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Culture Clash Means Trouble For Triangle Tech Companies

Culture Clash Means Trouble For Triangle Tech Companies

(PRWEB) April 9, 2004

As people across the country blame overseas outsourcing for the jobless economy, Jan Delory, president of the Boston Professional Group, believes that the Triangle’s tech market suffers less from lost jobs than lackluster sales practices.

"Today tech companies must continue hiring sales staff," says Delory, who recently relocated her sales training and consulting company from the Boston Area to the Triangle. "Unfortunately engineers and research teams tend to mistrust salespeople." From Delory’s experience in IT sales, engineers feel that salespeople have little technical knowledge but still receive more "kudos" than those who actually develop marketable technologies. Since many engineers and developers start tech companies this distrust for salespeople permeates all levels of corporate culture. According to Delory the sales team is always cut when the tech market slows. This is a mistake for any company because ultimately, "without sales you don’t have a business."

Jan Delory isn’t alone in de-emphasizing the role outsourcing plays in the current economy. A recent report by The Information Technology Association of America reveals that overseas outsourcing will create nearly 10,000 new jobs in North Carolina by 2008. It’s also suggested that outsourcing will pump more than $ 3 billion into the state’s economy. These new jobs probably won’t return the Triangle to the height of its tech boom, however Delory insists there is so much opportunity in this market that she’s glad she’s here now and not two years down the line.

"10 years ago sales people were just running around taking orders. At that time you could sit someone at a desk and the phone would ring all day. Now the tech market has become so competitive that sales people have to be sharper skilled at discovering opportunities. They have to be better prospect qualifiers."

While improving sales staff might seem obvious, Delory believes the key to long-term tech recovery is how companies train and use their non-sales staff. Specifically, tech firms themselves undervalue an engineer’s ability to bring in revenue. "It’s easy to think if someone’s an engineer that’s all they do, when in reality engineers are in frequent contact with the client. Every company should use non-salespeople, whether they’re CSRs, engineers, or service support people to up sell in a manner where the customer doesn’t feel constantly pressured."

Delory recommends that engineers and other non-salespeople be encouraged to mine the client for valuable information--is the client completely satisfied? If not, what are you going to do about it? Is the company going through restructuring? Was there a bid that you should have gotten in on that you didn’t? "Asking these questions will definitely increase a tech company’s lifespan."

Based in Cary, The Boston Professional Group specializes in training sales teams for IT, Financial, and Professional Services companies. Jan Delory relocated the consultancy to the Triangle in November. Additional information about Delory, or her company, is available at, or by calling 919-467-4477.


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