You’ve heard me say that the most dangerous sales person for your organization is an engineer who understands the dynamics and language of the sales process. So let’s take that a step further. What if an Engineer ran the next Sales and Marketing meeting? Engineer just might be the head of your company. What would happen?
- The meeting would be efficient. It would run within the time slot allocated. Perhaps even less time. Which would provide process improvement metrics because the goal -from the engineer’s perspective - might be to accomplish more in less time. On the other hand, the goal - from sales and marketing perspective - might be to accomplish less while devoting more time to someone’s “great idea” that may not have a straight forward engineering solution in the first place and is being thrust on the table.
- The meeting would reach definite conclusions about the topics being addressed. No room for “maybe” or “let’s table that discussion until next time, when we have more information.” Engineers would demand that sales and marketing folks do their homework before they introduce the subject. The engineers would be annoyed that sales and marketing folks would take up a lot of their engineering time coming up with the questions that should have answers in the first place.
- The meeting would be boring from the sales and marketing perspective, instead of pointless from the engineering perspective. There would be lengthy discussions at a technical level never traversed by the sales and marketing folks, which effectively shuts them out of the discussion.
- The engineers would get up from their side to retreat back to their cubicles or offices to attend to what is most important to them: completing their projects. The sales and marketing folks would stay in the room and continue to discuss what had not been fully fleshed out.
- The amount of work the engineers had to accomplish would diminish over time because meetings with the sales and marketing folks did not result in new product or technology development. Due to the requirements from the Engineer running the meeting, most or all ideas would be shut down when introduced because insufficient information was being presented from which the engineering staff could determine feasibility.
6. Sales would drop because the company had no new products or technological advances. As no new innovation came out of the company, that company’s brand was eroded by competition whose sales and engineering staff worked more collaboratively. As revenue dropped, management began looking for strategies for cost-containment. The company would also be looking seriously at retaining senior engineers with the most knowledge.
Let’s face it, do you have to wait until your organization prunes its ranks to a place where you have no other recourse but to join forces with the remaining sales and marketing and engineering staff?
Posted : September 26,2011
Source : http://www.engineering.com/Library/ArticlesPage/
1 komentar:
Ryanti SDp (11506070111058)
In this article we will focus on an engineer opportunities in a company. This article is not directly related to engineering by technically. But this article very important in our future, as a candidate of graduated engineering, InsyaAllah. Engineers profession that discussed in this article is general. It can be electrical engineer, mechanical engineer, etc. But when we talking about management, marketing and accounting point in a company, the most related one is industrial engineer.
It is generally accpeted that all of science point are taught in industrial engineering. We can get complete knowledge in this program. One thing that can’t be found in another engineering programs is social sciences. Don’t be surprised if you find management, marketing, and accounting in this programs.
According to many references, an industrial engineering graduated is suitable in supervisor position. For example, in manufactur company there’s a sistem which integrate mechanical, electrical, envionmental and many others. That’s why industrial engineer is required. In the case described in this article, there are weaknesses and strengths of an industrial engineer when they are positioned in management, marketing, accounting or a head in a company that will ran a meeting. The advantages are :
1. The meeting would be efficient, because an engineer don’t like long-winded.
2. The meeting would reach definite conclusions about the topics being addressed.
The disadvantages are :
1. The meeting would be boring from the sales and marketing perspective.
2. The engineers would get up from their side to retreat back to their cubicles or offices to attend to what is most important to them: completing their projects.
It is very important to minimalize the disadvantages point. We are as the man of the meeting required to sosialize and create an intimate and condusive atmosphere in meeting’s room. And of course we must promote commonal than personal projects. We come to the conclusion that it is important to build cooperation between many divisons, regardless of where are you come.
Posting Komentar