identifying customer needs, presenting solutions, overcoming objections, and closing deals. They can also build long-term relationships with customers and generate referrals and repeat business. However, real sales forces may not have enough technical knowledge or expertise to explain the details or benefits of the products or services they are selling. They may also face challenges in coordinating with the technical teams who are responsible for delivering the products or services.

Technical people, on the other hand, are good at explaining the technical aspects and features of the products or services they are offering. They can also demonstrate their credibility and competence by showing their portfolio or credentials. However, technical people may not have enough sales skills or experience to persuade customers, handle objections, or negotiate prices. They may also face challenges in understanding the customer's perspective, expectations, or pain points.

So, which approach is better? The answer is: it depends. It depends on the type of product or service you are selling, the type of customer you are targeting, and the type of market you are operating in. For example, if you are selling a complex or customized product or service that requires a lot of technical explanation or demonstration, you may benefit from having technical people involved in the sales process. They can help you showcase your expertise and differentiate your solution from the competitors. However, if you are selling a simple or standardized product or service that requires more emotional appeal or trust-building, you may benefit from having real sales forces involved in the sales process. They can help you create rapport and loyalty with your customers and persuade them to buy from you.

In my opinion, the best way to achieve optimal sales results is to combine both approaches. You can have a hybrid team that consists of both real sales forces and technical people who work together to sell your products or services. This way, you can leverage the strengths of both types of professionals and compensate for their weaknesses. You can also create a seamless customer experience that covers both the rational and emotional aspects of buying.

Of course, this is easier said than done. Having a hybrid team requires a lot of coordination, collaboration, and communication between the real sales forces and the technical people. It also requires a clear division of roles and responsibilities, as well as a common vision and goal. You need to ensure that both sides understand each other's perspectives and expectations and respect each other's expertise and contributions.

I hope this blog post has given you some useful insights into the topic of real sales forces versus technical people for sales. If you have any questions or comments, please feel free to share them below.