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Hi Spiceheads,

I freshly graduated from a university with a degree in economics. I work at a small software company specializes in data security.
I do not see any potential of this company growing. If a company does not grow, I do not get to have a chance to grow either. When I see sales position at other company, the requirement is to bring a proven record which I do not have.

I want to become a great sales engineer. What are some recommendations that I can get?
Any suggestions? like certifications, educations, work experience, and etc.
Thanks

5 Spice ups
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Yes, all of that would help.

Usually, you work in the field for a while before you just randomly become a sales engineer.

Sales has usually it’s own sales certifications, so it depends on the product.

so you have a degree in economics, work in data security and want to be a sales engineer?

Maybe you should start looking into aligning those a little.

Like maybe look for a new job that is going to help you more to be a sales engineer.

4 Spice ups
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That’s a tough one. The number one thing you can do though is grow your network. Meet people, form professional relationships, join and attend Toastmasters. Growing/maintaining your network is 100% in YOUR control and it doesn’t matter if your company isn’t giving you an opportunity to grow. I don’t mean have a lot of contacts - I mean that if you’re a good contact to someone, you’ll have a MUCH easier time overcoming the problem of lack of a stellar record. You want your network to be willing to help you find your next position and vouch for you (and vice-versa).

Podcasts relating to this (they have dozens about it, but these are good starters): My account | Manager Tools and Career Failures - Chapter 2 - No Network | Manager Tools

Hope this helps and others should chime in with more industry-specific stuff!

2 Spice ups
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I’m not quite too sure about Toastmaster, but should I attend the speech and build relationship meeting new people?

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How do you expect to build a sales network and develop your people skills if you don’t?

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Yep, my favorite Toastmasters slogan is “Toastmasters don’t let Toastmasters fail.”

You also should join sales associations, attend their meetings, etc, and make sure to make goals (e.g., “get 10 people’s contact info” instead of “attend”). But in this context you will probably only get other salespeople around you, which is fine, but you probably already have that at work.

Being active on Spiceworks will help a lot and you can get contacts to ask questions of (“the guy I was selling to said X, why is that?”). You can even attend local SpiceCorps events (as long as you’re active in the community, no one should mind that you’re in tech sales…as long as you are active enough in the community that people won’t think SpiceCorps attendance is your main goal.)

Heck, you could even be a brand representative for some company. “I have a good relationship with the Spiceworks community, and I can help you guys manage your brand through them.” That’s a perk for anyone who’s marketing-conscious (which most sales managers should be).

2 Spice ups
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I have been a Pre Sales Engineer for a few VARs, as well as someone who controls a corporate budget and buys solutions from VARs- Which is to say, I have sat on both sides of the table.

The best technology sales people are the ones who understand their client’s needs and the technology they’re selling.

Sales Engineers are different than Technology Sales People, as Sales/Presales Engineers generally have real world experience that helps them fit the right solution to their clients. All good Sales/Presales Engineers I have ever met are really engineers at heart. Get some certs and spend some time in the trenches while you’re young, then graduate to Sales Engineer- That’s the only way to understand the practical implications of a bad solution.

If you go into/stay in sales, there’s one thing I think is critical for success- Don’t fall prey to the common Salesguy mistake of overpromising/overselling how easy the integration will be, or how complete the solution the solution will be- It’s a good way to lose credibility with those who know better.

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Have you benefit from joining Sales Associations?

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In order of importance.

  1. Situational awareness
  2. Business acumen.
  3. Presentation skills.
  4. Technical expertise.
  5. The ability to listen and not talk too much. If you’re doing the majority of the talking and not your prospect then you’re failing.

Usually an SE has operations experience under their belt. Sandler training is good for the sales side. Toastmasters is good for publix speaking. Remember, be more than just an engineer. Learn the sales side. If you think you’re only job is the technical side then you will not do well. Furthermore, if you have no hands on experience then you will be at a severe disadvantage.

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First step is to get straight what it is that you want, with precision and clarity. You mentioned IT sales and you also mentioned being a sales engineer. It’s two related jobs, but different. Are you clear on the differences?

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John a sales engineer is part of the sales team thus meaning they too are in IT sales. Perhaps you meant do you want to be a sales rep or account manager or an SE.

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Like any industry, they will ask for experience and physical proof of what you know and have achieved with your skills.

The best rule of thumb for any salesman in any area is to learn. Learn everything about what your trying to sell, the advantages and disadvantages of the product, how it can save money but also improve efficiency or productivity. Practice your pitches, makes them entertaining and interesting without being over the top or boring.

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OP asked how to become a “great IT salesmen [sic]”, then said he wanted to be a sales engineer. If you’re 100% clear what he wants, I’d appreciate some guidance on how you came to that conclusion.

OP, one of the skills that’s common between the two jobs the ability to engage with people you don’t know in a conversation. I’d practice doing that. Another thing to practice is quickly learning a lot about something you don’t know much about, then teaching other people about it. In my career as an SE, I have to do that all the time. I observe my sales colleague doing it as well. Product lines change. Company relationships change. Absorbing change and incorporating it into your world-view is a constant thing.